VP of Sales

5 days ago

Austin, United States WalkMe Full time
WalkMe, as a pioneering force in the digital landscape, spearheaded the development of the Digital Adoption Platform (DAP). This platform plays a crucial role in digital transformations, empowering business leaders to fully harness the potential of modern technology amidst the complexities of today's digital world. Through WalkMe's guidance, engagement, insights, and automation, employees are more efficient, executives have better visibility into digital usage, and organizations maximize the full value of their digital assets to empower digital transformation.
As the VP of Sales - Public Sector & Regulated Industries, you will report to the Head of US Sales and lead a team to achieve projected new business. Federal, State, Local, Education, Aerospace, Defense and regulated industries are a major area of focus for WalkMe. As the leader of this team you’ll be responsible for our strategy and growth. Being recently acquired by SAP we expect major growth in the segment going forward.
This role can reside in the Washington DC area, other cities can be considered. What You'll Own
    • Oversee a sales team by using sales strategies to increase productivity and profitability, lending expertise through your knowledge of our product, sales techniques, and strategy
    • Monitor sales pipeline, activity and forecasts to determine areas of support and coaching for the team
    • Work with Sales Operations and Enablement to set your teams up for success and to know where to focus efforts. You will also partner with Marketing, Product, Account Management, and other Leaders within WalkMe
    • Develop a detailed account mapping and forecasting plan
    • Continue to grow your team in partnership with Recruiting, with a focus on building a diverse bench of talent
    • Monitoring your teams so you can share accurate forecasts at the "to date" and "gut" level to senior management
    • Be a resource to your team to help close the deal when needed or troubleshoot issues
    • Work with your teams to ensure adherence to processes and accurate record-keeping within the tech stack
    • Coach other WalkMe team members to support their growth into your team over time
What You Need to Succeed
    • 10+ years of progressive SaaS sales experience in the Public Sector, with 4 years of leading teams and a passion for building and supporting diverse teams
    • Form deep partnerships with the other functional business leaders across the organization to ensure synergistic collaboration of our teams
    • Existing relationships with top public sector partners ie: AFS, IBM, CACI, etc.
    • Proven track record of leveraging existing contract vehicles for deal execution & identifying new contract vehicles to mitigate risks in deals
    • Develop and cultivate new & existing lobbyist strategy
    • Experience in selling a new category of technology within an emerging tech market
    • Accomplish successful negotiations and close difficult and large contracts
    • Develop sales, business, and vertical market plans
    • History of making, generating revenue and exceeding quota
    • Manage processes for recognizing, qualifying, and closing new business/territory
    • You're known for an executive presence that allows you connect with our customers across industries
    • Curiosity - you are always asking "what else can our product do and how can we show our customers?"
    • You can build a team both in hiring new members and developing the career growth of the existing team
    • You can manage your function of the organization including goals, budget, strategy and you succeed with forecasts
    • Experience generating demand for a new category of technology within the PubSec market
    • Experience shaping requirements for Government RFPs
What Sets Us Apart
    • At WalkMe, we are dedicated to building a workforce that reflects the diversity of our global community and clients we serve through inclusive programs and initiatives including equal pay, employee resource groups, holistic benefits and more. We are committed to fostering an inclusive culture which celebrates the unique experiences and perspectives each Team Member brings to the workplace.
    • We seek to hire and develop the best talent, bringing a range of perspectives, experiences and background to the DAP category. This helps us better meet the diverse needs of our global communities and clients with creativity, insight, and market innovation. We welcome and encourage applicants from across different genders, gender identity and expression, sexual orientation, race, age, national origin, citizen status, religion, body size, socioeconomic status, ability, neuro(a)typicality, physical appearance, veteran status or any other characteristic.
    • Flexible Work Arrangements: We offer remote/hybrid and flexible hours to help manage work commitments and personal life effectively.
    • Supportive Culture: We focus on the whole person, celebrating what makes us unique, and create space for community.
    • Professional Development: We encourage continuous learning and offer opportunities for career development through our career compass offering.
    • Comprehensive Health Care Coverage for our Employees and Families, 401(k) program with company matching (up to $5,000), and a vacation policy to encourage a healthy work-life balance.
    • WalkMe is recognized as a Star Performer in DAP for the 2nd year in a row
    • WalkMe helps international companies such as: IBM, LinkedIn, Walgreens, Microsoft, Adobe, Hershey's, Quest Diagnostics and more
Our job titles may span more than one career level. The starting base pay for this role is between $175,000 and $250,000. The actual base pay is dependent upon many factors, such as: location, training, transferable skills, work experience, business needs and market demands. The base pay range is subject to change and may be modified in the future. This role may also be eligible for bonus, benefits, and RSUs as part of our competitive total rewards package.
TO ALL RECRUITMENT AGENCIES: WalkMe does not accept agency resumes. Please do not forward resumes to WalkMe employees or any other company location. WalkMe is not responsible for any fees related to unsolicited resumes and will not pay fees to any third-party agency or company that does not have a signed agreement with the Company for this specific role.

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