Associate Sales Representative- Federal
WalkMe · Hybrid · US
Game over? Still on their site, but open 3+ months.
New Business + Account Growth: you win new customers and grow existing ones.
- Base
- Not disclosed
- OTE
- $82K
- Quota attainment
- Not disclosed
- Posted
- 3mo ago
Why it matters: OTE tells you what you could earn. Attainment tells you how realistic it is.
Ask: “What percentage of fully ramped reps hit quota last year?”
Still open · checked 2h agoon WalkMe's careers page
The job
- What you'd do
- Research and target new federal government agencies, book first meetings with senior executives there, and pass qualified prospects to Account Executives. You'll find most of your own leads, and you'll also look for extra products to sell to existing customers.
- What you'd sell
Step-by-step guides that teach staff new software as they work
When a company switches to new software, it usually runs training classes and points staff to the vendor's help pages, one application at a time. The problem is, work is spread across many apps, so people keep getting stuck whenever something changes. WalkMe guides people through change right on their screens and automates routine tasks, so employees can use new tools without waiting for another class.
In plain English, from their own job posts. Something wrong? Tell me · More Collaboration & productivity companies →
- Who you'd sell to
- Federal government agenciesIn their words: “Experience Prospecting into Federal Agencies Strongly Preferred”
- Where deals come from
- Mostly you. Expect a lot of outbound: cold calls, emails and LinkedIn.
The Braun Read
Worth a lookSolid on the basics. Use the first call to fill in the gaps.
- Pay
- OTE is listed. Ask what the base is.
- Transparency
- Says nothing about quota, attainment, deal size, territory or sales cycle.
- Time on market
- Open 119 days. Ask why it's been hard to fill.
- Company hiring
- 3 sales roles open, hiring at a steady pace.
Red lights
- Time on market. Open 119 days. Ask why it's been hard to fill.
Yellow lights
- Open 90+ days. This role has been posted for three months or more. Ask why it's been hard to fill, and whether anyone left it.
Green lights
- Publishes OTE. It tells you the on-target earnings up front. Most postings don't.
Based only on what the posting says. Lights are a starting point for your first call, not a final judgment.
Questions to ask on the first call
Built from what this posting leaves out. How they answer tells you as much as what they say.
- 1.
This role has been open a while. What's made it hard to fill?
The answer tells you what candidates saw that made them walk.
- 2.
What percentage of fully ramped reps hit quota last year?
OTE is what you could earn. This is how likely you are to earn it.
- 3.
What percentage of reps on the team have been here more than 18 months?
Tenure shows whether people stay long enough to get paid.
- 4.
Has the comp plan changed in the last 12 to 18 months? What changed?
A plan that changes every year means the goalposts keep moving.
- 5.
Who sits with reps and reviews calls each week?
Coaching is often what's behind a good or bad attainment number.
- 6.
Why is this role open? Did someone leave, or is it new?
New headcount is growth. A replacement means someone left. Ask why.
› When the offer comes
Save these for later. They land better once they've said yes to you.
- 1.
Can I see the full comp plan in writing, including clawbacks and accelerators?
What's in writing is what gets paid. Read it before you sign.
- 2.
Can I see the actual comp distribution for the team last year, not just the OTE?
The spread shows what most reps really take home. OTE is just the target.
- 3.
I'd be walking away from earned commission to join. Is there room for a sign-on bonus to help cover that?
Leaving money behind is a fair reason to ask. The worst answer is no.
Josh's top five questions for any sales interview →
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