Senior Sales Account Executive

At 2U, we are all in on purpose. We are motivated by our mission – to eliminate the back row in education – and connected by our shared passion to deliver world-class digital education at scale. As the parent company of edX, the world’s leading online learning platform, 2U powers more than 4,000 online higher education offerings – from free courses to full degrees. Together with more than 230 colleges, universities, and corporate partners, we are helping to unlock human potential. What We’re Looking For Summary of Job : The Senior Sales Account Executive is responsible for owning all aspects of the sales cycle including prospecting new organisations, completing needs analyses and proposing suitable solutions. They are required to implement a balanced approach of new business development and account management activities that involves a high outreach strategy, establishing great relationships, and implementing account specific strategies that meet the needs of their prospective client. This responsibility includes : Delivering annual booked revenue based on an allocated quarterly revenue target. Deal size guidance Deal size guidance $150K - $350K Transactional sales : 40% Contracts / Forward commitments : 60% Managing, nurturing and developing 20 to 40 corporate accounts with a focus on driving recurring / year on year revenue growth Predominant focus on driving 12 to 24 month contracts Building out a robust pipeline to grow revenue across multiple product lines Predominant focus on selling to large enterprises This role reports to the Head of Enterprise Sales, and collaborates with the wider enterprise sales team to achieve their revenue goals. Key Role and Responsibilities Achieve an annual sales quota of $2M+ Achieve deal sizes of between $150,000 and $350,000 Implementing account specific strategies, achieving a balance of 40% transactional sales and 60% contract / forward commitment sales to help drive opportunity for recurring revenue Developing a client base of 20 to 40 corporate accounts through a customer contact strategy that includes regular face to face interaction, creating multiple contact points; Maintain a robust pipeline of opportunities by continuously researching and prospecting new business opportunities through cold calling, and alternative reach out methods; Developing, owning and implementing a quarterly ‘route to target’ sales approach by leveraging internal sales data and industry insights; Independently completing regular needs analyses, formulating proposals, detailing costing, and negotiating payment terms with organisations. Act as both product and process specialist. Continually share market insights to support product development. Participate in select strategy meetings to help shape offerings and the direction of the sales team Education and Experience 3 - 4 Year Marketing or Sales related qualification 8+ Years business development or account management experience in a B2B environment - preferably SAAS technologies; IT; or online education 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 Account Management experience Excellent verbal and written communication skills Basic data analysis skills Willingness to travel internationally & domestically Drivers license Working Conditions The Senior Sales Account Executive is required to travel on a regular basis - traveling is predominantly domestic with potential international traveling dependent on demand and opportunity - This is discretionary and approved by the Head of Enterprise Sales. Benefits & Culture Our global employee base is a diverse collection of innovators, dreamers, and doers working together to transform lives through higher education. We believe that every employee can advance our shared purpose, and that life at 2U should be fun and meaningful. If you’re excited by the opportunity to provide over 40 million learners and counting with access to world-class online higher education, then join us – and do work that makes a difference. #NoBackRow We offer comprehensive benefits (unique per country) and excellent work / life balance. Full-time, ZA benefits include 2 complimentary Getsmarter short courses per year Subsidised medical aid with Discovery Health Medical Scheme 4% 2U contribution towards Discovery Life Pension Fund and Group Risk Benefit Employee Assistance Program (EAP) Generous leave policy including time off to volunteer for non-profit organization, study leave, sports leave and a company-wide festive season break 2U Diversity and Inclusion Statement At 2U, we are committed to building and sustaining a culture of belonging, respect, and inclusion. We are proud of the steps we’ve taken to bring together an employee base that embodies diverse walks of life, ideas, genders, ages, races, cultures, sexual orientations, abilities and other unique qualities. We strive to offer a workplace where every employee feels empowered by what makes us different, as well as by how we are alike. #J-18808-Ljbffr