[Hiring] Global Account Executive, SMB @2U

Role Description

The Global Account Executive, SMB is responsible for end-to-end sales, from prospecting to closing opportunities within the SMB segment. The right candidate can demonstrate strong consultative sales skills and has experience closing a higher volume of opportunities, while optimising the pipeline velocity.

• Delivering against annual/quarterly/monthly quota.
• Average Deal Value guidance: $10K - $30K.
• Quota consists of primarily new business (75%), with a small renewal base (25%).
• Continuously building a qualified pipeline of opportunities, ensuring 4X pipeline coverage at all times.
• Demonstrate sales discipline: maintain pipeline hygiene, quick follow-up and forecast accuracy.
• 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 $1M (75% new business/25% retention).
• Conduct discovery calls, deliver presentations and proposals.
• Proactively manage and maintain the SMB pipeline and log activity in CRM.
• Collaborate with other Account Executives, SDRs and Customer Success to ensure a seamless customer journey.
• Act as a specialist for the SMB customer segment.
• Cross-functional collaboration.
• Collaborating with cross-functional teams within Go To Market: Sales Enablement, RevOps, Account Management and SDRs.
• Reporting via quarterly business reviews on your market, customers, pipeline and performance.
• Share back SMB insights and customer feedback to the business to support product development and retention.

Qualifications

• Bachelor’s degree or equivalent.
• 2+ years in a quota-carrying end-to-end B2B sales role - preferably SAAS technologies; IT; or online education.
• Proven track record of consistently achieving their quota.
• Experience cold calling and generating opportunities as well as converting inbound leads.
• Experience dealing with, and successfully, influencing high level executives.
• Ability to multitask, manage projects and work under pressure.
• Excellent interpersonal, leadership, negotiation skills and creativity.
• Excellent verbal and written communication skills.
• Standard data analysis skills.
• Consultative, customer-centric, intellectually curious and ambitious.

Requirements

• Global, remote-first team with flexibility across time zones.
• The SMB Account Executive is required to travel on an occasional basis - traveling is predominantly domestic with potential international traveling dependent on demand and opportunity - This is discretionary and approved by Leadership.

Benefits

• Comprehensive benefits (unique per country).
• Excellent work/life balance.

Company Description

For more than a decade, 2U, Inc. has been the digital transformation partner of choice to great non-profit colleges and universities delivering high-quality online education at scale. As the parent company of edX, a leading global online learning platform, 2U provides over 45 million learners with access to world-class education in partnership with more than 230 colleges, universities, and corporations.