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Coursera (recently merged with Udemy) is seeking a Senior Manager, Deal Desk to lead a global team of 5-10 employees supporting enterprise sales operations. This role is central to enabling efficient, scalable deal execution across Coursera's Enterprise business.
You will establish and evolve commercial governance, pricing practices, and operational processes that support enterprise revenue growth. Working as a trusted advisor to Sales leadership and executive stakeholders, you'll balance customer needs with business objectives while partnering with Revenue Operations, Finance, Pricing & Packaging, Legal, Deal Operations, Product, and Compensation teams.
Key responsibilities include:
**Functional Leadership & Strategy:**
- Lead the global Deal Desk function, establishing scalable commercial governance and pricing practices
- Build and develop a high-performing team responsible for commercial guidance, pricing governance, quote approvals, and complex deal structuring
- Coach, mentor, and develop team members through performance management, career planning, and professional development
- Serve as senior escalation point for complex, high-impact, or non-standard commercial transactions
- Develop and refine commercial policies, pricing governance, and approval frameworks that balance revenue growth, customer experience, and financial controls
- Partner with Sales leadership to enable complex transactions while maintaining pricing discipline and operational scalability
**Operational Excellence & Analytics:**
- Oversee daily Deal Desk operations, ensuring timely resolution of sales inquiries, commercial approvals, and deal escalations
- Leverage insights from customer transactions to influence pricing strategy, commercial policies, and go-to-market initiatives
- Drive continuous operational improvements and process optimization
- Support Coursera's integration of commercial operations with Udemy, shaping scalable processes for the combined entity
This is a globally distributed role with flexibility to work from anywhere, though the company emphasizes intentional collaboration for key milestones and complex problem-solving.
