Account Executive - Enterprise

Job Overview:

The Enterprise Solutions team serves global organizations, including leading companies, governments, and nonprofits, who seek to upskill or retrain their workforce with the world’s best education. This team is made up of three sub-teams: Sales, Customer Success, and Revenue Strategy & Operations. The teams operate globally.

As part of Coursera’s Enterprise team, you will play a key role in increasing global access to a world-class education. You will help build Coursera’s Enterprise business and partnerships and work across the organization in service of Coursera’s growth and long-term success.

Coursera is looking for a high-energy, disciplined, and resourceful Enterprise Account Executive who can drive new business acquisition while expanding strategic relationships within acquired accounts. This role is ideal for a hunter who thrives in dynamic environments, enjoys building relationships from scratch, and has the agility to manage multiple stakeholders and deal types. This role requires proficiency in Bahasa Indonesia.

Responsibilities:

• Own the end-to-end sales cycle: Prospect, develop, and close new enterprise deals, while expanding existing customer relationships.
• Hunt new logos through disciplined outreach, networking, and multi-threading across HR, L&D, and business leadership functions.
• Drive account expansion by identifying upsell and cross-sell opportunities and partnering with CSMs on renewal strategies.
• Develop strategic territory plans with a focus on pipeline health, conversion, and forecast accuracy.
• Consult with customers to connect learning programs to business outcomes - productivity, talent mobility, and digital transformation.
• Collaborate cross-functionally with internal teams (Marketing, Channel, Product, Legal) to ensure customer success and deal velocity.
• Be the voice of the customer, sharing insights and feedback to inform Coursera’s product roadmap and go-to-market approach.
• Travel up to 50% as required for customer meetings and industry events.

Basic Qualifications:

• 8 - 12+ years of experience in enterprise B2B or SaaS sales, with a strong record of new business acquisition and account expansion.
• Proven success in prospecting and closing complex enterprise deals across multiple stakeholders.
• Demonstrated ability to accurately forecast and exceed annual quotas.
• Business development experience in learning, HR tech, SaaS, or transformation solutions is strongly preferred.
• Strong communication and consultative selling skills - capable of engaging senior executives and building long-term relationships.

Preferred Qualifications:

• Experience in EdTech, SaaS, or HR/L&D solutions sales.
• Consistent record of quota attainment ($1M+) with disciplined pipeline management and forecasting accuracy.
• Exceptional ability to multi-thread and navigate matrixed organizations.
• High degree of initiative, adaptability, and comfort with ambiguity in fast-changing environments.
• Passion for learning and alignment with Coursera’s mission to transform lives through education.

If this opportunity interests you, you might like these courses on Coursera:

• Business Strategy
• Business Analytics
• Influencing People
• Customer Analytics

 

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