Job Description Role Summary: As a Founding Account Executive (AE) for EDGE, you hold the definitive revenue-generation tip of the spear. Leveraging Emeritus' immense pedigree in delivering elite blended programs with world-renowned universities (Wharton, MIT xPRO, Columbia, Kellogg, Cambridge), you will unlock the corporate mid-market. Your focus centers on mid-market enterprises across the US and UK with 500 to 5,000 employees and revenues spanning $1B-$8B. You will take qualified, high-intent opportunities from our BDR engine and drive them to close entirely via high velocity, remote sales cycles. We are disrupting the enterprise space by packaging elite certifications, private masterclasses, and executive coaching into a procurement-friendly subscription model. Your mandate is to command virtual boardrooms, align with C-suite pain points, and pioneer our remote-closing playbook.
Founding Team Mandate: This is a 0-to-1 builder role for a commercial rockstar who thrives in ambiguity. You will directly establish the initial enterprise customer footprint, shape the negotiation methodology, and build the foundational commercial architecture that will scale this business line into a multi-million-dollar pillar.
Key Responsibilities: - Master the Consultative Close: Conduct high-impact virtual architectures and structured platform demonstrations for CHROs, Chief People Officers, and CFOs, mapping our elite academic catalog directly to their 12-month business strategies.
- Compress the Enterprise Cycle: Position our $100K "Essentials" tier strategically to bypass grueling, multi-month corporate RFP processes, maintaining an aggressive remote sales velocity from first pitch to contract execution.
- De-risk the Commercial Playbook: Identify, document, and overcome systemic mid-market enterprise objections relating to vendor sprawl, pricing transparency, and institutional credibility.
- Cross-Functional Collaboration: Partner closely with the pre-sales/BDR team to maintain deep pipeline synchronization, and lead flawless post-sale transitions to Client Success.
- Strategic Deal Architecture: Author compelling business cases, structural value presentations, and ROI justified frameworks tailored to close multi-year contracts remotely without reliant on physical travel.
Core Competencies: - Persuasive Executive Communicator: Masterful ability to navigate competing priorities between HR leaders (who focus on capability) and finance leaders (who focus on fixed budget predictability).
- Pragmatic Commercial Acumen: Ability to balance transactional momentum and rigorous enterprise contract design to ensure high-velocity deal closures.
- Problem Prevention & Ownership: Extreme ownership over the entire sales loop, taking immediate initiative to un-stall complex deals, resolve procurement friction, and refine commercial assets.
Skills & Qualifications: - Minimum 4+ years of proven success in B2B enterprise or mid-market SaaS/solution selling, with a documented track record of closing $50K-$100K+ ACV deals.
- Deep expertise conducting complex, consultative enterprise sales cycles entirely via remote/virtual frameworks (Zoom, Teams, etc.).
- Strong baseline understanding of enterprise procurement cadences, legal approvals, and budget-line navigation.
- Experience within corporate training, HR technology, executive education, or premium professional services is highly valued.
- Minimum Graduate degree; advanced commercial or project management certifications are an asset.
In press: - https://inc42.com/buzz/edtech-startup-eruditus-fy23-revenue-crosses-inr-3000-cr-mark/
- emeritus harvard business school: Edtech unicorn Emeritus story now a Harvard Business School case study - The Economic Times (indiatimes.com)
