SMB Account Executive

This hybrid position requires two days per week in our San Francisco office.

About you 

You’re an active listener and a determined person who thrives in a collaborative environment like ours. You want to use your skills to help others progress, whether that’s internally with your team or seeing the impact your work can have on people around the world as you help us expand into new markets. You’re ready for a challenge and aren’t afraid to try new ideas.

About this role 

The SMB Account Executive prospects, consults, and sells to companies in North America (US and Canada), working to unlock opportunity across various industries with a focus on businesses with up to 200 employees. You will dive into both inbound and outbound opportunities, embracing fast-paced transactional sales and working to close more strategic deals ($25k-60k+ ARR). This role is a gateway to unleashing your full potential and paving the way for your future success at Udemy.

What you’ll be doing:

• Prospecting consistently to generate quality pipeline 
• Owning the deal cycle from start to finish (discovery call, demo, email follow-up and negotiation), including expanding current Udemy footprint with existing customers; leveraging the Create Value sales methodology and MEDDPICC qualification framework 
• Creating and delivering accurate sales forecasts through strong pipeline hygiene and management
• Collaborating with the greater sales team to share best practices and innovate
• Embracing our courageously experimental value to improve your sales processes for better results over time 

What you’ll have:

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

• Minimum 1-2 years relevant closing experience (full sale cycle preferred)
• Proven track record of success 
• B2B sales experience (SaaS preferred)

About your skills:

• Growth Mindset: You embrace challenges as an opportunity for learning and continuous improvement. You demonstrate resilience and adaptability in the pursuit of success. 
• Discovery: You ask probing questions to uncover valuable information about the prospect’s needs, pain points, challenges, and business goals. You practice empathy and understanding through active listening to build trust and credibility. You assess the prospect’s level of interest, budget, authority, timeline and other qualifying criteria to prioritize your efforts effectively. 
• Coachability: You actively seek feedback from leaders, mentors, and peers to create actionable steps for improvement. You recognize that there is always room for growth and development. You are not afraid to ask for help and understand the importance of collaboration and teamwork. You consistently implement the coaching you receive and demonstrate progress against goals. 
• Drive: You strive to set ambitious yet achievable goals and take proactive steps to pursue and exceed them. You are a self-starter who takes initiative while focusing on delivering tangible results and driving business outcomes. You possess an intrinsic drive to excel and consistently strive for excellence in your sales career. 

We understand that not everyone will match each of the above qualifications. However, we also realize that everyone has unique experiences that can add value to our company. Even if you think your background might not perfectly align, we’d love to hear from you!

Life at Udemy 

We aspire to be as vibrant and dynamic as the communities we serve, as inquisitive as those who use our platform, and as revolutionary as the future we strive to open for everyone. Here are some of the things we love about life at Udemy:

• We’re invested in creating an inclusive environment that welcomes a diverse range of backgrounds and experiences. From creating employee resource groups, ensuring we’re a Fair Pay Workplace, and building a flexible work culture, our belonging, equity, diversity, and inclusion (BEDI) initiatives always put our people first. We want you to be able to bring your authentic self to work because when we all do, we’re better for it.
• Learning is what we do – inside and out. Our Learning & Development team is second to none, helping ensure your journey is one of continuous progression. You’ll also have unlimited access to Udemy courses, monthly UDays (meeting-free professional development days), and a generous annual professional development stipend.
• Our reason to exist is to revolutionize learning – that calls for taking risks and learning from failures. Whether it’s our hackathons (a company-wide effort to envision new possibilities for our product) or sharing our prototypes, we see experimentation as a crucial step on the path to success.
• We’re committed to creating world-class employee experiences and are proud of the recognition of this by Great Place to Work. 

Of course, the best thing about being part of Udemy is knowing your work makes a difference for people and organizations around the world. You’ve got the skills; why not use them to help others develop theirs?

At Udemy, we value diversity and inclusion and consider qualified applicants without regard to race, color, religion, sex, national origin, ancestry, age, genetic information, sexual orientation, gender identity, marital or family status, veteran status, medical condition, or disability. We will consider for employment qualified applicants with arrest and conviction records.

Our Benefits Start With U

Our benefits package at Udemy “starts with U” and is grounded in mission-driven benefits that intentionally align with our core values. Here’s a sneak peek at just a few highlighted benefits if you’re a full-time Udemate based in the United States:

• Core Benefits: Comprehensive medical, dental, vision, life/AD&D, and disability coverage
• HSA/FSA/Commuter: Pre-tax savings/spending plans, including HSA employer contributions
• Transgender Benefits: Expanded medical coverage for gender-affirming care
• Parental Benefits: Financial assistance for fertility (including egg-freezing), adoption, and surrogacy expenses; twelve weeks of paid family bonding for birth, surrogacy, adoption, and foster placement (plus up to six to ten weeks of paid disability leave for birthing parents) as well as a two-week “ease-back” program that enables parents to return part-time at full pay
• Whole U: Fully paid memberships for meditation/mindfulness, therapy/coaching visits, financial planning, fertility and family building, maternity and newborn care, parenting and pediatrics, menopause care, breastmilk shipping, and caregiving support
• Learning: Free access to Udemy and Udemy Business plus a yearly stipend to spend on professional development
• Retirement: Pre-tax and Roth 401(k) plan with an employer contribution
• Charitable Giving: Corporate charitable match for eligible nonprofits and charities
• Vacation: Flexible vacation for salaried Udemates and fifteen days per year for hourly
• Holidays: Twelve paid holidays throughout the year

Information regarding data privacy is available within the Udemy Careers Privacy Notice.

#LI-KD1