Senior Sales Account Executive

About 2U

2U partners with the world's top universities and companies to develop and deliver education programs that accelerate careers and transform lives. Through partnerships with the world's leading colleges, universities, and companies, 2U delivers thousands of online programs to millions of learners worldwide on edX, its global learning platform. From executive education and professional credentialing to master's degree programs and free, open courses, 2U transforms how top institutions deliver workforce‑aligned online education, enabling professionals to advance without pausing their careers.

Role Overview – Enterprise Account Executive

The Enterprise Account Executive is a high‑impact, hunter role that sits at the heart of our go‑to‑market strategy. The role is responsible for driving new business across enterprise organizations, covering end‑to‑end sales, from prospecting to closing opportunities. The right candidate can demonstrate strong consultative sales skills and engage multiple stakeholders across organizations to deliver learning solutions.

Key Responsibilities

• Own the full enterprise sales cycle and pipeline.
• Deliver against annual/quarterly/monthly quota.
• Develop and execute strategic account and territory plans to win new enterprise customers.
• Build and maintain a qualified pipeline of opportunities, ensuring 4X pipeline coverage at all times.
• Lead complex, multi‑stakeholder meetings.
• Demonstrate sales discipline: maintain pipeline hygiene, forecast accuracy, thoughtful territory and account plans, stakeholder mapping.

End‑to‑End Sales

• Achieve an annual sales quota of $1.5M+.
• Apply a consultative, value‑based approach with structured discovery conversations to unlock high‑value opportunities.
• Develop and execute strategic account and territory plans to win new enterprise customers in the US and Canada.
• Leverage industry insights, content, events and thought leadership to build and engage a high‑quality network of buyer personas.
• Represent the organization at industry events and executive‑level meetings.
• Build relationships and network of buyer personas and decision‑makers.
• Sell value at every stage of the customer journey.
• Conduct whitespace analysis.
• Apply best‑practice sales methodologies.
• Understand competitive offerings and effectively position edX.
• Report on performance, outlook, forecast and share structured customer feedback and market intelligence.
• Independently complete needs analyses, formulate proposals, detail costing, and negotiate payment terms with organizations.

Cross‑Functional Collaboration

• Collaborate with cross‑functional teams within Go‑to‑Market: Marketing, Sales Enablement, RevOps.
• Report via quarterly business reviews on market, customers, pipeline and performance.
• Share market insights and customer feedback to support product development and retention.
• Participate in select strategy meetings to help shape offerings and the direction of the sales team.

Requirements (Things That Should Be In Your Background)

• Hunter mentality with the ability to drive consistent business development across the territory.
• 3‑4 year business or sales‑related qualification.
• 8+ years in quota‑carrying enterprise sales experience in the US and Canada, with a record of quota attainment and high‑value wins (preferably SaaS technologies; IT; or online education; selling professional services/consulting).
• Experience closing $750k+ deals.
• A strategic, consultative sales approach rooted in value creation.
• Experience dealing with, and successfully influencing high‑level/C‑suite executives.
• Ability to multitask, manage projects and work under pressure.
• Excellent interpersonal, leadership, negotiation skills and creativity.
• New business development experience.
• Excellent verbal and written communication skills.
• Standard data analysis skills.
• Willingness to travel internationally & domestically.
• Highly self‑motivated and capable of operating with autonomy while collaborating effectively to drive success.

Working Conditions

• Global, remote‑first team with flexibility across time zones.
• The Senior Sales Account Executive is required to travel on a regular basis—predominantly domestic with potential international travel dependent on demand and opportunity (discretionary and approved by Leadership).
• While the position is open to remote candidates across the U.S., priority will be given to those living in the Washington‑Baltimore metropolitan area who can come into our Headquarters in Arlington, VA two days a week.

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.

• Medical, dental, and vision coverage
• Life insurance, disability, and 401(k) employer match
• Free snacks and drinks in‑office
• Generous paid holidays and leave policies, including unlimited PTO
• Additional time‑off benefits: volunteer days, parental leave, and a company‑wide winter break

Compensation

• Anticipated base salary range: $98,000 – $125,000
• Potential bonus eligibility (salary offers are based on qualifications, experience, skills, education, budget, and market labor costs).

Diversity and Inclusion Statement

At 2U, we are committed to building and sustaining a culture of belonging, respect, and inclusion. We are proud of the steps we've taken to bring together an employee base that embodies diverse walks of life, ideas, genders, ages, races, cultures, sexual orientations, abilities and other unique qualities. We strive to offer a workplace where every employee feels empowered by what makes us different, as well as by how we are alike.

2U is committed to providing reasonable accommodations during our recruitment process. If you need assistance or accommodations, please reach out to recruitingaccommodations@2u.com.