Account Specialist, Education & Government

Coursera; United States; Remote; USD 90,000 - 130,000; Full time

Job summary

Coursera is seeking an Account Specialist, Education & Government LATAM. This role drives new business, expansions, and renewals within a designated territory, engaging university leaders and government officials through multiple channels.

You will collaborate cross-functionally to connect Coursera’s solutions to strategic goals. You will build and manage a structured sales process, forecast effectively, and develop trusted relationships with senior stakeholders while navigating complex

Qualifications

• Enterprise sales: deep experience selling to universities, education systems, and government leaders.
• Pipeline generation: proactively build new-business pipeline and pursue opportunities.
• Account growth: open new opportunities and renewals, drive upsell/cross-sell.
• Executive relationship mgmt: build trusted relationships with senior leaders.
• Sales discipline: structured sales process, forecasting, negotiation, time management.
• Cross-functional collaboration: partner with Customer Success to deliver outcomes.
• Adaptability: entrepreneurial, tech-savvy, able to work independently or in teams.

Responsibilities

• Prospect and sell to senior education and public-sector leaders in your territory.
• Build a new-business pipeline across your territory.
• Ensure timely renewals and drive growth within accounts.
• Develop cross-sell opportunities with direct prospecting and Sales Development.
• Meet or exceed weekly/daily activity metrics and quotas.
• Understand Coursera’s offerings and education procurement processes.
• Stay informed about client business and tech challenges.

Skills

Enterprise sales

Pipeline generation

Account growth

Executive relationship mgmt

Sales discipline

Cross-functional collaboration

Adaptability

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. If you’re ready to make a global impact, help scale unique products across Coursera + Udemy, and grow your career,

Location:

Coursera + Udemy lets you choose the best way to work, whether it’s from home, an office, or a collaboration space. We’re a globally distributed team that comes together intentionally for collaboration, complex problem-solving, and key milestones — creating opportunities for teams to come together. If you’re ready to make a global impact, help scale unique products across Coursera + Udemy, and grow your career,

Job Overview:

In this role as an Account Specialist, Education & Government LATAM is responsible for driving new business, expansion, and new renewals within a designated territory. You will engage university presidents, provosts, chancellors, and deans, as well as ministers, vice ministers, and government leaders, through multiple communication channels. In this role, a structured and repeatable sales process is key to success, as is the ability to collaborate cross-functionally in a fast-paced environment.

About Your Skills:

• Enterprise Sales: You bring deep experience selling to universities, education systems, government organizations, ministries of education, and senior public-sector leaders. You understand complex buying environments and can navigate education and government procurement processes.
• Pipeline Generation: You proactively build new-business pipeline, generate demand within existing accounts, and partner effectively with Sales Development and Marketing to create opportunities.
• Account Growth: You combine a hunter’s ability to open and close new opportunities with a farmer’s ability to strengthen relationships, secure renewals, and drive expansion through upsell and cross-sell motions.
• Executive Relationship Management: You build trusted relationships with university presidents, provosts, chancellors, deans, ministers, vice ministers, and other senior stakeholders by connecting Coursera’s solutions to their strategic goals.
• Sales Discipline: You use a structured, repeatable sales process and maintain strong forecasting, pipeline-management, negotiation, organization, and time-management practices.
• Cross-Functional Collaboration: You partner closely with Customer Success and other internal teams to connect learning initiatives to measurable outcomes and deliver value throughout the customer lifecycle.
• Adaptability: You are entrepreneurial, comfortable with technology, and able to work independently or collaboratively in fast-paced, dynamic, and ambiguous environments.

Responsibilities:

• Prospect, engage, and sell to senior education and public-sector leaders across four-year institutions, community colleges, emerging high-school accounts, ministries of education, government organizations, and other relevant buying personas within your territory.
• Build a new-business pipeline across your territory.
• Ensure timely renewals and drive growth within assigned accounts.
• Develop cross-sell opportunities in established accounts through direct prospecting and partnership with the Sales Development team.Meet or exceed established weekly and daily activity metrics, consistently drive retention-lifecycle activities with existing clients, identify and execute on expansion opportunities, and achieve quarterly and annual quotas.
• Develop a comprehensive understanding of Coursera’s product offerings, buyers, education procurement processes, and expansion opportunities through for-credit use cases.
• Stay informed about evolving business and technology challenges faced by clients.

Basic Qualifications:

• 3+ years of experience in a sales‑related role selling to universities, colleges, high schools, education systems, government organizations, or ministries of education.
• Proven experience managing a sales quota and successfully negotiating contracts.
• Proven experience selling to government leaders, university presidents, provosts, and deans, with a strong ability to build lasting client relationships and provide strategic, value‑added insights.
• Demonstrated ability to collaborate closely with Customer Success teams and connect learning initiatives to measurable business outcomes.
• Demonstrated presentation, organization, and time‑management skills, with a track record of delivering results.
• Ability to travel for industry events, client meetings, and team off‑sites; approximately 25% travel is expected.

Preferred Qualifications:

• Enterprise sales experience at a SaaS company.
• Proven ability to consistently exceed growth and renewal quotas, accurately forecast, and deliver against sales commitments.
• A track record of prospecting and generating demand within an existing client base through upsell and cross‑sell strategies, with demonstrated success as a farmer‑hunter and closer in the higher‑education market.
• Entrepreneurial drive and the ability to work independently or collaboratively in fast‑paced, dynamic, and ambiguous environments.
• Comfort with technology and the ability to learn and adapt quickly to new tools and processes.

If This Opportunity Interests You, You Might Like These Courses on Coursera:

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

Posting Date:

9/28/2026

Application Window:

We anticipate the application window will be open until 10/5/2026. Based on business needs, this opportunity may remain posted beyond or closed before the anticipated application window.

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].