Scaled Account Manager

Job Overview:

Coursera’s Enterprise Solutions team serves global organizations, including leading companies, campuses, governments, and nonprofits, that seek to upskill or retrain their workforce with the world’s best education. This team is made up of three sub-teams: Sales, Customer Success, and Revenue Strategy & Operations, which operate globally and have members based out of our offices in Toronto, Mexico, Mountain View, New York, London, Gurgaon, and the UAE.

As an Account Manager, Scaled on our Enterprise team, you will have the opportunity to be part of a fast-growing, high-performing team and play a key role in contributing to our solution design for small segment customers. Reporting to the Head of AMER Account Management, SMB, you will bring experiences that will help us build the foundation for our scaled SMB and Mid-Market solutions and take our customers, as well as Coursera, to the next level.

You will bring a value-added mindset to every conversation and will be the primary go-to commercial contact owner for our segmented customers. In a high-velocity model, you will drive all contract renewals and expansion conversations while cultivating best practices around our internal success playbooks, and be an essential part of our Enterprise team in our effort to ensure a smooth renewal process for our segment. Your responsibilities include carrying renewal ownership and driving commercial growth conversations with customers' key decision-makers, legal, and procurement teams. You will work closely with our Customer Success Associates, Account Executives, Implementation Managers, Legal, and Finance teams to ensure the long-term success of our customers and the adoption of our products.

Responsibilities:

• Own commercial responsibility for ~100 customers and $3M in revenue, including renewals, growth, and expansion across Coursera for Business, Campus, and Government.
• Manage forecasting and retention, accurately projecting territory performance, surfacing risks early, and aligning internal teams on mitigation strategies.
• Drive expansion within the install base, prospecting into new lines of business to build net-new pipeline opportunities.
• Build and maintain executive-level relationships, ensuring stakeholders see measurable ROI and engaging with decision-makers across legal, finance, and procurement.
• Develop and execute account strategies, proactively engaging customers to drive early renewals and long-term growth.
• Collaborate cross-functionally, translating new product features into solutions that meet customers’ short- and long-term business and L&D needs, while refining renewal/expansion processes with leadership.

Basic Qualifications:

• 3+ years of experience in sales, customer success, or renewals within the B2B SaaS industry.
• Fluency in Spanish 
• Proven track record of managing a high-volume book of business (50–70 accounts/year), consistently exceeding renewal and growth targets.
• Experienced in navigating contracting, procurement, and budgeting processes with customer decision-makers.
• Skilled at identifying customer risks and implementing effective churn mitigation strategies.
• Effectively engage and present to stakeholders at all levels, ensuring alignment from coordinators to C-suite executives 

Preferred Qualifications:

• Proficient with Salesforce, Gong, Gainsight, Clari, or similar sales and forecasting tools.
• Highly organized, with a knack for automation and streamlining workflows.
• Customer-focused, delivering value to grow relationships and build trust as a reliable partner.
• Strong time management and organizational skills, able to operate effectively under tight deadlines.

If this opportunity interests you, you might like these courses on Coursera:

• Successful Negotiation: Essential Strategies and Skills
• Sales Pitch and Closing
• Storytelling and Influencing: Communicate with Impact
• Leading transformations: Manage Change

Compensation: 

Coursera offers competitive pay and equitable compensation practices. Our job titles may span more than one career level. This role's targeted OTE range is between $88,000 and $124,000 CAD. The actual base pay is dependent upon many factors, including but not limited to prior work experiences, training/education, transferable skills, business needs, and geographical location. The base pay range is subject to change and may be modified in the future. This role may also be eligible for variable pay, equity, and benefits.