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Director, Enterprise Sales



Sales & Business Development
Lanham, MD, USA
Posted on Wednesday, May 24, 2023

At 2U, we are all in on purpose. We are motivated by our mission – to eliminate the back row in education – and connected by our shared passion to deliver world-class digital education at scale. As the parent company of edX, the world’s leading online learning platform, 2U powers more than 4,000 online higher education offerings – from free courses to full degrees. Together with more than 230 colleges, universities, and corporate partners, we are helping to unlock human potential.

What We’re Looking For:

The Director, Enterprise Sales for the America’s region is responsible for creating a regional B2B sales strategy, and leading a regional team of account executives that are based in the United States. They are tasked with guiding the enterprise sales account executive team to build out their pipeline and grow revenue in those regions.

To scale effectively, the Director, Enterprise Sales will provide leadership-level insight into product enhancements, support go to market strategies, ensure client adoption of our enterprise solution and introduce other 2U products to the international client base. They will also guide team planning and growth plans for America's region.

On a monthly and quarterly basis, the Director, Enterprise Sales for the America’s region will need to generate sales and activity reports to report back on regional sales activities, revenue forecasting and relevant product enhancements to senior leadership in enterprise sales and 2U more broadly.

This person will report to the Head of Enterprise Sales and will work closely with the Enterprise Sales leaders to increase sales and maximize deal closing efficiency in the America’s region.

Responsibilities Include, But Are Not Limited To:

  • Drive Growth
    • Identify opportunities for sales improvement and growth in the America's region's sales channels, with a specific focus on defining the business case for such opportunities and achieving necessary support from all stakeholders
    • Ensure there is an efficient sales process, and support, for the regional Account Executive Team
    • Think creatively and drive initiatives from inception to implementation
    • Work collaboratively with 2U stakeholders and broader 2U departments to implement initiatives
  • Staff Management & Development
    • Directly manage a regional account executive team in the America's region, providing direction on their priorities to ensure revenue target commitments are met.
  • Stakeholder Management
    • Effectively direct the account executive team’s sales activities through a customer contact strategy to ensure that 2U becomes a preferred enterprise education provider.
    • Share ongoing results on a monthly basis with senior enterprise sales management
  • Process Development and Improvement
    • Provide leadership-level insight into product and sales process improvements
    • Lead sales discussions and creation of account specific strategies in Enterprise Sales strategy meetings
    • Ensure that the Portfolio Product Manager, Enterprise Sales and Enterprise Systems & the Inside Sales Team for Enterprise Sales receives market feedback for system and process enhancements
    • Propose new courses and new products that match our business model and can serve the needs of corporate customers
    • Decide on credit terms for corporate accounts, and ensure contractual debt obligations are met with corporate customers
  • Reporting
    • Set and manage travel budgets for the regional account executive team
    • Set regional sales targets, providing sales updates and tracking of regional sales targets
    • Quarterly results presentation to senior enterprise sales management

Things That Should Be In Your Background:

  • Minimum required business degree or relevant related postgraduate qualification
  • Minimum 8 - 12 years account executive or account management experience in a B2B environment - preferably SAAS technologies; IT; or online education
  • Experience dealing with, and successfully influencing high level executives
  • Ability to multitask, manage projects and work under pressure
  • Excellent interpersonal, leadership, negotiation skills and creativity
  • New business development experience
  • Account Management experience
  • Excellent presentation: verbal and written communication skills
  • Basic data analysis skills
  • Willingness to travel locally and internationally
  • Drivers license

While this position is open to remote candidates across the U.S., we will prioritize those who live in the Washington-Baltimore metropolitan area and who are available to come into our Headquarters in Lanham, MD 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. If you’re excited by the opportunity to provide over 40 million learners and counting with access to world-class online higher education, then join us – and do work that makes a difference. #NoBackRow

We offer comprehensive benefits (unique per country) and excellent work/life balance.
Full-time, U.S.benefits include:

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

The anticipated base salary range for this role is ($120,000 - $135,000), with commission. Salary offers are made based on the candidate’s qualifications, experience, skills, and education as they directly relate to the requirements of the position, budget for the position and cost of labor in the market in which the candidate will be hired.

2U 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.

About 2U Inc. (NASDAQ: TWOU)

For more than a decade, 2U, Inc. has been the digital transformation partner of choice to great non-profit colleges and universities delivering high-quality online education at scale. As the parent company of edX, a leading global online learning platform, 2U provides over 45 million learners with access to world-class education in partnership with more than 230 colleges, universities, and corporations. Our people and technology are powering more than 4,000 digital education offerings — from free courses to full degrees — and helping unlock human potential. To learn more: visit 2U.com.

About edX

edX is the education movement for restless learners and a leading global online learning platform from 2U, Inc. (Nasdaq: TWOU). Together with the majority of the world’s top-ranked universities and industry-leading companies, we bring our community of over 45 million learners world-class education to support them at every stage of their lives and careers, from free courses to full degrees. And we're not stopping there — we're relentlessly pursuing our vision of a world where every learner can access education to unlock their potential, without the barriers of cost or location. Learn more at edX.org.

Learn more at https://2u.com/careers/

The above statements are intended to describe the general nature and level of work performed by individuals assigned to this position, and are not intended to be construed as an exhaustive list of all responsibilities, duties and skills required. All employees may be required to perform duties outside of their normal responsibilities from time to time, as needed.

2U is an equal opportunity employer that does not discriminate against applicants or employees and ensures equal employment opportunity for all persons regardless of their race, creed, color, religion, sex, sexual orientation, gender identity, pregnancy, national origin, age, marital status, disability, citizenship, military or veterans’ status, or any other classifications protected by applicable federal, state or local laws. 2U’s equal opportunity policy applies to all terms and conditions of employment, including but not limited to recruiting, hiring, training, promotion, job benefits and pay.

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