Website Coursera
Business Development • New York City
Coursera was founded by two computer science professors at Stanford with a vision of providing life-transforming learning experiences to anyone, anywhere. It is the world’s largest online learning platform for higher education. 180 of the world’s top universities and industry educators partner with Coursera to offer courses, Specializations, and degrees that empower over 40 million learners around the world to achieve their career goals. Over 1,800 companies use the company’s enterprise platform Coursera for Business to transform their talent. Coursera is backed by leading venture capital firms such as Kleiner Perkins Caufield & Byers, New Enterprise Associates, GSV Capital, International Finance Corporation, Laureate Education Inc., and Learn Capital.
The Enterprise Solutions team serves global organizations, including leading companies, governments, and nonprofits, who 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. The teams operate globally and have members based out of our offices in Mountain View, New York, London, Gurgaon, and Abu Dhabi.
As part of Coursera’s Enterprise team, you will play a key role in prospecting and supporting Account Managers selling directly to existing clients in a defined territory. You will focus on business development for larger, more strategic upsell & cross-sell opportunities. You will both support the customer experience while consistently collecting information to further the sales & support of this market. You are a passionate, entrepreneurial, result-driven individual with a proven record of exceeding sales targets, a high level of commitment, and a desire to be a part of a top-notch sales team. You will help build Coursera’s new Enterprise business and enhance our footprint within some of the company’s most strategic accounts in service of Coursera’s growth and long-term success.
Check out life at Coursera on The Muse!
Your responsibilities:
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- Research target accounts, identify key stakeholders, generate interest and develop accounts to grow the opportunity
- From an inbound perspective, take on leads from the current customer base of strategic accounts to effectively communicate value and qualify that lead into the account management team for upsell or cross-sell
- From an outbound perspective, identify and communicate with new stakeholders within client base, in an effort to convert them to new customers
- Assist in developing account mapping plans for our most strategic opportunities in the enterprise
- Identify sales opportunities within existing client base through direct prospecting, lead follow up, networking, & partner relationships
- Work closely with internal resources to drive events, promotions, and partnering
- Develop and maintain a high level of knowledge about Coursera’s products and services
- Research clients annual reports, strategic priorities, competitive strengths & weaknesses
- Develop and maintain an understanding of the learning industry, competitive offerings and other trends relevant to the position
- Document sales activities in the CRM (Salesforce.com), prepare accurate reports and forecasts, manage pipeline and perform other tasks necessary to drive sales revenue and communicate activities to sales management
- Be an active team player on the sales team, with business partners and throughout Coursera to help meet company objectives
- BA/BS or equivalent experience
- At least 2 years experience in Sales Development, Lead Generation, Sales experience within B2B environments
- Previous success achieving and exceeding assigned quotas
- Consultative, solution based sales methodology
- Skills in using Discover.org would be great!
- Strong skills using SalesForce and LinkedIn Sales Navigator
- Experience in building digital relationships that culminate in B2B opportunities
- Superior written and verbal communication skills, strong analytical and creative-problem solving abilities, excellent interpersonal skills, organizational, and operational skills
- Entrepreneurial drive and comfort working autonomously and as part of a team in ambiguous, quickly-changing environments
- Strong business acumen
- Sales experience with Human Resources/Talent Management applications and/or SaaS solutions is a strong plus
- Outstanding ability to collaborate, understand, and empathize with others
- Passion for education