Vice President, Enterprise Sales

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 Vice President, Enterprise Sales is responsible for the oversight and successful delivery of the global enterprise Direct Sales revenue function and maximizing the revenue from corporate companies. This person will report to the SVP, Head of Enterprise and will work closely with Enterprise Sales leaders. 

Responsibilities include:

• Setting regional sales strategy (US, EMEA, APAC) for all 2U products in our portfolio i.e. Short Courses, Boot Camps, Certificates, Degrees
• Sr leadership role directly managing people leaders supporting a 25+ global sales organization that consists of a sales development, inside sales and sales team, and $30M+ book of business
• Responsible for growing the Direct sales pipeline to increase revenue from corporate companies and maximize deal closing efficiency across all sales regions
• Senior relationship support for select key accounts (large enterprise level $500K+) for deal closure and/or repeat business, when needed
• Responsible for alignment with Enterprise Senior Leadership team on sign off for proposals, RFP’s & payment terms to help drive revenue growth
• Provide leadership-level insight into product enhancements, responsible for go to market strategies, ensuring client adoption of our enterprise solution and introducing other 2U products to the international client base
• Presenting high level regional sales pipeline, activity updates & revenue forecasting on a monthly & quarterly basis

Responsibilities Include, But Are Not Limited To:

Strategic

• Define and set our regional sales strategy for direct sales efforts
• Alignment - Assisting and influencing cross functional business stakeholders in the Alt Cred Business to help drive sales efforts
• Be a thought partner and leader to the rest of the Enterprise Senior Leadership Team organization to help achieve our goals, executing on market opportunities

Driving growth

• Manage the continued growth of the edX Direct Enterprise Sales Team, providing leadership to a fast growing team
• Manage a growing Inside Sales Team that consists of SDRs focused on generating interest in the company's product through various methods such as inbound and outbound efforts, targeted outreach, and personalized messaging, and Inside Sales Representatives that are responsible for sourcing and closing small opportunities (< $20,000) and achieving revenue goals
• Effective and efficient planning and execution of a regional specific budget for enterprise sales activities
• Drive both inbound and outbound sales efforts
• Drive pipeline & revenue growth
• Work closely with our Revenue Operations function to evolve and implement sales targets and measurement KPIs for the sales team
• Think creatively and drive initiatives from inception to implementation
• Expertly represent our products, vision, value proposition, and solutions to the market

Team Management

• Directly and indirectly manage a global Enterprise Sales Team that consists of an inside sales team (sales development and inside sales), a US sales team, EMEA sales team and India/Apac Sales Team
• Help with team restructure and change management
• Ensure excellent onboarding & training for new team members
• Focus on developing the team to nurture future leaders and maintain high levels of retention
• Support, mentor, guide direct reports to execute regional sales strategies & support in the negotiation of key sales opportunities when needed
• Continuously manage performance and behavior of direct reports by:
• Conducting frequent 1:1 meetings on priorities/responsibilities
• Conducting bi-annual performance reviews
• Ensure the team remains focused on their priorities to achieve revenue goals
• Continuously support the creation of an inclusive and engaging work environment
• Review and sign off on business processes, procedures and policies for the team
• Recognize high performance and reward accomplishments
• Define and implement strategies to strengthen team engagement and morale
• Identify retention strategies with the Talent team
• Identify and manage future growth of the team as per business needs
• Work closely with our Revenue Operations function to design, manage and oversee incentive and compensation plans to align target results and sales team motivation

Process Development and Improvement

• Provide leadership-level insight into product and sales process improvements
• Ensure there is alignment with the technology, operational, and support teams to help drive system and process enhancements for the enterprise sales team
• Drive innovation conversations by ensuring that market insights from the sales team are a priority for the product teams for new course/product development
• Sign off negotiated proposals and payment terms for enterprise sales accounts, and ensure contractual debt obligations are met with corporate customers

Reporting

• Work closely with our Revenue Operations function to set overall regional sales targets and provide high level sales updates
• Monthly / Quarterly presentations to Enterprise Senior Leadership Team on sales strategy, progress and results

Things That Should Be In Your Background:

• Minimum required business degree or relevant related postgraduate qualification
• Minimum 10+ years business development or account management experience in a B2B environment - preferably SAAS technologies; IT; or online education
• Minimum 5+ years leadership experience in global sales environments
• Experience dealing with, and successfully influencing high level executives
• Ability to multitask, manage projects and work under pressure
• Ability to deal with high levels of ambiguity
• 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
• Experience in hire forecasting for teams
• 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 $170,000 -$190,000, with potential bonus eligibility.  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. 

2U is committed to providing reasonable accommodations during our recruitment process. If you need assistance or accommodations, please reach out to us at: recruitingaccommodations@2u.com. 

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/
#NoBackRow

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.