Senior Enterprise Account Executive - Acquisition (Western US remote) - job 2 of 2

As a Senior Enterprise Account Executive at Udacity, your main responsibilities include prospecting, identifying, qualifying, and developing a robust sales pipeline. You will engage directly with C-level executives from Fortune 1,000 companies, tailoring solutions to address their specific needs. Additionally, you’ll work closely with our product team to provide insights that enhance our offerings, enabling partners and clients to achieve significant technological advancement.

To qualify for the Senior Enterprise Account Executive position at Udacity, candidates should have at least 8 years of experience in enterprise sales, preferably within a startup or early-stage company. A consultative selling approach, strong negotiation skills, and the ability to communicate effectively with C-level clients are essential. A history of consistently exceeding sales targets and familiarity with corporate training products or services is a valuable plus.

Udacity actively promotes diversity and inclusion in hiring for the Senior Enterprise Account Executive role by encouraging candidates from all backgrounds to apply. The company values diverse perspectives and experiences and has policies in place to eliminate biases during the recruitment process, ensuring a wide range of candidates are considered.

The compensation structure for the Senior Enterprise Account Executive role at Udacity includes a base salary of up to $150,000, with an additional uncapped variable component of $150,000, leading to an on-target earnings total of $300,000. Additionally, new hires will receive a draw equal to 50% of their monthly variable for the first three months, providing them with financial stability as they ramp up.

Yes, the Senior Enterprise Account Executive position at Udacity is remote, allowing qualified candidates based in the Western United States to work from home. However, relocation assistance is not available, and candidates based in certain states, such as Alaska and Hawaii, are not eligible to apply.

When preparing for a sales meeting with a C-level executive, it's crucial to research their company thoroughly. Understand their market, recent news, and challenges they're facing. Tailor your presentation to highlight how Udacity's solutions can specifically address their pain points and demonstrate ROI. Practicing active listening will allow you to respond thoughtfully to their concerns.

My consultative selling approach focuses on building relationships and understanding clients’ needs in-depth. I start by asking open-ended questions to uncover their challenges and objectives. This information enables me to position Udacity’s solutions in a way that demonstrates clear value and aligns with their business goals, fostering a partnership rather than just a transaction.

To exceed sales quotas, I implement a mix of strategic prospecting, leveraging existing networks, and maintaining consistent follow-ups. Utilizing CRM tools helps me track leads effectively and identify missed opportunities. Additionally, I stay updated on market trends to personalize my outreach, ensuring I truly address potential clients' unique challenges.

Handling objections requires empathy and adaptability. I first listen carefully to the concern, acknowledging the client’s viewpoint. Then, I provide relevant information that addresses their specific objection, often citing success stories or data that reinforces the effectiveness of Udacity’s training solutions. It's about showing how we can overcome their challenges together, not just pushing a sale.

Teamwork is essential in my sales process, especially in a collaborative environment like Udacity. I regularly engage with marketing and product teams to align on messaging and gather insights on product developments. This collaboration allows me to provide well-informed recommendations to clients, making my sales efforts more effective and cohesive.

I prioritize sales leads based on several criteria including potential deal size, urgency of the client’s need, and alignment with Udacity’s strategic interests. I use a scoring system within my CRM to categorize leads, ensuring I focus my efforts on the most promising opportunities while still nurturing relationships with lower-priority leads.

In one instance, I negotiated a multi-year contract with a Fortune 500 company, requiring me to address complex pricing issues and align stakeholders on both sides. By building rapport and focusing on the long-term benefits of Udacity's partnership, I was able to pivot the conversation from price to value, ultimately closing a deal that significantly exceeded our initial sales goals.

I resonate deeply with Udacity’s values of curiosity and outcome-driving excellence. I believe in lifelong learning and continuously seek opportunities to enhance my skills and knowledge. My proactive nature and commitment to teamwork make me an excellent fit for the dynamic culture at Udacity, where I can contribute positively and help drive the company's mission forward.

Staying motivated in a high-pressure sales environment requires maintaining a positive mindset and setting both short-term and long-term goals. I celebrate small wins to keep my momentum going and often reflect on feedback to learn and improve continuously. Knowing my impact on clients’ success during their digital transformation journey also keeps me driven and passionate about my work.

Udacity offers a range of courses focused on digital technologies including Artificial Intelligence, Data Science, and Cloud Computing. Their unique model of immersive learning and real-world projects provides corporate training that equips teams with essential skills. I admire Udacity's commitment to bridging the skills gap in the tech industry, making it a leader in transforming employee training.