Enterprise Account Executive, State and Local Government

Enterprise Account Executive, State and Local Government

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Over 80 million learners and 17,000 businesses already learn with Udemy. If you’re excited by change, energized by learning, and ready to have a real impact, you’ll feel right at home.

About Your Skills

Learn more about us on our company page.

• Problem Solving: You are skilled in creative problem-solving techniques to address client needs, overcome obstacles, and drive sales outcomes, ensuring customer satisfaction and business success.
• Coachability: You demonstrate a strong willingness to learn, adapt, and incorporate feedback to enhance strategies and achieve performance targets, fostering continuous personal and professional growth.
• Curiosity: You exhibit a natural curiosity and hunger for knowledge, constantly seeking to understand market trends, customer preferences, and competitive analysis to inform strategy and drive business success.
• Outbound Mindset: You possess a proactive outbound mindset, driven to identify new business opportunities, cultivate relationships with prospects, effectively communicate value and supported by your research and rigor throughout the process.

About This Role

We are seeking a highly motivated and experienced Large Enterprise Account Executive to join our dynamic sales team in XXX territory. The ideal candidate will be responsible for identifying and closing new business opportunities with enterprise-level clients, which are companies with 5,000 employees and above. You will focus on identifying new business opportunities, in addition to land and expand by fostering relationships to maximize opportunities within these organizations.

What you'll be doing:

• Identify, prospect, and qualify new enterprise-level business and upsell opportunities within assigned territory.
• Coordinate and work with Udemy Business team (Customer Success, Solutions Engineering, Marketing, Product, Deal Desk, Legal, key executives) to ensure territory success; customer satisfaction, expansion and retention.
• Build and maintain strong relationships with key decision-makers to understand clients' business objectives and challenges to effectively position our solutions as a strategic fit.
• Develop and execute strategic sales plans to meet and exceed sales targets.
• Lead negotiations and close complex sales deals, ensuring contracts are executed accurately and in a timely manner.
• Stay updated on industry trends, market dynamics, customer feedback and competitor activities; then relay and share any insights with your team!

What You’ll Have

While this work is based more on the skills a person has than what they have done, we think a typical profile could include the following: We are looking for a highly motivated, over-achieving “hunter and closer” who flourishes in a fast-paced, dynamic environment.

• A minimum of 7+ years of closing experience in B2B Enterprise sales (SaaS experience preferred) or equivalent Enterprise-style go-to-market playbook that includes value-based selling and leveraging Value Engineers/Solution Engineers in pre-sales.
• Experience partnering with other Account Executives in an overlay specialist sales model.
• Success in opportunity creation and “full funnel” management of many opportunities.
• Proven history of exceeding targets in selling licenses/products/subscriptions to Enterprise organizations with demonstrated ownership of all aspects of territory management.

At Udemy, we strive to be transparent around compensation. Actual compensation for this role is based on several factors, including but not limited to job-related skills, qualifications, experience, and specific work location due to differences in the cost of labor. In addition to a base salary, this role is also eligible for equity and uncapped OTE.

OTE Compensation Range

$245,000—$315,000 USD

Why work here?

• You’ll grow here. Learning is part of the job. You’ll get full access to Udemy courses, a monthly UDay to invest in yourself, and a budget to spend on whatever helps you improve. Many people are diving into AI lately, but what you focus on is up to you.
• AI is real here. We use it in the way we learn and the way we work. You’ll have the space and tools to experiment, apply, and get better at using AI in practical ways.
• You’ll own your work. We trust people to lead, make decisions, and follow through. You don’t need to wait for permission or layers of approval to have an impact.
• You’ll Build With Others. We collaborate openly and shape ideas together. Everyone has a voice, and good thinking is welcomed from any direction.
• You’ll see your impact. What you build helps people grow their skills, change their careers, or find a path forward. You’ve got the experience, why not use it to help others gain theirs?

Bring your curiosity. We’ll bring the platform and the support. Let’s LEARN together.

Our Benefits Start With U

Our benefits start with you and were built to provide you and your family with the protection and care you need, making it easy to access the right coverage when you need it most. Benefits vary by region, and we encourage applicants to review our Australia Benefits, India Benefits, Ireland Benefits, Mexico Benefits, Turkiye Benefits & US Benefits, pages to get an understanding of some of the benefits we offer. For details on region-specific benefits, please refer to the information provided during the hiring process.

Benefits outlined are provided as a general overview and may vary depending on the location, role, and employment classification. All benefits are subject to change at the discretion of the organization and in accordance with applicable laws and policies.

At Udemy, we value diversity and inclusion and consider qualified applicants without regard to race, color, religion, sex, national origin, ancestry, age, genetic information, sexual orientation, gender identity, marital or family status, veteran status, medical condition, or disability. We understand that not everyone will match each of the 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!

Information regarding data privacy is available within the Udemy Careers Privacy Notice.

Key skills/competency

• B2B Enterprise Sales
• State and Local Government Sales
• New Business Development
• Value-Based Selling
• Strategic Account Management
• Complex Deal Negotiation
• SaaS Sales
• Solution Engineering Collaboration
• Territory Management
• Proactive Prospecting