Snapshot of the Role:We're seeking a entrepreneurial Account Executive to join our MasterClass at Work team, focused on SMB and mid-market accounts up to 2,500 employees. In this role, you'll own the full sales cycle for a defined book of business - prospecting, running discovery, and closing new-logo and expansion deals with L&D, HR, and Talent Management buyers. This is a great fit for someone with a couple years of quota-bearing experience who is ready to run their own book of business, with mentorship from senior AEs as they build toward a full enterprise territory.
What you will do:- Entrepreneurally own and build a full sales motion from the ground up selling Masterclass products to Enterprise customers.
- Prospect, qualify, negotiate, and close deals independently, ultimately hitting committed sales targets.
- Build a sales plan that identifies which accounts, buyer personas, and verticals represent the biggest untapped revenue opportunity, and go after them.
- Experiment with and adopt AI tools (Claude, Apollo, Sales Navigator, Gong, Salesforce) to build a self-sourced pipeline, and help shape how the broader team uses AI in its sales process.
- Run consultative discovery calls that get at a prospect's real L&D and talent priorities, not a scripted demo.
- Pitch MasterClass at Work, MasterClass Certificates, and MasterClass Executive Programs to HR, L&D, and business stakeholders, adapting the pitch as you learn what resonates.
- Identify and pilot new revenue streams or go-to-market approaches, including new segments, new use cases, and new partnership angles, and bring what works back to the team.
- Partner with Customer Success on a smooth handoff, then drive land-and-expand growth within your own book.
- Forecast your pipeline accurately and hit quota, and flag what's working (or not) in the broader sales motion so it can be refined.
- Proactively surface expansion and renewal opportunities as your book matures.
About you:- 4-8 years of full-cycle, quota-bearing SaaS sales experience with a consistent history of meeting or exceeding targets.
- Demonstrated consultative selling skills - deal qualification, discovery frameworks, and pipeline management.
- High intrinsic motivation and an entrepreneurial mindset built for optimizing AI workflows
- This role is open to applicants based in the following locations: AZ, CA, CT, FL, GA, IL, MA, MI, NH, NJ, NY, NC, OH, PA, TN, TX, UT, WA or Ontario and British Columbia, Canada.
Salary Range: $94,000-$110,000 + bonus plan
The salary range above is for NYC/CA/WA. As a company, we have a location based strategy, which means the disclosed range estimate has not been adjusted for any applicable geographic differential associated with the location where the position may be filled.
MasterClass's salary ranges are based on paying competitively for our size and industry. In addition to salary, we also offer a bonus plan, equity, and comprehensive benefits (medical, dental, vision, and more). The range above is for the expectations as laid out in the job description, however we are often open to a wide variety of profiles, and recognize that the person we hire may be less experienced (or more senior) than this job description as posted. If that ends up being the case, the updated salary range will be communicated with you as a candidate.
