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Growth Enterprise Account Executive
About the position
Account Executives on the Growth Enterprise team prospect, consult, and sell to companies with 1,250–5,999 employees across industries within an assigned geographic territory. The role involves taking ownership of a territory, developing sales plans and strategies, identifying opportunities, and converting them into long-term pipeline and revenue. This is a remote role based in the United States. The position manages the full sales cycle, builds and expands a client base, develops outbound strategies, and delivers accurate forecasts. The Account Executive works with customers and internal partners across Sales Development, Customer Success, Professional Services, Sales Engineering, Marketing, Content, Product, and Executive teams. Modern AI tools are used for account research, stakeholder mapping, deal strategy, tailored messaging, and customer meeting preparation. The company describes itself as a combination of Coursera and Udemy, serving more than 300 million learners and 12,000+ enterprise customers. The role is eligible for equity and uncapped OTE in addition to base salary. The stated OTE compensation range is \$196,000–\$245,000; actual compensation depends on job-related skills, qualifications, and experience.
Responsibilities
- Manage the full sales cycle from discovery through negotiation, including transactional and multi-year six-figure deals.
- Build pipeline with prospects and customers by setting meetings with HR/L&D and executives, and by multithreading into leaders in other lines of business.
- Land and expand the client base by understanding current use cases and identifying expansion opportunities, independently and with Customer Success partners, resulting in mid-term and renewal upsells.
- Develop sales tactics and outbound campaigns, and share results and successful approaches with Growth Enterprise colleagues.
- Use generative AI and sales technology for account research and stakeholder mapping in complex enterprise deals.
- Use AI-driven insights to understand account priorities, risks, and opportunities and apply them to deal strategy and executive narratives.
- Create tailored messaging using prompts and prepare for high-value customer conversations with AI-enhanced research.
- Deliver outcome-focused pitches to senior decision-makers using AI-driven account intelligence and strategic sales methods.
- Create accurate sales forecasts through strong pipeline management.
- Collaborate with the broader sales team to share best practices and innovate.
- Team-sell with partners in Sales Development, Customer Success, Professional Services, Sales Engineering, Marketing, Content, Product, and Executive teams to grow the book of business.
Requirements
- At least 5 years of closing experience with department leaders and C-suite buyers at mid-size businesses with 1,000 or more employees.
- B2B SaaS sales experience.
- Experience with an enterprise-style go-to-market playbook that includes value-based selling and leveraging Value Engineers or Solution Engineers in presales.
- Experience partnering with other Account Executives in an overlay specialist sales model.
- Proven prospecting and territory management experience.
- Experience using modern AI tools to improve complex enterprise deal execution, including generative AI and sales technology for account research and stakeholder mapping.
- Proficiency creating tailored messaging using effective prompts and interpreting AI-driven insights about business priorities, risks, and opportunities.
- Ability to apply AI insights to deal strategy, executive narratives, and compelling, outcome-focused pitches to senior decision-makers.
- Strong writing, strategic thinking, and planning skills.
- Ability to adapt, learn, and operate with a growth mindset.
Benefits
- Equity
- Uncapped OTE
