Coursera was launched in 2012 by Stanford Computer Science professors Andrew Ng and Daphne Koller with a mission to provide universal access to world-class learning. Today, Coursera is one of the largest online learning platforms in the world, with 136 million registered learners. We partner with 300+ leading university and industry organizations to offer Guided Projects, courses, Specializations, certificates, and bachelor s and master s degrees. More than 6,000 institutions use Coursera to upskill and reskill employees, citizens, and students in high-demand fields like data science, technology, and business. Coursera became a B Corp in February 2021.
Team
The Enterprise organization serves global companies, governments, and nonprofits seeking to upskill or retrain their workforce. The team includes Sales, Customer Success, and Revenue Operations and operates globally.
Role Overview
As an Account Lead, you will own the full customer lifecycle: acquiring net-new enterprise logos, expanding and renewing installed accounts, and serving as a strategic advisor to executive stakeholders. You will build and execute territory and account plans, run a transparent and repeatable sales process, collaborate closely with Customer Success, and act as the voice of the customer across Coursera. Your success will be measured by new ARR, renewals, expansion revenue, and forecast accuracy.
Responsibilities
New Business Acquisition
- Generate pipeline via social selling, networking, events, outbound prospecting.
- Build and execute a strategic territory plan to move the pipeline through the funnel and close deals.
- Drive multi-threaded engagement across target accounts; lead consultative discovery and solution mapping.
- Consistently meet/exceed quarterly and annual new ARR quotas and maintain accurate, timely forecasts.
- Leverage industry and LD/HR trends to articulate Coursera s differentiated value
Account Growth and Renewals
- Own renewals and expansion within assigned accounts; deliver NRR and GRR targets.
- Build and execute an account penetration strategy, leveraging internal champions, referrals and prospecting efforts to extend relationships into new buying centers.
- Partner with Customer Success to link learning to business outcomes; run executive QBRs and success plans.
- Identify, prioritize, and close upsell and cross-sell opportunities across business units and regions.
- Build and deepen relationships with C suite and functional buyers; negotiate multi-year, multi-solution agreements.
Cross-Functional, Strategic, and Operational
- Act as the voice of the customer with product, content, engineering, business development, and legal to influence roadmap, packaging, and deal structures.
- Maintain rigorous pipeline hygiene, weekly activity/health metrics, and stage-by-stage conversion discipline in CRM.
- Collaborate internally to configure solution designs, craft proposals/quotes, and shepherd contracts through legal and finance processes.
- Represent Coursera at customer meetings, events, and trade shows; travel up to 25%.
Basic Qualifications
- 9+ years selling Enterprise SaaS into large/complex/global accounts, spanning both new logo acquisition and account management/renewals, with consistent overachievement of quarterly and annual targets.
- Proven success exceeding $1M+ annual quota, accurate forecasting, and closing complex, multi-stakeholder deals.
- Experience selling to C suite and functional leaders (e.g., CHRO, CLO, CIO, business unit heads).
- Strong collaboration with Customer Success to articulate and deliver business outcomes from learning programs.
- Excellent communication, executive presence, analytical and creative problem-solving, organization, and time management.
- Entrepreneurial drive; thrives in fast-moving, quickly changing environments.
- Ability to travel up to 25%.
Preferred Qualifications
- Enterprise SaaS experience in EdTech, HR Tech, or selling to HR/LD and functional buyers.
- Demonstrated record of expansion in install base through upsell and cross-sell;
- History of securing multi-year enterprise agreements and managing global rollouts.
- Thought leadership in workforce transformation, skills, and learning strategy.
- Salesforce proficiency and strong operational rigor in pipeline, forecasting, and deal reviews.
This role directly advances Coursera s mission by helping enterprises build skills at scale while driving sustainable growth through both acquisition and expansion.
