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

Position Summary...

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.

What you'll do...

Revenue & Pipeline Ownership

• 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.

Account Executive Leadership

• 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.

Sales Execution & Operating Cadence

• 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.

Cross-Functional Partnership

• 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.

Talent Development & Culture

• 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.

Who You'll Work With

• Account Executives (direct reports)
• Segment Sales Leaders (Commercial, Nonprofit, Public Sector)
• Revenue Operations
• Sales Enablement
• Product & Commercialization
• Group Director, Sales

Required Qualifications

• 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.

Preferred Qualifications

• 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.

At Walmart, we offer competitive pay as well as performance-based bonus awards and other great benefits for a happier mind, body, and wallet. Health benefits include medical, vision and dental coverage. Financial benefits include 401(k), stock purchase and company-paid life insurance. Paid time off benefits include PTO (including sick leave), parental leave, family care leave, bereavement, jury duty, and voting. Other benefits include short-term and long-term disability, company discounts, Military Leave Pay, adoption and surrogacy expense reimbursement, and more. You will also receive PTO and/or PPTO that can be used for vacation, sick leave, holidays, or other purposes. The amount you receive depends on your job classification and length of employment. It will meet or exceed the requirements of paid sick leave laws, where applicable. For information about PTO, see https://one.walmart.com/notices. 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.
Eligibility requirements apply to some benefits and may depend on your job classification and length of employment. Benefits are subject to change and may be subject to a specific plan or program terms.
For information about benefits and eligibility, see One.Walmart.
The annual salary range for this position is $110,000.00 - $220,000.00 Additional compensation includes annual or quarterly performance bonuses. Additional compensation for certain positions may also include :
- Stock

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Minimum Qualifications...

Outlined below are the required minimum qualifications for this position. If none are listed, there are no minimum qualifications.

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.

Preferred Qualifications...

Outlined below are the optional preferred qualifications for this position. If none are listed, there are no preferred qualifications.

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

Primary Location...

1601 SE 10th St, Bentonville, AR 72716, United States of America

Walmart and its subsidiaries are committed to maintaining a drug-free workplace and has a no tolerance policy regarding the use of illegal drugs and alcohol on the job. This policy applies to all employees and aims to create a safe and productive work environment.