Senior Sales Account Executive at 2U

Summary of Job:

• The Senior Sales Account Executive is responsible for owning all aspects of the sales cycle including prospecting new organisations, completing needs analyses and proposing suitable solutions. They are required to implement a balanced approach of new business development and account management activities that involves a high outreach strategy, establishing great relationships, and implementing account specific strategies that meet the needs of their prospective client.

This responsibility includes:

• Delivering annual booked revenue based on an allocated quarterly revenue target. 
• Deal size guidance
• Deal size guidance $150K - $350K
• Transactional sales: 40%
• Contracts/Forward commitments: 60%
• Managing, nurturing and developing 20 to 40 corporate accounts with a focus on driving recurring/year on year revenue growth
• Predominant focus on driving 12 to 24 month contracts 
• Building out a robust pipeline to grow revenue across multiple product lines
• Predominant focus on selling to large enterprises 
• This role reports to the Head of Enterprise Sales,  and collaborates with the wider enterprise sales team to achieve their revenue goals.

Key Role and Responsibilities: 

• Achieve an annual sales quota of $2M+
• Achieve deal sizes of between $150,000 and $350,000
• Implementing account specific strategies, achieving a balance of 40% transactional sales and 60% contract/forward commitment sales to help drive opportunity for recurring revenue
• Developing a client base of 20 to 40 corporate accounts through a customer contact strategy that includes regular face to face interaction, creating multiple contact points;
• Maintain a robust pipeline of opportunities by continuously researching and prospecting new business opportunities through cold calling, and alternative reach out methods; 
• Developing, owning and implementing a quarterly ‘route to target’ sales approach by leveraging internal sales data and industry insights; 
• Independently completing regular needs analyses, formulating proposals, detailing costing, and negotiating payment terms with organisations. 
• Act as both product and process specialist. 
• Continually share market insights to support product development.
• Participate in select strategy meetings to help shape offerings and the direction of the sales team

Education and Experience:

• 3 - 4  Year Marketing or Sales related qualification
• 8+ Years business development or account management experience in a B2B environment - preferably SAAS technologies; IT; or online education
• 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
• Account Management experience
• Excellent verbal and written communication skills
• Basic data analysis skills
• Willingness to travel internationally & domestically
• Drivers license