Commercial Account Executive II

About us

At Udemy, we’re on a mission to transform lives through learning. Through our intelligent skills platform and a global community of instructors, we’ve helped over 70 million learners and 16,000 organizations achieve their goals. Come join us in ensuring everyone, everywhere has access to the skills they need to unlock their potential and create possibilities for themselves and others.

Hybrid work

Udemy is headquartered in San Francisco with global offices in Australia, India, Ireland, Türkiye, and other US locations. Our robust hybrid work model spans San Francisco, Denver, Ankara, Dublin, Mexico City and Melbourne. This hybrid position requires two days per week in the office at the SF hub.

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, with an industry focus of Professional Services, Consulting, Financial Services, Technology and Manufacturing. This is a complex and challenging role involving both transactional and longer sales-cycle/strategic deals, 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

• Prospecting into current customers and new logos to generate pipeline
• Managing full cycle selling from discovery to close, selling both transactional and multi-year, 5-figure deals
• Driving value to your prospects by identifying business needs and aligning Udemy’s offering through a strategic evaluation, leveraging our Value Selling methodology and MEDDPICC for qualification
• Creating and delivering accurate sales forecasts through strong pipeline management and deal knowledge 
• Collaborating with the greater sales team to share best practices and innovate

What you’ll have  

• 2-4+ years relevant closing experience
• B2B sales experience (SaaS preferred)
• Strong communication, strategic thinking, prospecting and planning skills
• Ability to adapt, or willing to learn how to develop a growth mindset
• Motivated with a competitive drive, eager to learn, and humble
• Your values align with Udemy values: Lead the Way, Embody Ownership, Act as One Team, Relentless Focus and Never Stop Learning 

About Your Skills:

• Account Management. You’re capable of independently managing a book of assigned accounts, taking ownership of customer relationships and satisfaction. You develop and implement account management plans, focusing on customer retention and revenue growth. You proactively identify customer needs and opportunities, and collaborate with internal teams to deliver solutions. You’re able to resolve complex customer issues and conflicts, demonstrating strong problem-solving skills. You proactively identify opportunities to expand customer relationships and upsell/cross-sell Udemy Business solutions. You communicate clearly and proactively with your clients, by setting clear expectations, managing the vision, and consistently driving your business forward. You maintain accurate and up-to-date customer records in our CRM, tracking all interactions and activities.
• Prioritization. As a Commercial AE, your success hinges on your ability to prioritize effectively. You'll strategically focus on the most promising opportunities, identifying deals with the highest potential value, fastest close times, and best alignment with Udemy solutions. This means analyzing your pipeline, rigorously qualifying leads, and allocating time to nurture your key accounts. By saying "no" to less impactful activities, you'll efficiently deploy your resources to drive impactful results and consistently exceed sales targets, making you a top performer.
• 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 true solutions.  You are constantly looking for creative ways to bring in future business.