Growth Enterprise Account Executive

Cousera Internal Rehire Job Board; Oregon; Hybrid; USD 196,000 - 245,000; Full time

Job summary

Coursera is hiring an Account Executive for Growth Enterprise to prospect, consult, and close multi-year, six-figure deals with mid-sized to large organizations. You will own a geographic territory, build a robust pipeline, and expand opportunities by understanding client needs and coordinating with Customer Success and other functions.

You will leverage AI tools to research accounts, map stakeholders, and craft tailored pitches for senior leaders.

Qualifications

• Minimum 5 years of closing experience to department leaders and C-suite at mid-size businesses (in the 1000+ employee range).
• B2B SaaS sales experience.
• Enterprise-style go-to-market playbook with Value Engineers/Solution Engineers in pre-sales.
• Experience partnering with other Account Executives in an overlay specialist sales model.
• Proven prospecting and territory management experience.
• Experience using modern AI tools to improve complex enterprise deal execution, including generative AI and sales technology for account research and stakeholder mapping.
• Proficiency in creating tailored messaging using effective prompts and interpreting AI-driven insights to understand business priorities, risks, and opportunities.
• Demonstrated ability to apply AI insights to shape deal strategy, build executive narratives, and deliver compelling pitches to senior decision-makers.
• Strong writing, strategic thinking, and planning skills.
• Ability to adapt, learn and operate with a growth mindset

Responsibilities

• Manage full sales cycle from discovery to negotiation, selling both transactional and multi-year 6 figure deals.
• Build pipeline with both prospects and customers by setting meetings with HR/L&D, Executives and multithreading into other Lines of Business leaders.
• Land & Expand by understanding use cases and expansion opportunities, including renewals.
• Develop new sales tactics and outbound campaigns; share results with Growth Enterprise colleagues.
• Use AI tools to enhance enterprise deals: research and stakeholder mapping.
• Leverage AI-driven insights to understand priorities, risks, and opportunities; shape deal strategy and executive narratives.
• Create tailored messaging using prompts and AI-enhanced preparation for high-value conversations.
• Deliver accurate sales forecasts through strong pipeline management.
• Collaborate with Sales Development, Customer Success, Professional Services, Sales Engineering, Marketing, Content, Product and Executives.
• Team selling with cross-functional partners to grow the book of business

Skills

Coach-ability

Sales process

Business acumen

Grit

AI proficiency

Tools

Generative AI tools

AI-powered tooling

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.

About this role

Account Executives on the Growth Enterprise team will prospect, consult, and sell to companies with 1,250 - 5,999 employees, across all industries, within a specified geographic territory. In this role, you will learn to take full ownership over a territory, develop sales plans and strategies, and become accustomed to identifying all types of opportunities and converting them into tangible, long term pipeline and revenue.

About your skills

• Coach-ability: Your drive to take initiative toward your own skill development leads to measurable growth and skill expansion in your job. You habitually explore new resources and solicit feedback to improve. You are both a mentor and a mentee, and enjoy being part of a team that celebrates wins, learns from losses, and improves together. You are celebrated for your emotional intelligence.
• Sales-Process Oriented: Your sales process is a science, and you are able to articulate the repeatable habits that drive your high performance. You have command of your pipeline, are constantly driving business forward, and strategically outbound with a strong command of your future business.
• Business Acumen: Your curiosity extends to both your clients and your work environment, resulting in a deep understanding of business dynamics. Externally, you actively seek insights into how prospects operate their businesses, meticulously analyzing financial statements and constructing organizational charts. Internally, you delve into past account histories, collaborate across functions to solve problems, and continuously refine internal processes through iterative improvements.
• Grit: As a tenured sales professional, you've encountered your fair share of obstacles, and have developed a robust toolkit of strategies and emotional resilience to overcome them. You are results-driven, know when to pull in additional resources, and where to prioritize your focus. You demonstrate adaptability in the face of both internal and external changes, embodying a growth mindset and general business positivity.
• AI Proficiency: You demonstrate strong AI literacy by adopting and mastering new sales technologies—such as GenAI, conversational intelligence, and AI-powered tooling—to drive efficiency. You utilize prompt engineering to create personalized messaging and to gain insight for customer meetings. You leverage data-driven insights from AI tools to craft high-impact pitches for C-level executives.

What you'll be doing

• Managing full sales cycle from discovery to negotiation, selling both transactional and multi-year 6 figure deals
• Building pipeline with both prospects and customers by setting meetings with HR/L&D, Executives and by multithreading into other Lines of Business department leaders
• Land & Expand your client base by understanding current use case and identifying areas for expansion, through both individual efforts and partnering with Customer Success counterparts, resulting in mid-term and renewal up-sells
• Develop new sales tactics and outbound campaigns, while sharing results and successful aspects with your Growth Enterprise colleagues
• Using modern AI tools to enhance how you run complex enterprise deals, including generative AI and sales technology for comprehensive account research and stakeholder mapping
• Leveraging AI-driven insights to understand business priorities, risks, and opportunities across accounts, applying these insights to shape deal strategy and build compelling executive narratives
• Creating tailored messaging using clear, effective prompts and preparing for high-value customer conversations with AI-enhanced research and preparation
• Delivering outcome-focused pitches to senior decision-makers by combining AI-driven account intelligence with strategic sales methodologies
• Creating and delivering accurate sales forecasts through strong pipeline management
• Collaborating with the greater sales team to share best practices and innovate
• Team selling with your cross-functionally partners in Sales Development, Customer Success, Professional Services, Sales Engineering, Marketing, Content, Product and Executives to help grow your book of business

Qualifications

• Minimum 5 years of closing experience to department leaders and C-suite at mid-size businesses (in the 1000+ employee range)
• B2B SaaS sales experience
• Enterprise-style go-to-market playbook that includes value-based selling and leveraging Value Engineers/Solution Engineers in pre-sales
• Experience partnering with other Account Executives in an overlay specialist sales model
• Proven prospecting and territory management experience
• Experience using modern AI tools to improve complex enterprise deal execution, including generative AI and sales technology for account research and stakeholder mapping
• Proficiency in creating tailored messaging using effective prompts and interpreting AI-driven insights to understand business priorities, risks, and opportunities
• Demonstrated ability to apply AI insights to shape deal strategy, build executive narratives, and deliver compelling, outcome-focused pitches to senior decision-makers
• Strong writing, strategic thinking, and planning skills
• Ability to adapt, learn and operate with a growth mindset

Compensation

At Udemy, we strive to be transparent around compensation. Actual compensation for this role is based on several factors, including but not limited to job-related skills, qualifications, and experience. In addition to a base salary, this role is also eligible for equity and uncapped OTE. This is a remote role based in the United States. OTE Compensation Range: National band includes Colorado.

• $196,000 - $245,000

Posting Date: October 21, 2026

Application Window: October 21, 2026 - November 21, 2026. We anticipate the application window will be open until November 21, 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.