Enterprise Account Executive, State & Local Government

Coursera + Udemy lets you choose the best way to work, whether it’s from home, an office, or a collaboration space. We’re a globally distributed team that comes together intentionally for collaboration, complex problem-solving, and key milestones — creating opportunities for teams to come together. If you’re ready to make a global impact, help scale unique products across Coursera + Udemy, and grow your career, apply below.

About your skills

• Problem Solving: You are skilled in creative problem-solving techniques to address client needs, overcome obstacles, and drive sales outcomes, ensuring customer satisfaction and business success.

• Coachability: You demonstrate a strong willingness to learn, adapt, and incorporate feedback to enhance strategies and achieve performance targets, fostering continuous personal and professional growth.

• Curiosity: You exhibit a natural curiosity and hunger for knowledge, constantly seeking to understand market trends, customer preferences, and competitive analysis to inform strategy and drive business success.

• Outbound Mindset: You possess a proactive outbound mindset, driven to identify new business opportunities, cultivate relationships with prospects, effectively communicate value and supported by your research and rigor throughout the process. 

About this role

We are seeking a highly motivated and experienced Large Enterprise Account Executive to join our dynamic sales team. The ideal candidate will be responsible for identifying and closing new business opportunities with enterprise-level clients, which are companies with 5,000 employees and above. You will focus on identifying new business opportunities, in addition to land and expand by fostering relationships to maximize opportunities within these organizations.

What you'll be doing:

• Identify, prospect, and qualify new enterprise-level business and upsell opportunities within assigned territory

• Coordinate and work with Udemy Business team (Customer Success, Solutions Engineering, Marketing, Product, Deal Desk, Legal, key executives) to ensure territory success; customer satisfaction, expansion and retention

• Build and maintain strong relationships with key decision-makers to understand clients' business objectives and challenges to effectively position our solutions as a strategic fit

• Develop and execute strategic sales plans to meet and exceed sales targets

• Lead negotiations and close complex sales deals, ensuring contracts are executed accurately and in a timely manner

• Stay updated on industry trends, market dynamics, customer feedback and competitor activities; then relay and share any insights with your team!

What you’ll have

• While this work is based more on the skills a person has than what they have done, we think a typical profile could include the following: 

• We are looking for a highly motivated, over-achieving “hunter and closer” who flourishes in a fast-paced, dynamic environment 

• A minimum of 7+ years of closing experience in B2B Enterprise sales (SaaS experience preferred) or equivalent

• Enterprise-style go-to-market playbook that includes value-based selling and leveraging Value Engineers/Solution Engineers in pre-sales

• Experience partnering with other Account Executives in an overlay specialist sales model

• Success in opportunity creation and “full funnel” management of many opportunities

• Proven history of exceeding targets in selling licenses/products/subscriptions to Enterprise organizations with demonstrated ownership of all aspects of territory management

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