Job Description

Who we are: MasterClass is the streaming platform where the world’s best come together so anyone, anywhere, can access and be inspired by their knowledge and stories. We put you in the room with the creators, thinkers, makers and leaders who have changed the world, so that you can change yours. Members get unprecedented access to 200+ instructors and classes across a wide variety of fields, including Arts & Entertainment, Business, Design & Style, Sports & Gaming, Writing and more. Step into Nas’ recording studio and Gordon Ramsay’s kitchen, and go behind the big screen with James Cameron. Design your career with Elaine Welteroth, get ready to win with Lewis Hamilton, perfect your pitch with Shonda Rhimes and discover your inner negotiator with Chris Voss. We’re a remote-first workforce with collaborative work spaces in San Francisco and Kitchener, Ontario, and employees in several U. S. states. If you’re interested in joining a dynamic, culture-driving company—where learning invaluable skills is all in a day’s work—we invite you to apply. We are looking for more than what a resume can show. If you don’t have the exact experience or skills, but think you’d be a great addition to MasterClass, please apply for the role. 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.

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