Head of Enterprise Sales

Job Description

The Coursera Enterprise team serves global organizations, including leading Corporations, Universities, and Governments, who seek to upskill or retrain their workforce with the world’s best education. The Enterprise team is made up of several functional roles including: Sales, Sales Development, Customer Success, Channel, Implementation Management, Skills Transformation and Revenue Strategy & Operations. The teams operate globally and have members based out of our offices in Mountain View, Toronto, New York, London, Gurgaon, Abu Dhabi and working remotely. 

You will be responsible for leading our Latin America Enterprise go to market teams and will have revenue and growth responsibility for the region. Primary responsibility for our Corporate, University and Government business in Latin America and the Caribbean.

This role is the Coursera Enterprise Executive leader for Latin America with direct management of the Latin America sales force and dotted line responsibility for helping lead in region Go to Market functions (Sales Development, Customer Success, Implementation, Skills Transformation, Marketing, Strategy & Ops).  The person fulfilling this role is expected to be a senior sales leader and play a significant contributing role in developing strategy and go to market execution for the Region as well as input into global growth plans.  Role reports to the Regional GM of Americas.  

You are a passionate, entrepreneurial sales leader and responsible for driving your team’s success and delivering the team’s growth and revenue goals associated with Coursera Enterprise in the LATAM region. 

Responsibilities

• Lead our Go to Market (GTM) Strategy for Latin America (LATAM). Help define the right strategies to increase market share and revenue growth across a diverse group of countries.

• Meet and exceed all team quarterly and annual sales quotas for our Corporate, University and Government business.

• Drive pipeline growth for the LATAM regional and coordinate top of funnel activity between Marketing, Sales, Sales Development and Customer Success teams.

• Recruit, onboard and enable new team members.

• Coach and develop team members for promotion and internal mobility opportunities. Provide coaching to team members for sales/GTM efforts and career development.

• Work with existing and new Enterprise Channel partners to accelerate growth in the region and help build the Channel ecosystem in the region.

• Assist in the negotiation of key sales opportunities.

• Partner with marketing and sales leadership teams on prospecting, campaigns, events and other initiatives. Provide quantitative/qualitative analysis to inform team on general trends, product, competitors

• Ensure accurate reporting of leads, pipeline, activities , and forecasts. 

• Attend key prospect and client meetings to support sales opportunities within LATAM Enterprise.

• Act as a senior leader for the business and play an active role assisting management of the cross functional LATAM GTM team.

Basic Qualifications

• 7+ years sales leadership experience at an Enterprise SaaS company or equivalent

• Experience leading Enterprise sales teams and over-achieving quarterly and annual sales targets

• Experience working in the LATAM market

• Cross-functional collaboration experience - able to work with different functions effectively and for the overall benefit to the business

• Comfortable working in sales systems to facilitate data driven decisions and KPIs

• Executive gravitas: can lead meetings with C-suite representatives from prospective customers

• Business fluency in English and Spanish 

Preferred Qualifications

• Experience selling to the Corporate, University & Government segments within LATAM

• Strong written and verbal communication skills, strong analytical and creative problem-solving abilities, excellent interpersonal skills, organizational, and operational skills

• Entrepreneurial drive and comfort working as part of a team in ambiguous, quickly-changing environments

• Business fluency in Portuguese 

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

• Foundations of Business Strategy

• Successful Negotiation: Essential Strategies and Skills