Director, Mid Market Sales

About us
At Udemy, we're on a mission to improve lives through the power of learning. We're a leading global learning company and one of the world's largest education platforms, with more than 57 million learners. Our goal is to provide flexible, effective skill development to empower organizations and individuals.
Talented people are everywhere, and the right opportunity can be hard to come by. That's why we're focused on revolutionizing learning, using our skills and expertise to help others develop theirs and reach their full potential. Individually, we bring our unique perspective to reimagine the way we share knowledge. Together, we can improve lives by making learning more accessible for our learners, our instructors, and businesses around the world.
Udemy is headquartered in San Francisco with global offices in Australia, India, Ireland, Türkiye, and the US. Learn more on our company page .
About this Role
The Director of Mid Market Sales will play an active role as a member of the Commercial - Americas Sales Leadership team and is responsible for leading sales teams in the Mid Market segment. In this role, you will be overseeing the daily and long-term goals of the team and the overall business. You will often be responsible for setting and adjusting sales goals based on deep knowledge of our customers with your analytical mindset. Additionally you will be responsible for training, coaching and mentoring your MidMarket sales teams as well as collaborating with additional internal/external partners at all levels and various locations.
As the Director of Sales, you will be at the helm of the North American Mid Market Sales Team at Udemy. Your primary directive is to help your sales team win. You will be responsible for guiding and coaching your sellers and sales leaders through the complete sales process with VP and C-Level executives.
This individual will be in a key client-facing role and take ownership of all revenue generation for the North American Mid Market Sales Market Segment: building, managing and developing a high-performance SaaS sales team; leveraging a methodical, data driven sales process; filling and driving the sales pipeline; and closing enterprise-level deals across all industry verticals.
What You'll be Doing:

• Lead a team of sales managers focused on positioning and selling our solutions to MidMarket accounts.
• Drive top-line revenue growth through new customer acquisition and solution expansion within our existing account base.
• Own and manage team forecast and pipeline opportunity development and reporting for the corporate team.
• Coach your sellers and sales leaders to leverage the MEDDPICC deal framework to improve win rates.
• Connect with and influence customers and prospects at the senior leadership level.
• Establish strategic plans and objectives to drive desired business growth.
• Partner with internal UB teams to drive market growth and team performance, including related sales, marketing and support resources.
• Develop and manage talent pipeline to drive team growth.
• Collaborate with internal product teams and provide feedback from the field to help shape future development.
• Work closely with the Leadership Team to provide input on the growth of the business and align revenue strategy with overall company objectives.
• Travel requirement - 20%.

What you'll have:

• Bachelor's Degree or equivalent experience preferred.
• 5-7 years of experience in successful sales leadership targeting MidMarket accounts; leading sales leaders and individual contributors.
• Demonstrated ability to lead and grow sales professionals and sales leaders, maximizing performance and exceeding team goals.
• Experience developing and executing regional sales plans and forecasts, addressing new customer acquisition and existing customer growth.
• Creativity and proficiency in supporting sales cycles, including "top of funnel" prospecting activity, opportunity qualification, developing joint close plans, negotiating and closing sales, and driving upsells.
• Proven effectiveness working across functional teams.
• SaaS Human Capital/Talent Management software experience, a plus.

We understand that not everyone will match each of the above qualifications. However, we also realize that everyone has unique experiences that can add value to our company. Even if you think your background might not perfectly align, we'd love to hear from you!
Life at Udemy
We aspire to be as vibrant and dynamic as the communities we serve, as inquisitive as those who use our platform, and as revolutionary as the future we strive to open for everyone. Here are some of the things we love about life at Udemy:

• We're invested in creating an inclusive environment that welcomes a diverse range of backgrounds and experiences. From creating employee resource groups, ensuring we're a Fair Pay Workplace, and building a flexible work culture, our belonging, equity, diversity, and inclusion (BEDI) initiatives always put our people first. We want you to be able to bring your authentic self to work because when we all do, we're better for it.
• Learning is what we do - inside and out. Our Learning & Development team is second to none, helping ensure your journey is one of continuous progression. You'll also have unlimited access to Udemy courses, monthly UDays (meeting-free professional development days), and a generous annual professional development stipend.
• Our reason to exist is to revolutionize learning - that calls for taking risks and learning from failures. Whether it's our hackathons (a company-wide effort to envision new possibilities for our product) or sharing our prototypes, we see experimentation as a crucial step on the path to success.
• We're committed to creating world-class employee experiences and are proud of the recognition of this by Great Place to Work. Learn more about our certification here and find out what it's like to work at Udemy on our blog .

Of course, the best thing about being part of Udemy is knowing your work makes a difference for people and organizations around the world. You've got the skills; why not use them to help others develop theirs?
At Udemy, we value diversity and inclusion and consider qualified applicants without regard to race, color, religion, sex, national origin, ancestry, age, genetic information, sexual orientation, gender identity, marital or family status, veteran status, medical condition, or disability. We will consider for employment qualified applicants with arrest and conviction records.
Our Benefits Start With U
Our benefits package at Udemy "starts with U" and is grounded in purpose-driven benefits that intentionally align with our core values. Here's a sneak peek at just a few highlighted benefits if you're a full-time Udemate based in the United States:

• Core Benefits: Comprehensive medical, dental, vision, life/AD&D, and disability coverage
• HSA/FSA/Commuter: Pre-tax savings/spending plans, including HSA employer contributions
• Transgender Benefits: Expanded medical coverage for gender-affirming care
• Parental Benefits: Financial assistance for fertility (including egg-freezing), adoption, and surrogacy expenses; twelve weeks of paid family bonding for birth, surrogacy, adoption, and foster placement (plus up to six to ten weeks of paid disability leave for birthing parents) as well as a two-week "ease-back" program that enables parents to return part-time at full pay
• Whole U: Fully paid memberships for meditation/mindfulness, therapy/coaching visits, financial planning, virtual family care, reproductive health, breastmilk shipping, and caregiving support
• Learning: Free access to Udemy and Udemy Business plus a yearly stipend to spend on professional development
• Retirement: Pre-tax and Roth 401(k) plan with an employer contribution
• Charitable Giving: Corporate charitable match for eligible nonprofits and charities
• Vacation: Flexible vacation for salaried Udemates and fifteen days per year for hourly
• Holidays: Twelve paid holidays throughout the year

Would you like to learn more about Udemy? Here are a few resources:
How Udemy Started [video]
Investor Overview
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