Enterprise Account Executive, US & Canada at 2u

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 U.S., we will prioritize those who live in the Washington-Baltimore metropolitan area and who are available to come into our Headquarters in Arlington, VA two days a week. Benefits & Culture Our global employee base is a diverse collection of innovators, dreamers, and doers working together to transform lives through higher education. We believe that every employee can advance our shared purpose, and that life at 2U should be fun and meaningful. If you’re excited by the opportunity to provide millions of learners and counting with access to world-class higher education, then join us – and do work that makes a difference. We offer comprehensive benefits (unique per country) and excellent work/life balance. Full-time, U.S.benefits include: • Medical, dental, and vision coverage • Life insurance, disability, and 401(k) employer match • Free snacks and drinks in-office • Generous paid holidays and leave policies, including unlimited PTO • Additional time off benefits include: volunteer days, parental leave, and a company-wide winter break The anticipated base salary range for this role is ($98,000 -$125,000), with potential bonus eligibility. Salary offers are made based on the candidate’s qualifications, experience, skills, and education as they directly relate to the requirements of the position, budget for the position and cost of labor in the market in which the candidate will be hired. 2U Diversity and Inclusion Statement At 2U, we are committed to building and sustaining a culture of belonging, respect, and inclusion. We are proud of the steps we’ve taken to bring together an employee base that embodies diverse walks of life, ideas, genders, ages, races, cultures, sexual orientations, abilities and other unique qualities. We strive to offer a workplace where every employee feels empowered by what makes us different, as well as by how we are alike. 2U is committed to providing reasonable accommodations during our recruitment process. If you need assistance or accommodations, please reach out to us at: [Upgrade to PRO to see contact]. About 2U 2U partners with the world's top universities and companies to develop and deliver education programs that accelerate careers and transform lives. Through partnerships with the world’s leading colleges, universities, and companies, 2U delivers thousands of online programs to millions of learners worldwide on edX, its global learning platform. From executive education and professional credentialing to master’s degree programs and free, open courses, 2U transforms how top institutions deliver workforce-aligned online education, enabling professionals to advance without pausing their careers. Learn more at 2U.com. The above statements are intended to describe the general nature and level of work performed by individuals assigned to this position, and are not intended to be construed as an exhaustive list of all responsibilities, duties and skills required. All employees may be required to perform duties outside of their normal responsibilities from time to time, as needed. 2U is an equal opportunity employer that does not discriminate against applicants or employees and ensures equal employment opportunity for all persons regardless of their race, creed, color, religion, sex, sexual orientation, gender identity, pregnancy, national origin, age, marital status, disability, citizenship, military or veterans’ status, or any other classifications protected by applicable federal, state or local laws. 2U’s equal opportunity policy applies to all terms and conditions of employment, including but not limited to recruiting, hiring, training, promotion, job benefits and pay.