At 2U, we are all in on purpose. We are motivated by our mission – to eliminate the back row in education – and connected by our shared passion to deliver world-class digital education at scale. As the parent company of edX, the world’s leading online learning platform, 2U powers more than 4,000 online higher education offerings – from free courses to full degrees. Together with more than 230 colleges, universities, and corporate partners, we are helping to unlock human potential.
What We’re Looking For:
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.
This responsibility includes:
- 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
Things That Should Be In Your Background:
- 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.
Working Conditions:
- Global, remote-first team with flexibility across time zones.
- The SMB Account Executive is required to travel on occasional basis - traveling is predominantly domestic with potential international traveling dependent on demand and opportunity - This is discretionary and approved by Leadership.
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 over 40 million learners and counting with access to world-class online higher education, then join us – and do work that makes a difference. #NoBackRow
We offer comprehensive benefits (unique per country) and excellent work/life balance.
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: [email protected].
About 2U
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. Our people and technology are powering more than 4,000 digital education offerings — from free courses to full degrees — and helping unlock human potential. To learn more: visit 2U.com.
About edX
edX is the education movement for restless learners and a leading global online learning platform from 2U. Together with the majority of the world’s top-ranked universities and industry-leading companies, we bring our community of over 45 million learners world-class education to support them at every stage of their lives and careers, from free courses to full degrees. And we're not stopping there — we're relentlessly pursuing our vision of a world where every learner can access education to unlock their potential, without the barriers of cost or location. Learn more at edX.org.
Learn more at https://2u.com/careers/
#NoBackRow
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.
2U is strongly committed to diversity within its community and especially welcomes applications from South African citizens who are members of designated groups who may contribute to Employment Equity within the workplace and the further diversification of ideas. In this regard, the relevant laws and principles associated with Employment Equity will be considered when appointing potential candidates.
