Senior Deal Desk Analyst

Coursera; Mountain View (CA); On-site; USD 115,000 - 142,000; Full time

Benefits offered by this job

Health and wellness benefits

Bonus and RSU equity programs

Global perks

Job summary

Coursera is seeking a Senior Deal Desk Analyst to partner with Sales, Finance, and Legal to structure complex SaaS deals and optimize QTC operations. You will guide pricing strategies, ensure compliance, and mentor junior team members in a fast-paced, high-impact environment.

The role focuses on enterprise SaaS deals, cross-functional collaboration, and governance, with opportunities to influence scalable processes and policy adoption across Direct and Channel sales.

Qualifications

• 4+ years of experience in Enterprise SaaS or B2B orgs in Deal Desk, Order Management, or Pricing Strategy.
• Deep understanding of ASC 606 revenue recognition rules.
• Advanced proficiency with Salesforce, CPQ systems, and pricing tools.

Responsibilities

• Provide strategic guidance on complex deal structures across software, services, and renewals.
• Assist with pricing and discounting strategy to ensure competitive, compliant proposals.
• Act as SME on order management and deal governance processes.

Skills

Deal Desk

Pricing strategy

Revenue recognition (ASC 606)

Cross-functional collaboration

Project management

Analytical thinking

Tools

Salesforce

CPQ systems

Pricing engines

Data enrichment platforms

Job description

About Coursera

Coursera and Udemy are now one company, creating one of the world's most comprehensive skills development platforms for the AI era. This strengthens our ability to accelerate AI-powered innovation and shape how the world discovers and builds skills at a pivotal moment of change. Read more about the combined company by visiting our blog.

Why Join Us

At Coursera, we’re looking for inventors, innovators, and lifelong learners ready to shape the future of education. You’ll help build global programs and tools that power online learning for millions turning bold ideas into real impact. People who thrive here are customer‑first builders who move fast, simplify ruthlessly, and iterate relentlessly on the metrics that matter.

Job Overview

The Senior Deal Desk Analyst is a strategic partner to the Sales, Finance, and Legal teams, responsible for leading complex deal structuring efforts, improving quote-to-cash (QTC) operations, and driving scalable deal governance practices. This role brings deep knowledge of SaaS contract models, pricing strategies, and revenue recognition, while also serving as a mentor to junior team members and a subject matter expert in QTC system enhancements. The ideal candidate operates with a high degree of autonomy, exercises sound business judgment, and balances operational rigor with a customer‑focused mindset.

Responsibilities

Strategic Deal Support & Governance

• Provide strategic guidance on complex deal structures across software, services, and renewal transactions, including implications for pricing, revenue recognition, and booking policy.
• Assist with pricing and discounting strategy by partnering with Sales, Finance, and Accounting to ensure proposals are competitive, compliant, and aligned with financial targets.
• Act as a subject matter expert on order management processes, ensuring deal structure aligns with operational capabilities and downstream system dependencies.
• Advise Sales and GTM leaders on deal architecture options that align both customer needs and internal financial controls.
• Manage escalations for high‑value or non‑standard deals; drive resolution in collaboration with Finance, Legal, RevOps, and senior leadership.
• Serve as a key liaison for both Direct and Channel sales teams, providing policy interpretation and creative solutions to drive deal velocity and compliance.

Process Optimization & QTC Leadership

• Act as a QTC subject matter expert (SME) in system enhancement projects, UAT, and business process reengineering initiatives.
• Proactively identify recurring QTC issues and partner cross‑functionally to design scalable solutions and prevent future breakdowns.
• Drive documentation and process maturity across approval flows, Rules of Engagement (ROE), and quoting best practices.

Team Mentorship & Knowledge Sharing

• Mentor junior Deal Desk and Order Management team members by reviewing output, answering day‑to‑day process questions, and coaching through complex scenarios.
• Lead knowledge‑sharing sessions and participate in onboarding of new team members.
• Contribute to the long‑term vision and strategy for the Deal Desk function, including initiatives to enhance scalability, efficiency, and policy adoption.

Basic Qualifications

• 4+ years of experience in Enterprise SaaS or B2B organizations in roles such as Deal Desk, Order Management, or Pricing Strategy.
• Deep understanding of revenue recognition rules (e.g., ASC 606) and ability to assess booking risk across various deal structures.
• Advanced proficiency with Salesforce, CPQ systems, and sales‑related tools (e.g., pricing engines, data enrichment platforms).
• Demonstrated expertise in structuring complex deals and advising on commercial terms, including Ramp, Clawback, Recontracting, and multi‑year constructs.
• Hands‑on experience supporting pricing and discounting strategy in partnership with Sales, Finance, and Accounting, ensuring proposals align with financial goals and approval policies.
• Proven ability to lead cross‑functional initiatives and operate effectively in ambiguous, fast‑paced environments.
• Strong analytical, problem‑solving, and project management skills; comfortable operating across multiple levels of abstraction

Compensation

US Zone 3: $121,550- $143,000

US Zone 4: $113,000 - $133,000

At Coursera, we offer competitive, zone‑based pay aligned to your location, experience, and role level across four U.S. pay zones. Our total rewards package goes beyond salary, with comprehensive health and wellness benefits, bonus and RSU equity programs, and global perks designed to help you grow and thrive wherever you are.

• comprehensive health and wellness benefits
• bonus and RSU equity programs
• global perks designed to help you grow and thrive wherever you are

US Pay Zones

• US-Z1: Bay Area
• US-Z2: NYC and Seattle Metro
• US-Z3: CA, WA, NY, NJ, CO, CT, DC, GA, IL, MA, MD, OR, RI, TX, VA
• US-Z4: AK, AZ, DE, FL, HI, ID, IN, IA, KS, KY, MI, MN, MO, MT, NC, NV, NH, OH, OK, PA, SC, TN, UT, VT, WI

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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].