Mid-Market Account Executive

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.

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 internal 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 Mid Market team will prospect, consult, and sell to U.S. based companies with 1,000 - 5,000 employees, across all industries, within a specified geographic territory spanning several states.  In this role, you will learn to take full ownership over a territory, develop sales plans and strategies, and become accustomed to identifying all types of opportunities and converting them into tangible, long term pipeline and revenue.

What you'll be doing

• Managing full sales cycle from discovery to negotiation, selling both transactional and multi-year 6 figure deals
• Building pipeline at prospect companies by setting meetings with HR/L&D and other Line of Business department leaders
• Land & Expand your client base by understanding current use case and identifying areas for expansion, through both individual efforts and partnering with Customer Success counterparts on Tier 1 client accounts, resulting in mid-term and renewal up-sells
• Develop new sales tactics and outbound campaigns, while sharing results and successful aspects with your Mid Market colleagues
• 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 

• Minimum 5 years of closing experience to department leaders and C-suite at mid-size businesses (in the 1000+ employee range)
• B2B SaaS sales experience
• Proven prospecting and territory management experience
• Strong writing, strategic thinking, and planning skills
• Ability to adapt, learn and operate with a growth mindset

About your Skills 

• Coachability. Your drive to take initiative toward your own skill development leads to measurable growth and skill expansion in your job. You habitually explore new resources and solicit 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.
• Sales-Process Oriented. Your sales process is a science, and you are able to articulate the repeatable habits that drive your high performance. You have command of your pipeline, are constantly driving business forward, and strategically outbound with a strong command of your future business.
• Business Acumen. Your curiosity extends to both your clients and your work environment, resulting in a deep understanding of business dynamics. Externally, you actively seek insights into how prospects operate their businesses, meticulously analyzing financial statements and constructing organizational charts. Internally, you delve into past account histories, collaborate across functions to solve problems, and continuously refine internal processes through iterative improvements.
• Grit. As a tenured sales professional, you've encountered your fair share of obstacles, and have developed a robust toolkit of strategies and emotional resilience to overcome them. You are results-driven, know when to pull in additional resources, and where to prioritize your focus. You demonstrate adaptability in the face of both internal and external changes, embodying a growth mindset and general business positivity.

We understand that not everyone will match each of the above qualifications. However, we also realize that everyone has unique experiences that can add value to our company. Even if you think your background might not perfectly align, we'd love to hear from you!

Life at Udemy 

We aspire to be as vibrant and dynamic as the communities we serve, as inquisitive as those who use our platform, and as revolutionary as the future we strive to open for everyone. Here are some of the things we love about life at Udemy:

• We’re invested in creating an inclusive environment that welcomes a diverse range of b