Enterprise SaaS Account Executive — Go-To-Market

MasterClass; Massachusetts; Remote; USD 94,000 - 110,000; Full time

Benefits offered by this job

Bonus plan

Equity

Benefits (medical, dental, vision)

Job summary

MasterClass is seeking an entrepreneurial Account Executive to join our MasterClass at Work team, focused on SMB and mid-market accounts. You will own the full sales cycle—from prospecting to closing—building a self-sourced pipeline and mentoring under senior AEs as you scale toward an enterprise territory.

You will prospect, negotiate, and close deals, while partnering with Customer Success for expansion. This role supports multiple US locations, with a competitive salary and bonus plan.

Qualifications

• 4–8 years of full-cycle, quota-bearing SaaS sales experience.
• Demonstrated consultative selling skills and pipeline management.
• High intrinsic motivation with an entrepreneurial mindset.
• Open to applicants across multiple US locations including MA.

Responsibilities

• Entrepreneurially own and build a full sales motion from the ground up selling MasterClass products to Enterprise customers.
• Prospect, qualify, negotiate, and close deals independently, hitting committed sales targets.
• Build a sales plan targeting accounts, buyer personas, and verticals with growth potential.
• Experiment with AI tools (Claude, Apollo, Sales Navigator, Gong, Salesforce) to build a self-sourced pipeline.
• Run consultative discovery calls to address a prospect's L&D and talent priorities.
• Pitch MasterClass at Work, MasterClass Certificates, and Executive Programs to HR and L&D stakeholders.
• Identify and pilot new revenue streams and go-to-market approaches.
• Partner with Customer Success on handoffs and drive land-and-expand within the book.
• Forecast pipeline accurately and flag insights to refine the sales motion.
• Surface expansion and renewal opportunities as the book matures.

Skills

Full-cycle SaaS sales

Quota-bearing

Consultative selling

AI workflows

Entrepreneurial mindset

Tools

Claude

Apollo

Sales Navigator

Gong

Salesforce

Job description

MasterClass is seeking an entrepreneurial Account Executive to join our MasterClass at Work team, focused on SMB and mid-market accounts. You will own the full sales cycle—from prospecting to closing—building a self-sourced pipeline and mentoring under senior AEs as you scale toward an enterprise territory.

You will prospect, negotiate, and close deals, while partnering with Customer Success for expansion. This role supports multiple US locations, with a competitive salary and bonus plan.