Senior Enterprise Account Executive - Acquisition (US remote)

As a Senior Enterprise Account Executive - Acquisition at Udacity, your key responsibilities include prospecting and developing a sales pipeline, closing new business to meet or exceed booking goals, and actively engaging with C-level executives to discuss their specific training needs. You'll also collaborate with our product team to share customer insights and feedback, ensuring we tailor our solutions effectively to assist our clients in their digital transformation journeys.

To be successful as a Senior Enterprise Account Executive - Acquisition at Udacity, a minimum of 8 years in enterprise sales experience is required, ideally within startup or early-stage companies. A consultative sales approach, strong negotiation skills, and the ability to research and understand client businesses are essential. A proven record of exceeding sales targets at the enterprise level and experience with corporate training products or services will set candidates apart.

The work environment for the Senior Enterprise Account Executive - Acquisition at Udacity is fast-paced and dynamic, reflecting the startup culture of the company. This role is fully remote, offering significant flexibility while requiring proactive engagement with both clients and internal teams. We encourage innovative thinking and provide opportunities for career growth and collaboration in a supportive and inclusive work culture.

Udacity is deeply committed to fostering diversity and inclusion within our workforce. We encourage applications from all backgrounds and perspectives, including women, people of color, LGBTQ+ individuals, and veterans. In the hiring process for the Senior Enterprise Account Executive - Acquisition, we ensure our practices are equitable and inclusive, providing a welcoming atmosphere where diverse experiences and ideas can thrive.

A Senior Enterprise Account Executive - Acquisition at Udacity can expect robust career growth opportunities due to the company's rapid expansion and commitment to employee development. With a focus on internal promotion and skill enhancement, you’ll have the chance to take on leadership roles, contribute to strategic initiatives, and make a significant impact on Udacity’s future direction as we continue to evolve in the tech education space.

In your response, outline the steps you take to connect with C-level executives, emphasizing your research on the prospective company and understanding their needs. Discuss how you tailor your pitch to align with their organizational goals, demonstrating your consultative selling approach.

Highlight your proactive approach to identifying market trends and potential clients. Share specific examples of how you’ve leveraged data and relationship-building techniques to gain a competitive edge and close deals successfully.

Provide a structured answer detailing the context, your specific actions, and the results achieved. Emphasize your strategic planning, client engagement, and follow-up persistence that led to exceeding your sales goals.

Discuss your methods for lead prioritization, such as assessing potential deal sizes, alignment with your target market, and expected close times. Explain how you use tools or CRM for efficient tracking and follow-up.

Identify current challenges in the enterprise sales landscape, such as changing customer expectations or intense competition. Discuss how you adapt your sales methods to stay ahead and address these challenges.

Describe how you would conduct industry-specific research to understand the client’s challenges and needs. Talk about customizing your value proposition based on insights gained through this research to position your solutions effectively.

Emphasize the importance of regular communication and utilizing various digital tools for engagement. Discuss strategies for personalizing outreach and follow-up, as well as the significance of value-added interactions to deepen relationships.

Share your belief in open communication and feedback loops with clients. Discuss how you incorporate client feedback into your sales strategies and product recommendations to ensure they receive the best service possible.

Detail the negotiation context, your strategies to align both parties' interests, and how you overcame obstacles during the process. Highlight the successful outcome and lessons learned from that experience.

Talk about the various resources you engage with, such as industry reports, webinars, and networking events. Emphasize your commitment to continuous learning and how this knowledge equips you to better serve clients in your role.