The Role
The Account Executive will drive new business sales cycles in the Nordic market, focusing on acquiring new clients and managing end-to-end sales processes, including contract negotiations and collaboration with internal teams.
Summary Generated by Built In
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).
We win with Inclusion
SAP’s culture of inclusion, focus on health and well-being, and flexible working models help ensure that everyone – regardless of background – feels included and can run at their best. At SAP, we believe we are made stronger by the unique capabilities and qualities that each person brings to our company, and we invest in our employees to inspire confidence and help everyone realize their full potential. We ultimately believe in unleashing all talent and creating a better world.
SAP is committed to the values of Equal Employment Opportunity and provides accessibility accommodations to applicants with physical and/or mental disabilities. If you are interested in applying for employment with SAP and are in need of accommodation or special assistance to navigate our website or to complete your application, please send an e-mail with your request to Recruiting Operations Team: [email protected].
AI Usage in the Recruitment Process
For information on the responsible use of AI in our recruitment process, please refer to our Guidelines for Ethical Usage of AI in the Recruiting Process. Please note that any violation of these guidelines may result in disqualification from the hiring process.
Skills Required
- 6+ years of experience in Enterprise Software Sales (SaaS) or Strategic Business Consulting
- Proven ability to hit or exceed seven-figure quotas
- Deep understanding of the Nordic market and executive networks
- Experience with value-based sales methodologies (e.g., MEDDPICC, Challenger)
- Ability to manage complex deals leveraging internal teams
WalkMe Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about WalkMe and has not been reviewed or approved by WalkMe.
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Healthcare Strength — Health coverage is portrayed as robust, with top-tier medical plans, mental-health support, 24/7 care access, and global fitness perks. Feedback suggests these offerings contribute meaningfully to overall package strength.
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Leave & Time Off Breadth — Paid time off includes generous vacation and sick time, plus additional “RefreshMe” mental-health days and dedicated volunteer time. These elements indicate a broad approach to time away from work.
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Retirement Support — Financial benefits include a 401(k) match in the U.S., reinforcing long‑term savings support. This indicates employer-backed retirement planning.
WalkMe Insights
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The Company
What We Do
Founded in 2011, WalkMe’s mission is to make digital adoption for employees and customers simple, while increasing enterprise productivity. Our platform works as an invisible layer of visual cues and personalized content placed on top of your website or enterprise software.
