Enterprise Account Executive, US & Canada

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:

• 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. 

This role collaborates with the wider enterprise sales team to achieve their revenue goals.

Responsibilities Include, But Are Not Limited To:

End-to-end sales:

• 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.

Cross-functional collaboration:

• 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

Things That Should Be In Your Background:

• 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. 

Working Conditions:

• Global, remote-first team with flexibility across time zones.
• 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 Leadership.

While this position is open to remote candidates across the