Senior Commercial Account Executive

About you 

You’re an active listener and a determined person who thrives in a collaborative environment like ours. You want to use your skills to help others progress, whether that’s internally with your team or seeing the impact your work can have on people around the world as you help us expand into new markets. You’re ready for a challenge and aren’t afraid to try new ideas.

About this role 

Account Executives on the Commercial team will prospect, consult, and sell to companies with up to 1,000 employees, across all industries. This is a complex and challenging role involving both transactional and longer sales-cycle across both new business and existing clients. In this role, you will learn to master more complex sales tactics, balance short term vs long term pipeline, and how to effectively source deals from a wide variety of channels.What you'll be doing:

• Managing full sales cycles from discovery to negotiation, selling both transactional and multi-year five figure deals
• Running trials with your prospects where appropriate, leveraging best practices
• Building pipeline with prospect new business organisations, along with expanding across current clients in your assigned territory
• Driving value to your prospects by identifying business needs and align Udemy’s offering through a strategic evaluation
• Creating and delivering accurate sales forecasts through strong pipeline management
• Collaborating with the greater sales team to share best practices and innovate

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: 

• 3-4+ years relevant closing experience
• B2B SaaS sales experience 
• Strong writing, strategic thinking, ability to prospect efficiently, and strong planning skills
• Experienced in navigating complex sales environments with a collaborative approach
• Skilled in presenting and pitching business transformations to C-level executives
• Track record of consistently achieving or surpassing quota
• Experience in generating your own pipeline, leads are a bonus
• Ability to adapt, or willing to learn how to develop a growth mindset
• Motivated with a competitive drive, eager to learn, and humble

About your Skills

• Critical Thinking. Your critical thinking sets you apart in your business. Your curiosity leads you to go deeper in discovery - you aren’t interested in surface-level solutions for surface-level problems; rather, you ask insightful questions to get to the core issues, which enables you to provide a true solution.  You demonstrate adaptability in the face of both internal and external changes, embodying a growth mindset and general business positivity.
• Prioritisation. As a results-driven Account Executive, you take ownership of your book of business, and manage your time and resources with precision. You are a strategic and savvy outbounder, and are constantly looking for creative ways to bring in future business. You communicate clearly and proactively with your client, by setting clear expectations, managing the vision, and consistently driving your business forward.
• Coachability. You constantly take initiative toward your own skill development, exploring new resources and soliciting feedback to improve. You are both a mentor and a mentee, and enjoy being part of a team that celebrates wins, learns from losses, and improves together. You are celebrated for your emotional intelligence. You seek out leadership opportunities, demonstrating initiative and resourcefulness in driving team and business growth.
• Collaboration. You celebrate diverse perspectives, leveraging the strengths of individuals to drive collective success. Within deals, you adeptly multithread and engage multiple stakeholders. You are constantly reading your deals to identify when to engage additional stakeholders and turn toward team selling. You are aware of your cross functional partners’ scopes, and able to support them as they support you.