Account Executive

Job description

WalkMe, an SAP company, pioneered the world's leading Digital Adoption Platform, helping organizations navigate change across any application or system. Today it is the platform that drives AI adoption across the enterprise. Enterprise work stays fragmented across applications, and that fragmentation compounds as AI advances. Traditional training and vendor-provided help leave organizations managing change one application at a time. WalkMe guides people through change, brings AI into the flow of work, automates tasks and shows executives how workflows perform. Global leaders including IBM, Nestlé, Thermo Fisher Scientific, and the U.S. federal government trust WalkMe. WalkMe turns AI potential into AI performance. **This role is with SAP, supporting WalkMe.** As the company continues to rapidly expand in EMEA, we are seeking a driven Account Executive to manage all aspects of the sale's cycle, with a focus on New Logo Acquisition in the Nordic market. As an **Enterprise Account Executive for the Nordic market**, you will act as a strategic hunter focused entirely on **Net New Logo Acquisition**. You will own the complete, end-to-end sales cycle—navigating complex enterprise environments, partnering with global SAP teams, and positioning WalkMe’s high-value solutions to C-suite decision-makers. ### What You'll Own - **Drive Net New Business:** Own the full A-to-Z sales cycle for the Nordic region, from initial pipeline generation, discovery, and tailored demos/POCs, through to complex contract negotiations and closing. - **Master Value-Based Selling:** Partner closely with internal Solution Consultants and Customer Success Managers to build and present ROI-driven business cases for enterprise prospects. - **Navigate the C-Suite:** Establish trusted relationships with senior executives and stakeholders across all levels of Fortune 1000 and major target organizations. - **Cross-Functional Collaboration:** Align internally with cross-functional teams—including corporate counsel, senior management, and Renewal Managers—to efficiently push enterprise agreements across the finish line. - **Forecast & Pipeline Management:** Maintain high data integrity in Salesforce, accurately managing monthly/quarterly revenue forecasting while consistently meeting or exceeding quarterly quotas. - **Inbound & Outbound Strategy:** Actively hunt for new enterprise opportunities through outbound prospecting while strategically managing high-value inbound lead requests. ### What You Need to Succeed - **Enterprise SaaS Expertise:** 6+ years of proven success in Enterprise Software Sales (SaaS) or Strategic Business Consulting, consistently hitting or exceeding seven-figure quotas. - **Strategic Hunter Mindset:** A track record of closing net-new enterprise logos using structured, value-based sales methodologies (e.g., MEDDPICC, Challenger, Command of the Message). - **Nordic Market Knowledge:** Deep familiarity with the business landscape, cultural nuances, and executive networks within the Nordic region. - **Technical Curiosity:** Experience selling sophisticated, high-tech platform solutions with the ability to comfortably bridge the gap between business value and technical execution. - **Collaborative Spirit:** A proven ability to quarterback complex deals by leveraging internal teams (SEs, CSMs, Partner/SAP ecosystems).