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Account Manager - Universities, India



Posted over 30 days ago...


Transform lives through education as an Enterprise Account Manager at Coursera, a leading online learning platform and a proud B Corp


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Join the Coursera team, a pioneering online education platform that has registered over 142 million learners worldwide. As a company launched by Stanford professors and dedicated to providing universal access to top-tier learning, Coursera partners with esteemed universities and industry leaders to offer a diverse range of learning opportunities. By becoming a B Corp in 2021, Coursera reaffirms its commitment to social impact and educational access for all.

Role Summary:

  • Lead renewals and new business within targeted accounts.
  • Build relationships with top university officials to drive growth.
  • Manage sales processes, from pipeline development to deal closure.
  • Understand customer needs and match them with Coursera's offerings.
  • Deliver on quarterly and annual sales targets.

Role Requirements:

  • 8+ years of direct Enterprise SaaS or similar sales experience to educational institutions.
  • Strong track record of developing client relationships and complex account management.
  • Proficiency in Challenger sales methodology and compelling value propositions.
  • Willingness to travel 25% for customer engagement and events.

Preferred Qualifications:

  • Enterprise sales background in a SaaS company.
  • History of exceeding sales quotas and a knack for insightful forecasting.
  • Skilled in engaging with senior leadership and acting as a thought leader in education.
  • Strong communication, analytical, and problem-solving abilities.
  • Self-driven with the capacity to work in dynamic environments.

Coursera was launched in 2012 by two Stanford Computer Science professors, Andrew Ng and Daphne Koller, with a mission to provide universal access to world-class learning. It is now one of the largest online learning platforms in the world, with 142 million registered learners as of December 31, 2023.

Coursera partners with over 325 leading university and industry partners to offer a broad catalog of content and credentials, including courses, Specializations, Professional Certificates, Guided Projects, and bachelor’s and master’s degrees. Institutions around the world use Coursera to upskill and reskill their employees, citizens, and students in fields such as data science, technology, and business. Coursera became a B Corp in February 2021.

Join us in our mission to create a world where anyone, anywhere can transform their life through access to education. We're seeking talented individuals who share our passion and drive to revolutionize the way the world learns.

We at Coursera are committed to building a globally diverse team and are thrilled to extend employment opportunities to individuals in any country where we have a legal entity. We require candidates to possess eligible working rights and have a compatible timezone overlap with their team to facilitate seamless collaboration. As a remote-first company, our interviews and onboarding are entirely virtual, providing a smooth and efficient experience for our candidates.

Job Overview:

As the Enterprise Account Manager, you'll be at the forefront of our mission, driving renewals and generating new revenue within targeted accounts. Your focus will extend to both renewals and fostering growth in our installed accounts. Engaging with university presidents, provosts, and deans, your success will be defined by transparent and repeatable sales processes. The ability to seamlessly collaborate and work cross-functionally is pivotal to achieving and surpassing our goals. Together, we are redefining how individuals acquire knowledge and skills, and we invite you to be a driving force as we transform lives through learning.


  • Ensure renewals in installed accounts and drive growth within assigned accounts
  • Identify and develop relationships with C-suite and other business buying personas within your aligned account base
  • Maintain weekly/daily metrics, develop a sales pipeline in set accounts, successfully manage opportunities  to closure, and ensure quota is met consistently (both quarterly and annually). 
  • Produce accurate and timely forecasts. 
  • Develop a complete understanding of all our product offerings, with emphasis on understanding L&D and functional buyers
  • Understand the changing business and technology issues that our potential clients face 

Basic Qualifications:

  • 8 + years direct experience selling Enterprise SaaS or other solutions to universities, colleges, education systems, or equivalent accounts in an account management/relationship management role.
  • Experience selling business services to university presidents, provosts, and deans and proven experience building excellent client relationships, offering value-added, insightful and strategic insight into their business.  Experience selling into complex accounts is a must.
  • Ability to work closely with Customer success teams to link and articulate business outcomes from learning. 
  • Strong understanding of Challenger selling methodology and ability to articulate “Why Buy” - “Why Now” - “Why Us” and drive expansion in install base accounts
  • The ability to work and thrive in a fast-paced sales environment. Effective presentation, organization, and time management skills. 
  • Ability to travel 25% of the time to customer meetings, trade shows, and events as needed 

Preferred Qualifications:

  • Enterprise sales experience at a SaaS company
  • Experience consistently exceeding quota of $1 Million+, with proven success in accurately forecasting targets, and achieving sales commits
  • Ability to hold your own in meetings with senior leaders from prospective partners and speak as a thought leader and visionary in the higher education space
  • Strong written and verbal communication skills, strong analytical and creative problem solving abilities, excellent interpersonal skills, organizational, and operational skills
  • Proven track record of prospecting and generating demand from install base through upsell and cross selling    
  • Entrepreneurial drive and ability to work autonomously in fast moving, quickly-changing environments

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


Coursera is an Equal Employment Opportunity Employer and considers all qualified applicants without regard to race, color, religion, sex, sexual orientation, gender identity, age, marital status, national origin, protected veteran status, disability, or any other legally protected class.
If you are an individual with a disability and require a reasonable accommodation to complete any part of the application process, please contact us at [email removed - click apply for more details].
For California Candidates, please review our CCPA Applicant Notice here.
For our Global Candidates, please review our GDPR Recruitment Notice here.

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