Senior Account Executive (ZA-based)

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 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 $150K - $350K
  • Transactional sales: 40%
  • Contracts/Forward commitments: 60%
• Deal size guidance
• 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 collaborates with the wider enterprise sales team to achieve their revenue goals.

Responsibilities Include, But Are Not Limited To:

• 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

Things That Should Be In Your Background:

• 3 - 4  Year Business 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

Working Conditions:

• 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.

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, ZA benefits include: 

• 2 complimentary Getsmarter short courses per year
• Subsidised medical aid with Discovery Health Medical Scheme
• 4% 2U contribution towards Discovery Life Pension Fund and Group Risk Benefit
• Employee Assistance Program (EAP)
• Generous leave policy including time off to volunteer for non-profit organization, study leave, sports leave and a company-wide festive season break

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: recruitingaccommodations@2u.com. 

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.