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Coursera (now merged with Udemy) is seeking an Account Lead to own the full customer lifecycle for enterprise accounts in the Singapore region. You will acquire net-new enterprise logos, expand and renew installed accounts, and serve as a strategic advisor to executive stakeholders. This role combines new business development with account growth and renewal management, requiring you to build territory and account plans, run a transparent sales process, collaborate with Customer Success, and act as the voice of the customer internally.
Key responsibilities include:
**New Business Acquisition:** Generate pipeline through social selling, networking, events, and outbound prospecting. Build and execute a strategic territory plan to move opportunities through the funnel. Drive multi-threaded engagement across target accounts with consultative discovery and solution mapping. Consistently meet or exceed quarterly and annual new ARR quotas while maintaining accurate forecasts. Leverage industry and L&D/HR trends to articulate Coursera's differentiated value.
**Account Growth and Renewals:** Own renewals and expansion within assigned accounts to deliver NRR and GRR targets. Build and execute account penetration strategies leveraging internal champions, referrals, and prospecting 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 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%.
**Requirements:**
- 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
- 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
