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Salary: USD 196,000 - 245,000 / annual
Coursera and Udemy have merged to create a unified platform serving 300+ million learners and 12,000+ enterprise customers. This Growth Enterprise Account Executive role focuses on selling to mid-market companies (1,250–5,999 employees) across all industries within a specified geographic territory.
You will own the full sales cycle from discovery through negotiation, managing both transactional and multi-year six-figure deals. Key responsibilities include:
• Prospecting and building pipeline with HR/L&D leaders, executives, and department heads across multiple lines of business
• Managing territory strategically, developing sales plans, and identifying expansion opportunities within existing accounts
• Collaborating with Customer Success to identify upsell and renewal opportunities (land-and-expand model)
• Developing and testing new sales tactics and outbound campaigns, sharing successful approaches with peers
• Leveraging modern AI tools—including generative AI, conversational intelligence, and sales technology—to enhance account research, stakeholder mapping, and deal strategy
• Using AI-driven insights to understand business priorities, risks, and opportunities; crafting tailored messaging and executive narratives
• Delivering outcome-focused pitches to senior decision-makers informed by AI-enhanced research
• Creating accurate sales forecasts through disciplined pipeline management
• Team selling with Sales Development, Customer Success, Professional Services, Sales Engineering, Marketing, Product, and executives
The role emphasizes coachability, sales-process discipline, business acumen, grit, and AI proficiency. You will be part of a globally distributed team with flexibility to work from home, an office, or collaboration spaces.
REQUIREMENTS:
• Minimum 5 years of closing experience with department leaders and C-suite at mid-size businesses (1,000+ employees)
• B2B SaaS sales background
• Enterprise-style go-to-market playbook experience, including value-based selling and leveraging Solution Engineers/Value Engineers
• Experience in overlay specialist sales models (partnering with other Account Executives)
• Proven prospecting and territory management experience
• Demonstrated proficiency with modern AI tools (generative AI, sales technology) for account research, stakeholder mapping, and deal execution
• Ability to create tailored messaging using effective prompts and interpret AI-driven insights
• Proven ability to apply AI insights to shape deal strategy, build executive narratives, and deliver compelling pitches
• Strong writing, strategic thinking, and planning skills
• Growth mindset and adaptability
