Director, Revenue Strategy and Operations

Coursera was launched in 2012 by two Stanford Computer Science professors, 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 148 million registered learners as of March 31, 2024.

Coursera partners with over 325 leading university and industry partners to offer a broad catalog of content and credentials, including courses, Specializations, Professional Certificates, Guided Projects, and bachelor's and master's degrees. Institutions around the world use Coursera to upskill and reskill their employees, citizens, and students in fields such as data science, technology, and business. Coursera became a B Corp in February 2021.

Join us in our mission to create a world where anyone, anywhere can transform their life through access to education. We're seeking talented individuals who share our passion and drive to revolutionize the way the world learns.

We at Coursera 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. As a remote-first company, our interviews and onboarding are entirely virtual, providing a smooth and efficient experience for our candidates.

Job Overview:

The Revenue Operations team at Coursera is accountable for the overall growth of Coursera's business across Consumer, Enterprise and Degrees. As the Director, Revenue Strategy and Operations you will be responsible for delivering our business results for our Enterprise segment. They will partner with Global Sales, Customer Success, Finance, Legal, Product and Marketing to deliver, scale and grow revenue. They will also take up broad spectrum strategic projects which shape Coursera's future, which range from go to market expansion, strategic investments, and advancing sales productivity. This person's team will also drive in-depth quantitative analysis of key performance metrics across regions and key verticals with a focus on providing insights to senior leaders in alignment with Coursera's quarterly and annual goals. This role requires a self-starting, inspiring, independent thinking, deeply analytical and detail-oriented leader, who helps their team work in a structured manner and thrive in a high-growth environment.

Responsibilities:

• Develop and execute comprehensive sales models by collaborating with the sales, marketing, and finance teams that drive headcount, quota capacity, and expense management decisions. Track performance against those models by providing accurate and timely analysis that focus on key metric trends and areas for improvement.
• Draw upon analytical, critical thinking, and problem solving skills to effectively manage the Global revenue cadence, e.g. QBR, MBR, and annual planning deliverables
• Work with cross-functional teams to evaluate new strategies and opportunities for growth across the Enterprise segment. Utilize historical data, market trends, and sales pipeline analysis to provide insights that help the organization evaluate new initiatives and programs.
• Lead a global team by establishing key initiatives on a quarterly basis and running recurring sprint meetings to ensure work is prioritized and team is accountable for completion
• Support the RevOps leadership team in establishing a culture of high performing and engaged RevOps professionals who embody curiosity and best practice in everything they do.

Basic Qualifications:

• 7+ years of experience in similar role
• 5+ years of experience directly leading a Sales/Rev Ops organization
• Prior experience in people management
• Demonstrated ability to define, refine, and implement sales processes, procedures, and policies
• Experience developing and implementing metrics to effectively measure and monitor sales performance and productivity improvements. Inclusive of strong problem solving and collaboration skills, a motivated self-starter that is proactive and action-oriented
• Sound business judgment, a proven ability to influence others, strong analytical skills, and a proven track record of taking ownership, leading data-driven analyses, and influencing results

Preferred Qualifications:

• Experience working in B2B recurring revenue companies
• Financial Planning & Analysis experience preferred
• Excellent verbal and written communication skills
• Comfort working in ambiguity
• Project management mindset on task execution

If this opportunity interests you, you might like these courses on Coursera:

• Data Analysis & Presentation Skills
• Business Statistics and Analysis
• Business and Financial Modeling Specialization
• Data Warehousing for Business Intelligence Specialization

Coursera offers competitive pay and equitable compensation practices. Our job titles may span more than one career level. This role's targeted hiring base salary range is between $149,200 - $237,000. 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 [redacted].

For California Candidates, please review our CCPA Applicant Notice here.

For our Global Candidates, please review our GDPR Recruitment Notice here.