Coursera
Job Overview
The Coursera Enterprise team serves global organizations, including leading corporations, universities, and governments, that seek to upskill or retrain their workforce with the world's best education. The Enterprise team comprises several functional roles, including Sales, Sales Development, Customer Success, Channel, Implementation Management, Skills Transformation, and Revenue Strategy & Operations. The teams operate globally and have members based in our offices in Mountain View, Toronto, New York, London, Gurgaon, Abu Dhabi, and work remotely. As part of the Coursera for Government team, you will play a key role in increasing global access to a world-class education. You will lead a team of 5-6 Enterprise Account Executives. The Enterprise team drives revenue across public sector clients in North America, including the U.S. federal government, state & local government, and non-profits. The role also requires working across the organization (with business development, marketing, product, university partnerships, and legal) in service of Coursera's growth and long-term success. Reporting to the Vice Presidents of Americas, the person fulfilling this role is expected to be a senior sales leader in the region and play a significant contributing role in developing strategy and go-to-market execution in the North America region, as well as input into global growth plans. You are a passionate, entrepreneurial sales leader, and you will be responsible for driving your team's success and delivering the team's opportunity creation and revenue goals in the Enterprise space.
Responsibilities
Oversee North American government go-to-market strategy to drive market share and revenue growth across diverse regions. Meet and exceed quarterly and annual sales quotas, supporting key negotiations and enterprise opportunities. Drive pipeline growth, align cross-functional teams (Marketing, Sales, Sales Development, Customer Success), and build out the Channel ecosystem. Recruit, onboard, coach, and develop team members for sales effectiveness, promotions, and career growth. Deliver market analysis on trends, competitors, and products, ensuring accurate pipeline and forecast reporting. Partner with leadership on campaigns, events, and initiatives while acting as a senior leader to guide cross-functional GTM efforts.
Basic Qualifications
5+ years of experience leading field or outside sales teams Proven sales and leadership experience selling to U.S. federal and/or state government clients Demonstrated success managing government sales teams and consistently exceeding quarterly and annual sales targets
Preferred Qualifications
Ability to coach, lead, and inspire teams to drive performance Ability to build and analyze reports in Salesforce and provide accurate reporting metrics Strong cross-functional collaboration experience – able to work with different functions effectively, and for the overall benefit of Coursera Superior written and verbal communication skills, strong analytical and creative problem-solving abilities, excellent interpersonal, organizational, and operational skills Entrepreneurial drive and comfort working as part of a team in ambiguous, quickly-changing environments
Additional Information
If this opportunity interests you, you might like these courses on Coursera: Successful Negotiation: Essential Strategies and Skills; Foundations of Business Strategy; Generative AI for Leaders; Strategic Leadership and Management Specialization.
OTE Compensation Range: US Zone 2: 272,000 - 340,000 USD (OTE); US Zone 3: 256,000 - 320,000 USD (OTE). The range listed is the expected On-Target Earnings for this role, subject to change. Salary is one component of Coursera's total rewards package, and regular employees are eligible for equity in the form of RSUs. Factors in pay include job level, location, training/education, business need, skill set, and internal equity.
Current Zone Locations: Zone 1 – San Francisco Metro, New York City Metro or Seattle Metro; Zone 2 – CA (outside of SF Bay Area), CO, CT, DC, GA, IL, MA, MD, NY/NJ (other than NYC), OR, RI, TX, VA, WA (other than Seattle); Zone 3 – all other US locations.
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 require a reasonable accommodation to complete any part of the application process, please contact accommodations@coursera.org. For California Candidates, please review our CCPA Applicant Notice here. For Global Candidates, please review our GDPR Recruitment Notice here.
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The Coursera Enterprise team serves global organizations, including leading corporations, universities, and governments, that seek to upskill or retrain their workforce with the world's best education. The Enterprise team comprises several functional roles, including Sales, Sales Development, Customer Success, Channel, Implementation Management, Skills Transformation, and Revenue Strategy & Operations. The teams operate globally and have members based in our offices in Mountain View, Toronto, New York, London, Gurgaon, Abu Dhabi, and work remotely. As part of the Coursera for Government team, you will play a key role in increasing global access to a world-class education. You will lead a team of 5-6 Enterprise Account Executives. The Enterprise team drives revenue across public sector clients in North America, including the U.S. federal government, state & local government, and non-profits. The role also requires working across the organization (with business development, marketing, product, university partnerships, and legal) in service of Coursera's growth and long-term success. Reporting to the Vice Presidents of Americas, the person fulfilling this role is expected to be a senior sales leader in the region and play a significant contributing role in developing strategy and go-to-market execution in the North America region, as well as input into global growth plans. You are a passionate, entrepreneurial sales leader, and you will be responsible for driving your team's success and delivering the team's opportunity creation and revenue goals in the Enterprise space.
Responsibilities
Oversee North American government go-to-market strategy to drive market share and revenue growth across diverse regions. Meet and exceed quarterly and annual sales quotas, supporting key negotiations and enterprise opportunities. Drive pipeline growth, align cross-functional teams (Marketing, Sales, Sales Development, Customer Success), and build out the Channel ecosystem. Recruit, onboard, coach, and develop team members for sales effectiveness, promotions, and career growth. Deliver market analysis on trends, competitors, and products, ensuring accurate pipeline and forecast reporting. Partner with leadership on campaigns, events, and initiatives while acting as a senior leader to guide cross-functional GTM efforts.
Basic Qualifications
5+ years of experience leading field or outside sales teams Proven sales and leadership experience selling to U.S. federal and/or state government clients Demonstrated success managing government sales teams and consistently exceeding quarterly and annual sales targets
Preferred Qualifications
Ability to coach, lead, and inspire teams to drive performance Ability to build and analyze reports in Salesforce and provide accurate reporting metrics Strong cross-functional collaboration experience – able to work with different functions effectively, and for the overall benefit of Coursera Superior written and verbal communication skills, strong analytical and creative problem-solving abilities, excellent interpersonal, organizational, and operational skills Entrepreneurial drive and comfort working as part of a team in ambiguous, quickly-changing environments
Additional Information
If this opportunity interests you, you might like these courses on Coursera: Successful Negotiation: Essential Strategies and Skills; Foundations of Business Strategy; Generative AI for Leaders; Strategic Leadership and Management Specialization.
OTE Compensation Range: US Zone 2: 272,000 - 340,000 USD (OTE); US Zone 3: 256,000 - 320,000 USD (OTE). The range listed is the expected On-Target Earnings for this role, subject to change. Salary is one component of Coursera's total rewards package, and regular employees are eligible for equity in the form of RSUs. Factors in pay include job level, location, training/education, business need, skill set, and internal equity.
Current Zone Locations: Zone 1 – San Francisco Metro, New York City Metro or Seattle Metro; Zone 2 – CA (outside of SF Bay Area), CO, CT, DC, GA, IL, MA, MD, NY/NJ (other than NYC), OR, RI, TX, VA, WA (other than Seattle); Zone 3 – all other US locations.
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 require a reasonable accommodation to complete any part of the application process, please contact accommodations@coursera.org. For California Candidates, please review our CCPA Applicant Notice here. For Global Candidates, please review our GDPR Recruitment Notice here.
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