Growth Enterprise Account Executive, LATAM

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

• Problem Solving: You are skilled in creative problem-solving techniques to address client needs, overcome obstacles, and drive sales outcomes, ensuring customer satisfaction and business success.

• Coachability: You demonstrate a strong willingness to learn, adapt, and incorporate feedback to enhance strategies and achieve performance targets, fostering continuous personal and professional growth.

• Curiosity: You exhibit a natural curiosity and hunger for knowledge, constantly seeking to understand market trends, customer preferences, and competitive analysis to inform strategy and drive business success.

• Outbound Mindset: You possess a proactive outbound mindset, driven to identify new business opportunities, cultivate relationships with prospects, effectively communicate value and supported by your research and rigor throughout the process. 

Account Executives on the Growth Enterprise team will prospect, consult, and sell to companies based in Spanish Speaking Latin America with 1,250 - 6,000 employees, across all industries.

This is an Enterprise style sales role with a heavy focus on building out your territory, strategic thinking, collaborating with cross-functional areas such as partnerships, CS and renewals, and consistently executing against your territory plan over the long term.  Due to the size of these companies and total addressable employee base, landing new business and small footprint deals will grow your client base, but the key to overachievement will be Landing & Expanding from single departments to company-wide deployments.  With the support of a shared Account Development Representative (ADR), counterparts in Customer Success to drive successful deployments, and the strategic guidance from Management, revenue is generally sourced 30/70, inbound to self-generated pipeline.

In this role, you will learn to take full ownership over a territory, develop sales plans and strategies, and become accustomed to identifying all types of opportunities and converting them into tangible, long term pipeline and revenue. 

Here's what you'll do:

• Managing full sales cycle from discovery to negotiation, selling both transactional and multi-year 6 figure deals

• Building pipeline at prospect companies by setting meetings with HR/L&D and other Line of Business department leaders

• Land & Expand your client base by understanding current use case and identifying areas for expansion, through both individual efforts and partnering with Customer Success counterparts on Tier 1 client accounts, resulting in mid-term up-sells and upsells at renewal

• Develop new sales tactics and outbound campaigns, while sharing results and successful aspects with your Mid Market colleagues

• Creating and delivering accurate sales forecasts through strong pipeline management

• Collaborating with the greater sales team to share best practices and innovate

• Identify, prospect, and qualify new enterprise-level business and upsell opportunities within assigned territory

• Coordinate and work with Udemy Business team (Customer Success, Solutions Engineering, Marketing, Product, Deal Desk, Legal, key executives) to ensure territory success; customer satisfaction, expansion and retention

• Build and maintain strong relationships with key decision-makers to understand clients' business objectives and challenges to effectively position our solutions as a strategic fit

• 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; then relay and share any insights with your team

What you'll have:

• Minimum 7 years of relevant closing experience 

• B2B sales experience (SaaS preferred)

• We are looking for a highly motivated, over-achieving "hunter and closer" who flourishes in a fast-paced, dynamic environment 

• Success in opportunity creation and "full funnel" management of many opportunities

• Proven prospecting and Spanish-speaking LatAm territory management experience, exceeding targets in selling licenses/products/subscriptions with demonstrated ownership of all aspects of territory management

• Strong writing, strategic thinking, and planning skills

• Ability to adapt, learn and operate with a growth mindset

• Native or Fluent proficiency in Spanish (Brazilian Portuguese is a plus)