Account Lead - Enterprise (Bengaluru)

About Coursera
Coursera was founded in 2012 by Stanford professors Andrew Ng and Daphne Koller to make world-class learning accessible to everyone, everywhere. Today, over 190 million learners and 375+ university and industry partners use our platform to gain skills in fields like AI, data science, technology, and business. As a Delaware public benefit corporation and Certified B Corp, were driven by the belief that learning can transform lives through learning.
Why Join Us
At Coursera, were looking for inventors, innovators, and lifelong learners ready to shape the future of education. Youll 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.
Were a globally distributed team and let you choose the best way you work, whether its from home, a Coursera hub, or a co-working space near you. Our virtual hiring and onboarding make it easy to join us and start making an impact from anywhere. If youre ready to make a global impact, scale unique products exclusive to Coursera, and expand your career horizons, apply below.
Role Overview
As an Account Lead - Enterprise, 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.
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 Courseras 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.

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  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.
  

This role directly advances Courseras mission by helping enterprises build skills at scale while driving sustainable growth through both acquisition and expansion.
If this opportunity interests you, you might like these courses on Coursera:

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

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 [HIDDEN TEXT]. Learn more in our CCPA Applicant Notice and GDPR Recruitment Notice.