Large Enterprise Account Executive

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 three days a week in the office (Tuesday, Wednesday, Thursday) and flexibility on Mondays and Fridays.

About your skills

• Consulting: You see beyond the present problem and identify the fundamental ‘why’. You are a strong systems thinker and co-design potential solutions with the leader and people partner.

• Influencing: You develop relationships effectively up, down, and across the organization and are able to strategically use these relationships to help move your work forward. You scope  a solution that will  “get to yes” and also are capable of pushing back on disagreement if they will not provide the outcome needed for the team or the business. 

• Decision Making: You use critical thinking to follow a defined decision making process and consider multiple perspectives. Upon making a decision, you are clear in your communication and ensure everyone is aligned in execution.

• Coaching: You have strong coaching skills that allow you to actively listen and ask the kind of questions that will help you diagnose and effectively address issues. 

About this role

This role targeted large enterprise clients (5,000+ employees) across the EMEA region.​

Key Responsibilities:

• Identify, prospect, and qualify new large enterprise business opportunities within the assigned territory.

• Coordinate with Udemy Business teams (Customer Success, Solutions Engineering, Marketing, Product, Deal Desk, Legal, key executives) to ensure customer satisfaction, expansion, and retention.

• Build and maintain strong relationships with key decision-makers to understand clients' business objectives and challenges.

• Develop and execute strategic sales plans to meet and exceed sales targets.

• Lead negotiations and close complex sales deals, ensuring contracts are executed accurately and in a timely manner.

• Stay updated on industry trends, market dynamics, customer feedback, and competitor activities.

What you’ll be doing  

• Minimum of 7 years of closing experience in B2B Enterprise sales, preferably in SaaS.

• Proven history of exceeding targets in selling licenses/products/subscriptions to large Enterprise organizations.

• Strong consultative selling skills, with experience engaging senior-level stakeholders.

• Excellent strategic planning skills and the ability to manage complex, multi-threaded sales cycles.

• Experience in the SaaS industry, ideally within learning and development, HR tech, or digital transformation.

• Strong communication and presentation skills, with the ability to articulate complex ideas clearly and persuasively.

• Ability to thrive in a fast-paced, growth-oriented environment with a collaborative mindset

What you’ll have

• Extensive SaaS Sales Experience
  Typically 7–12+ years in enterprise software sales, ideally selling to HR, L&D, or C-level stakeholders in large organizations.

• Full Sales Cycle Mastery
  Experience managing deals from lead generation through to close, with a strong command of discovery, qualification, and negotiation.

• Track Record of Success
  A history of consistently hitting or exceeding quotas in high-growth environments, often working with annual contract values (ACVs) in the six or seven-figure range.

• Strategic Account Management
  Proven ability to create and execute account plans targeting complex organizations with 5,000+ employees.

• C-Level Engagement
  Comfort and skill in selling to senior decision-makers: CHROs, CLOs, CFOs, and sometimes even CEOs.