Head of Enterprise Sales, Americas

What We're Looking For:
The Head of Enterprise Sales for the Americas is responsible for executing a regional enterprise sales strategy and leading a regional team of business development managers that are based in the United States. This role is tasked with guiding the regional sales team to build out their pipeline and grow revenue in those regions.
This responsibility includes:

• Executing the regional sales strategy for all 2U products in our portfolio i.e. Short Courses, Boot Camps, Certificates, Degrees
• Leading a sales team of 5 - 10 direct reports that are tasked with growing sales pipelines revenue in their respective regions
• Work closely with the sales team on select key accounts (Large enterprise level $500K+) for deal closure and/or repeat business
• Responsible for guiding the Sales Team on the creation of proposals, RFP's & negotiating payment terms with clients to help drive revenue growth
• Providing market insights to the Enterprise Sales Leadership Team
• Presenting high level regional sales pipeline, activity updates & revenue forecasting on a monthly & quarterly basis

This person will report to the SVP, Enterprise Sales and will work closely with the Enterprise Sales leaders to increase sales and maximize deal closing efficiency in the Americas.
Responsibilities Include, But Are Not Limited To:

• Drive Growth
  • Assist the SVP, Enterprise Sales with executing our regional Go to Market (GTM) Strategy for Americas and be accountable for annual regional growth goals of $10M - $15M in revenue
  • Meet and exceed all team quarterly and annual sales quotas. Drive pipeline & revenue growth for the Americas region
  • Ensure the regional sales team confidently executes the regional sales strategy and achieve their sales targets
  • Identify opportunities for sales improvement and growth in the Americas regional sales channels, with a specific focus on defining the business case for such opportunities and achieving necessary support from all stakeholders
  • Partner with marketing and sales leadership teams on prospecting, campaigns, events and other initiatives. Provide quantitative/qualitative analysis to inform the team on general trends, product, competitors
  • Attend key prospect and client meetings to support sales opportunities within the Americas region
  • Ensure there is an efficient sales process, and support, for the regional Business Development Team
• Team Management
  • Directly manage a regional business development team
  • Recruit & onboard new team members
  • Develop team members for promotion and internal mobility opportunities
  • Support, mentor, guide direct reports for sales efforts and career development and work alongside team members in the negotiation of key sales opportunities
  • 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
  • Define and implement business processes, procedures and policies for the team
  • Recognize high performance and reward accomplishments
• Process Development and Improvement
  • Lead sales discussions and creation of account specific strategies in Enterprise Sales strategy meetings
  • Ensure that the technology, operational and support teams receive market feedback for system and process enhancements
  • Share market insights with the product teams to assist the development of new courses/products that match our business model and can serve the needs of corporate customers
  • Support the sales team with negotiating payment terms for corporate accounts, and ensure that the sales team assists the sales enablement team with engaging their clients when contractual debt obligations are not being met.
• Reporting
  • Set individual sales targets, providing regular sales updates
  • Ensure accurate reporting of the sales pipeline and activities
  • Monthly / Quarterly results presentation to senior management

Things That Should Be In Your Background:

• Minimum required business degree or relevant related postgraduate qualification
• Minimum 5 - 10 years business development or account management experience in a B2B environment - preferably SAAS technologies; IT; or online education
• Experience dealing with, and successfully influencing high level executives
• Ability to multitask, manage projects and work under pressure
• 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
• Willingness to travel locally and internationally
• Drivers license

The Head of Enterprise Sales is required to travel:

• Regionally ( Americas) : To meet clients and team members when and if needed
• To HQ twice a month to meet with the SVP, Enterprise Sales and other stakeholders to review pipeline and opportunities

About 2U Inc. (NASDAQ: TWOU)
2U is comprised of 3 lines of business: Graduate Degree Programs, Short Course, and Boot Camps. Going beyond traditional learning management systems, we use tech, people, and data to help top universities and enterprise organizations transform in the digital era-and eliminate the back row in higher ed. We support lifelong learning which means thinking beyond a single degree. It means finding ways for students to gain the skills they need to change careers, evolve their expertise, and meet the challenges of the changing world head-on. We help our partners fill those needs-developing new digital education technologies and offerings capable of supporting students at different points in their lives. Whether they need a simple refresher, to learn something new, or to change their career trajectories completely, our partners are there to help them succeed. Together with our partners, 2U has positively transformed the lives of more than 275,000 students and lifelong learners.
2U Diversity and Inclusion Statement
At 2U, we are committed to creating and sustaining a culture that embodies diverse walks of life, ideas, genders, ages, races, cultures, sexual orientations, abilities and other unique qualities of our employees. We strive to offer a workplace where every employee feels empowered by the ways in which we are different, as well as the ways in which we are the same.
Benefits & Culture
Working at 2U means working with individuals that are passionate and mission driven. We collaborate on tough problems to deliver the best outcomes for our partners, students, and each other. You will find team members working together in our open office spaces, gathered in the kitchen grabbing a snack, or taking a break in our game rooms.
2U offers a comprehensive benefits package:

• Medical, dental, and vision coverage
• Life insurance, disability and 401(k)
• Unlimited snacks and drinks
• Generous paid leave policies including unlimited PTO
• Additional time off benefits include: volunteer days, parental leave, and a company-wide winter break

In Colorado, the anticipated base salary for this role is$140,000.00 with potential bonus and equity eligibility. Note: The final compensation for this position may consider factors including the geographic location where the work is performed (candidate's assigned office) and prior work experience of the candidate.
To learn more, visit 2U.com. #NoBackRow
Note: 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.