At a glance
- Experience
- 10+ years experience
- Location
- Singapore
About Coursera
- Coursera and Udemy are now one company, bringing together two mission-driven brands to create the world’s most powerful platform for turning learning into progress. Together, we help more than 300 million learners and 12,000+ enterprise customers build the skills they need for a world being reshaped by AI. Read more about the combined company by visiting our blog.
About the role
- As an Account Lead, you will own the full customer lifecycle including 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.
Responsibilities
- Generate pipeline via social selling, networking, events, and 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 L&D/HR trends to articulate Coursera’s differentiated value.
- 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.
Requirements
- 10+ 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/L&D 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.
Workplace
- Travel up to 25%.
Skills
- Salesforce
