Commercial Account Executive II

Where we work

Udemy is a global company headquartered in San Francisco, with additional U.S. offices in Denver and Austin, and international hubs in Australia, India, Ireland, Mexico, and Türkiye. This is an in-office position, requiring at least one day a week in a co-working space in São Paulo (Wednesdays) and flexibility on the rest of the week.    
        
About your skills

• Account Management: You’re capable of independently managing a book of assigned accounts, taking ownership of customer relationships and satisfaction. You develop and implement account management plans, focusing on customer retention and revenue growth. You proactively identify customer needs and opportunities, and collaborate with internal teams to deliver solutions. You’re able to resolve complex customer issues and conflicts, demonstrating strong problem-solving skills. You proactively identify opportunities to expand customer relationships and upsell/cross-sell Udemy Business solutions. You communicate clearly and proactively with your clients, by setting clear expectations, managing the vision, and consistently driving your business forward. You maintain accurate and up-to-date customer records in our CRM, tracking all interactions and activities.

• Prioritization: As a Commercial AE, your success hinges on your ability to prioritize effectively. You'll strategically focus on the most promising opportunities, identifying deals with the highest potential value, fastest close times, and best alignment with Udemy solutions. This means analyzing your pipeline, rigorously qualifying leads, and allocating time to nurture your key accounts. By saying "no" to less impactful activities, you'll efficiently deploy your resources to drive impactful results and consistently exceed sales targets, making you a top performer.

• Critical Thinking: Your critical thinking sets you apart in your business. Your curiosity leads you to go deeper in discovery - you aren’t interested in surface-level solutions for surface-level problems; rather, you ask insightful questions to get to the core issues, which enables you to provide true solutions.  You are constantly looking for creative ways to bring in future business. 

• Coachability: You constantly take initiative toward your own skill development, exploring new resources and soliciting feedback to improve. You are both a mentor and a mentee, and enjoy being part of a team that celebrates wins, learns from losses, and improves together. You are celebrated for your emotional intelligence. You seek out leadership opportunities, demonstrating initiative and resourcefulness in driving team and business growth.

About this role

Account Executives on the Commercial team will prospect, consult, and sell to companies with up to 1,250 employees, with an industry focus of Professional Services, Consulting, Financial Services, Technology and Manufacturing. This is a complex and challenging role involving both transactional and longer sales-cycle/strategic deals, across both new business and existing clients. In this role, you will learn to master more complex sales tactics, balance short term vs long term pipeline, and how to effectively source deals from a wide variety of channels.

What you'll be doing    

• Prospecting into current customers and new logos to generate pipeline

• Managing full cycle selling from discovery to close, selling both transactional and multi-year, 5-figure deals

• Driving value to your prospects by identifying business needs and aligning Udemy’s offering through a strategic evaluation, leveraging our Value Selling methodology and MEDDPICC for qualification

• Creating and delivering accurate sales forecasts through strong pipeline management and deal knowledge 

• Collaborating with the greater sales team to share best practices and innovate

What you’ll have 

While this work is based more on the skills a person has than what they have done, a typical profile could include the following: 

• 2-4+ years relevant closing experience

• Native Portuguese Speaking

• B2B sales experience (SaaS preferred)

• Strong communication, strategic thinking, prospecting and planning skills

• Ability to adapt, or willing to learn how to develop a growth mindset

• Motivated with a competitive drive, eager to learn, and humble

• Your values align with Udemy values: Lead the Way, Embody Ownership, Act as One Team, Relentless Focus and Never Stop Learning