Account Lead - C4B

Coursera; United States; Remote; USD 120,000 - 180,000; Full time

Job summary

Coursera seeks an Account Lead to own the full customer lifecycle—from acquiring new enterprise logos to expanding and renewing installed accounts. You’ll build and execute territory plans, drive a transparent sales process, and partner with Customer Success, acting as the voice of the customer across Coursera.

Success is measured by ARR, renewals, and expansion revenue. This role advances Coursera’s mission by enabling enterprises to build skills at scale across Malaysia and ASEAN markets, with

Qualifications

• 10+ years selling Enterprise SaaS into large/global accounts.
• Proven track record of >$1M annual quota and complex deals.
• Experience selling to C-suite and senior leaders.
• Collaborates effectively with Customer Success to drive outcomes.
• Strong communication, analytical, and problem-solving skills.

Responsibilities

• Own new business acquisition and lead generation for enterprise accounts.
• Drive renewals, expansions, and multi-year deals across regions.
• Develop strategic territory and account plans; manage forecasts.
• Collaborate with product, success, and legal teams to close deals.
• Represent Coursera at meetings, events, and travel up to 25%.

Skills

Enterprise SaaS sales

C-suite selling

Forecasting

Account management

Strategic planning

Tools

Salesforce

Job description

At Coursera, we aim to allow employees to develop their skills and grow their careers. One way we do this is with internal transfers. In order to support open and fair transfers, we practice transparency and have set guidelines for who is eligible to request a transfer.

Anyone who has been in their role for more than 6 months and in good standing may apply for a new position at Coursera. For consideration outside this timeframe, individuals should talk to their manager and People Business Partner. Please be sure to read the our Internal Mobility Program Policy here.

We’re a globally distributed team that comes together intentionally for collaboration, complex problem-solving, and key milestones — creating opportunities for teams to do their best work together. Our virtual hiring and onboarding experience makes it easy to join us and start making an impact from anywhere.

Job 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.

This role directly advances Coursera’s mission by helping enterprises build skills at scale while driving sustainable growth through both acquisition and expansion across Malaysia and one or more additional ASEAN markets.

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 L&D/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:

• 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.

Coursera is an Equal Opportunity Employer committed to building a welcoming and inclusive workplace. We consider all qualified applicants without regard to legally protected characteristics and provide reasonable accommodations upon request at [e-mail].