Title of position: Commercial Account Executive
Job Type: Full time
Salary range: $100,000 - $115,000 + superannuation
Name of business: Udemy Australia Pty Ltd
Location: Melbourne, VIC
About the business and the role
Udemy Australia Pty Ltd is dedicated to improving lives through the power of learning. As a global leader in online education and one of the world's largest learning platforms, we support more than 57 million learners worldwide. Our mission is to deliver flexible and effective skills development solutions that empower both individuals and organisations.
We are seeking an experienced Commercial Account Executive to drive revenue growth by identifying new business opportunities, developing strategic client relationships, and expanding our presence in the Australian market.
About your Skills
* Account Management. You're capable of independently managing a book of assigned accounts, taking ownership of customer relationships and satisfaction. You develop and implement account management plans, focusing on customer retention and revenue growth. You proactively identify customer needs and opportunities, and collaborate with internal teams to deliver solutions. You're able to resolve complex customer issues and confl icts, demonstrating strong problem-solving skills. You proactively identify opportunities to expand customer relationships and upsell/cross-sell Udemy Business solutions. You communicate clearly and proactively with your clients, by setting clear expectations, managing the vision, and consistently driving your business forward. You maintain accurate and up-to-date customer records in our CRM, tracking all interactions and activities.
* Prioritization. As a Commercial AE, your success hinges on your ability to prioritize eff ectively. You'll strategically focus on the most promising opportunities, identifying deals with the highest potential value, fastest close times, and best alignment with Udemy solutions. This means analyzing your pipeline, rigorously qualifying leads, and allocating time to nurture your key accounts. By saying "no" to less impactful activities, you'll effi ciently deploy your resources to drive impactful results and consistently exceed sales targets, making you a top performer.
* Critical Thinking. Your critical thinking sets you apart in your business. Your curiosity leads you to go deeper in discovery - you aren't interested in surface-level solutions for surface-level problems; rather, you ask insightful questions to get to the core issues, which enables you to provide true solutions. You are constantly looking for creative ways to bring in future business.
* Coachability. You constantly take initiative toward your own skill development, exploring new resources and soliciting feedback to improve. You are both a mentor and a mentee, and enjoy being part of a team that celebrates wins, learns from losses, and improves together. You are celebrated for your emotional intelligence. You seek out leadership opportunities, demonstrating initiative and resourcefulness in driving team and business growth.
About this role
Account Executives on the Commercial team will prospect, consult, and sell to companies with up to 1,000 employees, with an industry focus of Professional Services, Consulting, Financial Services, Technology and Manufacturing. This is a complex and challenging role involving both transactional and longer sales-cycle/strategic deals, across both new business and existing clients. In this role, you will learn to master more complex sales tactics, balance short term vs long term pipeline, and how to effectively source deals from a wide variety of channels.
Job tasks and responsibilities
* Prospecting consistently to generate quality pipeline; sourcing deals from a variety of channels
* Developing industry focus knowledge (Professional Services, Consulting, Financial Services, Technology, Manufacturing) and understanding customer business challenges
* Prospecting and managing full deal cycle including discovery calls, demos and follow-ups
* Conducting discovery calls; asking insightful questions to identify core customer issues and provide tailored solutions
* Expanding current Udemy Business footprint with existing customers; identifying upsell and cross-sell opportunities
* Owning the deal cycle from discovery to negotiation and closing; leveraging MEDDPICC qualification framework
* Collaborating with internal teams to deliver solutions and support implementation
* Creating and delivering accurate sales forecasts through strong pipeline hygiene and management
* Taking ownership of customer relationships and satisfaction; resolving complex customer issues
* Maintaining accurate and up-to-date customer records in CRM; tracking interactions and activities
What you'll have – Skills & Experience Required
While this work is based more on the skills a person has than what they have done, we think a typical profile could include the following:
* At least a Bachelor's degree in IT, Digital Media, Business or a related field, plus at least one year of ICT sales work experience OR At least five years of ICT sales work experience.
* Minimum 1-2 years relevant closing experience (full sale cycle preferred)
* Proven track record of success
* B2B sales experience (SaaS preferred)
* Strong communication, strategic thinking, prospecting and planning skills
* Ability to adapt, or willing to learn how to develop a growth mindset
* Motivated with a competitive drive, eager to learn, and humble
* Your values align with Udemy values: Lead the Way, Embody Ownership, Act as One Team, Relentless Focus and Never Stop Learning
Job Type: Full-time
Pay: $100,000.00 – $115,000.00 per year
Work Location: Hybrid remote in Southbank VIC 3006