Enterprise Account Executive, US & Canada
About The Position
At 2U, we are all in on purpose. We are motivated by our mission – to make learning limitless– and connected by our shared passion to deliver world-class higher education at scale. As the parent company of edX, a leading online learning platform, 2U powers thousands of higher education offerings – from free courses to full degrees. Together with our college, university, and corporate partners, we are helping accelerate careers and transform lives. What We’re Looking For: The Enterprise Account Executive is a high-impact, hunter role that sits at the heart of our go-to-market strategy. The role will be responsible for driving new business across enterprise organizations, covering end-to-end sales, from prospecting to closing opportunities. The right candidate can demonstrate strong consultative sales skills and engage multiple stakeholders across organizations to deliver learning solutions. This responsibility includes:
Requirements
- Hunter mentality with the ability to drive consistent business development across the territory.
- 3 - 4 Year Business or Sales related qualification.
- 8+ Years in quota-carrying enterprise sales experience in the US and Canada, with a record of quota attainment and high-value wins. Preferably SaaS technologies; IT; or online education; selling professional services/consulting.
- Experience closing $750k+ deals.
- A strategic, consultative sales approach rooted in value creation.
- Experience dealing with, and successfully influencing high level/C-suite executives.
- Ability to multitask, manage projects and work under pressure.
- Excellent interpersonal, leadership, negotiation skills and creativity.
- New business development experience.
- Excellent verbal and written communication skills.
- Standard data analysis skills.
- Willingness to travel internationally & domestically.
- Highly self-motivated and capable of operating with autonomy, while collaborating effectively to drive success.
Responsibilities
- Own the full enterprise sales cycle and pipeline.
- Deliver against annual/quarterly/monthly quota.
- Develop and execute strategic account and territory plans to win new enterprise customers.
- Build and maintain a qualified pipeline of opportunities, ensuring 4X pipeline coverage at all times.
- Lead complex, multi-stakeholder meetings.
- Demonstrate sales discipline: maintain pipeline hygiene, forecast accuracy, thoughtful territory and account plans, stakeholder mapping.
- Achieve an annual sales quota of $1.5M+
- Applying a consultative, value-based approach to sales with a high focus on structured Discovery conversations to unlock high-value opportunities.
- Develop and execute strategic account and territory plans to win new enterprise customers in the US and Canada.
- Leveraging industry insights, content, events and thought leadership to build and engage a high-quality network of buyer personas.
- Represent the organization at industry events and executive-level meetings.
- Build relationships and network of buyer personas and decision-makers.
- Sell value at every stage of the customer journey.
- Conduct whitespace analysis.
- Apply best-practice sales methodologies.
- Understand competitive offerings and effectively position edX.
- Report on performance, outlook, forecast and share structured customer feedback and market intelligence.
- Independently completing needs analyses, formulating proposals, detailing costing, and negotiating payment terms with organizations.
- Collaborating with cross-functional teams within Go To Market: Marketing, Sales Enablement, RevOps.
- Reporting via quarterly business reviews on your market, customers, pipeline and performance.
- Share back market insights and customer feedback to the business to support product development and retention
- Participate in select strategy meetings to help shape offerings and the direction of the sales team
Benefits
- Medical, dental, and vision coverage
- Life insurance, disability, and 401(k) employer match
- Free snacks and drinks in-office
- Generous paid holidays and leave policies, including unlimited PTO
- Additional time off benefits include: volunteer days, parental leave, and a company-wide winter break
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What This Job Offers
Job Type
Full-time
Career Level
Mid Level
Education Level
No Education Listed
Number of Employees
501-1,000 employees
