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Director of Account Management
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Scaled Account Manager
4 weeks ago
Coursera was launched in 2012 by 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 183 million registered learners as of June 30, 2025. Coursera partners with over 350 leading university and industry partners to offer a broad catalog of content and credentials, including courses, Specializations, Professional Certificates, and degrees. Coursera's platform innovations enable instructors to deliver scalable, personalized, and verified learning experiences to their learners. Institutions worldwide rely on Coursera to upskill and reskill their employees, citizens, and students in high-demand fields such as GenAI, data science, technology, and business. Coursera is a Delaware public benefit corporation and a B Corp. We\'re a global platform aiming to transform lives through learning by offering transformative courses, certificates, and degrees that empower learners worldwide to advance their careers through skill mastery. We\'re looking for inventors, innovators, and lifelong learners eager to shape the future of education. If you\'re ready to build the global programs and tools that fuel the power of online learning, join Team Coursera. At Coursera, we 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. Coursera has a commitment to enabling flexibility and workspace choices for employees. Our interviews and onboarding are entirely virtual, providing a smooth and efficient experience for our candidates. As an employee, we enable you to select your main way of working, whether it\'s from home, one of our offices or hubs, or a co-working space near you. 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. 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. 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 accommodations@coursera.org. For California Candidates, please review our CCPA Applicant Notice here. For our Global Candidates, please review our GDPR Recruitment Notice here. Seniority level Mid-Senior level Employment type Full-time Job function Sales and Business Development Industries E-Learning Providers National Account Manager - Institutional Accounts – Toronto, Ontario, Canada CA$40,000 - CA$45,000 We\'re unlocking community knowledge in a new way. Experts add insights directly into each article, started with the help of AI. #J-18808-Ljbffr
