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Coursera and Udemy have merged to create a comprehensive skills platform serving 300+ million learners and 12,000+ enterprise customers. You will join the Commercial sales team as an Account Executive, focusing on mid-market companies (up to 1,000 employees) in Professional Services, Consulting, Financial Services, Technology, and Manufacturing.
In this role, you will own a book of assigned accounts and manage the full sales cycle from prospecting through close. You'll handle both transactional deals and longer strategic sales cycles, balancing new business development with expansion within existing customers. Your responsibilities include:
• Prospecting into current customers and new logos to generate pipeline
• Managing full-cycle selling from discovery to close, handling both transactional and multi-year, 5-figure deals
• Identifying business needs and aligning Udemy's offerings through strategic evaluation, using Value Selling methodology and MEDDPICC qualification frameworks
• Creating accurate sales forecasts through strong pipeline management and deal knowledge
• Developing and implementing account management plans focused on customer retention and revenue growth
• Proactively identifying upsell and cross-sell opportunities within your customer base
• Resolving complex customer issues and conflicts with strong problem-solving skills
• Maintaining accurate CRM records and tracking all customer interactions
• Collaborating with the broader sales team to share best practices and drive innovation
Success in this role requires strong prioritization skills—you'll focus on the highest-potential opportunities with the best alignment to Udemy solutions. You'll demonstrate critical thinking by asking insightful discovery questions to uncover core customer issues rather than surface-level problems. You're coachable, seeking feedback and mentorship while also mentoring peers, and you bring emotional intelligence and initiative to team collaboration.
REQUIREMENTS:
• 3-4+ years of relevant closing/sales experience
• Fluency in Italian language (required)
• B2B sales experience, preferably in SaaS
• Strong communication, strategic thinking, prospecting, and planning skills
• Growth mindset and willingness to adapt and learn
• Competitive drive, eagerness to learn, and humility
• Values alignment with Udemy: Lead the Way, Embody Ownership, Act as One Team, Relentless Focus, Never Stop Learning
