Global Account Executive, SMB (UK-based)

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