Director, Sales - Walmart Business, Account Executives (AE)

Walmart•Bentonville, AR

5d•Onsite

About The Position

The Director of Sales – Account Executives (AE) is responsible for leading, coaching, and scaling a high-performing team of Account Executives responsible for new logo acquisition, revenue growth, and account expansion across Walmart Business customer segments. This role drives disciplined sales execution, pipeline rigor, and forecast accuracy while serving as a key connector between Sales, Revenue Operations, Product, and Segment leadership. Success in this role is measured by revenue delivery, pipeline health, forecast accuracy, seller productivity, and talent development.

Requirements

Bachelor’s degree or equivalent experience.
10+ years of B2B sales experience with 5+ years leading Account Executive teams.
Proven track record of consistent quota attainment through teams.
Strong pipeline management, forecasting, and analytical skills.
Experience operating in a scaled, cross-functional sales organization.
Option 1: Bachelor's degree in engineering, information technology, business, finance, marketing and sales, healthcare, or related area and 5 years' experience in business development, market development, healthcare, or related area.
Option 2: 7 years’ experience in business development, market development, healthcare, or related area.
1 year's supervisory experience.

Nice To Haves

Experience in eCommerce, SaaS, or enterprise B2B sales.
Experience selling into Commercial, Public Sector, or Nonprofit segments.
Comfort operating in ambiguity and scaling new processes.
Strong executive communication and stakeholder influence skills.
In a role preparing and executing budgets.
Leading cross-functional teams
Master's degree in Business, Finance, Marketing and Sales, Healthcare, or related area.
Sales, Supervisory

Responsibilities

Own and deliver team revenue targets, pipeline coverage, and forecast accuracy.
Ensure consistent execution of core sales motions including prospecting, discovery, solutioning, closing, and expansion.
Drive operating rigor through weekly pipeline reviews, deal inspections, and forecast calls.
Identify risks early and implement corrective action plans to achieve goals.
Lead, coach, and develop a team of Account Executives across assigned territories and segments.
Set clear expectations tied to activity, pipeline creation, deal progression, and revenue outcomes.
Conduct regular 1:1s focused on performance, deal strategy, and career development.
Partner with Sales Enablement to ensure AEs are equipped with the right tools, training, and messaging.
Establish and maintain a disciplined sales operating cadence including team meetings, pipeline reviews, and QBRs.
Drive standardization in CRM usage, forecasting methods, and reporting accuracy.
Ensure adherence to Walmart Business sales processes, compliance, and governance standards.
Partner with Revenue Operations on territories, quotas, metrics, and performance tracking.
Work with Product and Commercialization teams to provide customer and seller feedback.
Collaborate with Segment Directors (Commercial, Nonprofit, Public Sector) to align AE focus with strategy.
Communicate progress, insights, and risks to senior sales leadership.
Hire, onboard, and ramp high-performing Account Executives.
Build a culture of accountability, customer obsession, and continuous improvement.
Identify and develop high-potential talent and succession plans.
Model Walmart’s values and reinforce high standards of integrity and performance.

Benefits

Competitive pay
Performance-based bonus awards
Medical coverage
Vision coverage
Dental coverage
401(k)
Stock purchase
Company-paid life insurance
PTO (including sick leave)
Parental leave
Family care leave
Bereavement
Jury duty
Voting
Short-term disability
Long-term disability
Company discounts
Military Leave Pay
Adoption and surrogacy expense reimbursement
PTO and/or PPTO that can be used for vacation, sick leave, holidays, or other purposes.
Live Better U is a Walmart-paid education benefit program for full-time and part-time associates in Walmart and Sam's Club facilities. Programs range from high school completion to bachelor's degrees, including English Language Learning and short-form certificates. Tuition, books, and fees are completely paid for by Walmart.