Coursera was launched in 2012 by two Stanford Computer Science professors, Andrew Ng and Daphne Koller, with a mission to provide universal access to world-class learning. It is now one of the largest online learning platforms in the world, with 148 million registered learners as of March 31, 2024.
Coursera partners with over 325 leading university and industry partners to offer a broad catalog of content and credentials, including courses, Specializations, Professional Certificates, Guided Projects, and bachelor’s and master’s degrees. Institutions around the world use Coursera to upskill and reskill their employees, citizens, and students in fields such as data science, technology, and business. Coursera became a B Corp in February 2021.
Join us in our mission to create a world where anyone, anywhere can transform their life through access to education. We're seeking talented individuals who share our passion and drive to revolutionize the way the world learns.
We at Coursera are committed to building a globally diverse team and are thrilled to extend employment opportunities to individuals in any country where we have a legal entity. We require candidates to possess eligible working rights and have a compatible timezone overlap with their team to facilitate seamless collaboration. As a remote-first company, our interviews and onboarding are entirely virtual, providing a smooth and efficient experience for our candidates.
Job Overview:
As the Enterprise Account Manager, you'll be at the forefront of our mission, driving renewals and generating new revenue within targeted accounts. Your focus will extend to both renewals and fostering growth in our installed accounts. Engaging with C-level executives across various industries, your success will be defined by transparent and repeatable sales processes. The ability to seamlessly collaborate and work cross-functionally is pivotal to achieving and surpassing our goals. Together, we are redefining how individuals acquire knowledge and skills, and we invite you to be a driving force as we transform lives through learning.
Responsibilities:
- Ensure renewals in installed accounts and drive growth within assigned accounts
- Identify and develop relationships with C-suite and other business buying personas within your aligned account base
- Maintain weekly/daily metrics, develop a sales pipeline in set accounts, successfully manage opportunities to closure, and ensure quota is met consistently (quarterly and annually).
- Produce accurate and timely forecasts.
- Develop a complete understanding of all our product offerings, with emphasis on understanding L&D and functional buyers
- Understand the changing business and technology issues that our potential clients face
Basic Qualifications:
- 9+ years direct experience selling Enterprise SaaS solutions into the large enterprise in an account management/relationship management role.
- Experience selling business services to C-level professionals and proven experience building excellent client relationships, offering value-added, insightful and strategic insight into their business.
- Ability to work closely with Customer Success teams to link and articulate business outcomes from learning.
- Strong understanding of Challenger selling methodology and ability to articulate “Why Buy” - “Why Now” - “Why Us” and drive expansion in install base accounts
- The ability to work and thrive in a fast-paced sales environment. Effective presentation, organization, and time management skills.
- Ability to travel 25% of the time to customer meetings, trade shows, and events as needed
Preferred Qualifications:
- Enterprise sales experience at a SaaS company
- Experience with HR and L&D Buyers & consistently exceeding quota of $1 Million+ expansion along with book of renewal and proven success in accurately forecasting targets, and achieving sales commits
- Ability to hold your own in meetings with C-suite representatives from prospective partners and speak as a thought leader and visionary in the learning space
- Strong written and verbal communication skills, strong analytical and creative problem solving abilities, excellent interpersonal skills, organizational, and operational skills
- Proven track record of prospecting and generating demand from install base through upsell and cross selling
- Entrepreneurial drive and ability to work autonomously in fast moving, quickly-changing environments
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Coursera is an Equal Employment Opportunity Employer and considers all qualified applicants without regard to race, color, religion, sex, sexual orientation, gender identity, age, marital status, national origin, protected veteran status, disability, or any other legally protected class.
If you are an individual with a disability and require a reasonable accommodation to complete any part of the application process, please contact us at accommodations@coursera.org.
For California Candidates, please review our CCPA Applicant Notice here.
For our Global Candidates, please review our GDPR Recruitment Notice here.
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