Senior Manager - Deal Desk

Job Overview

The Senior Manager, Deal Desk plays a crucial role in driving revenue growth and sales efficiency of Coursera’s Enterprise team by streamlining the deal process, optimizing deal structures, and facilitating cross-functional collaboration. You will be responsible for building the strategic direction, implementing & optimizing processes and tools for scale and efficiency, and creating a culture of accountability and excellence. You will partner with sales, finance, accounting, legal & revenue operations to build productive relationships and ensure mutually beneficial outcomes for Coursera and our customers.This position requires a strong understanding of B2B sales, contract negotiation, pricing strategies, and the ability to navigate complex deals while ensuring compliance and profitability.

Responsibilities

• Develop, execute and optimize the deal desk strategy to support revenue generation including: implement scalable processes for deal approvals, ticket/case management, and deal escalations leveraging automation, AI and templatized solutions for scale

• Own and optimize bookings policy, ensuring the standard operating procedures mitigate risk while supporting revenue generation

• Serve as a trusted advisor to sales, consulting on deal structure, pricing, discounts and business terms. Ensure deals are profitable and align with company policies, legal requirements, and revenue recognition guidelines. Provide sales training and resources related to quoting, pricing, policy and related processes

• Develop a formal approach to discounting and special terms for non-standard deals, ensuring mutually beneficial outcomes for both parties

• Collaborate with cross-functional teams, including sales, finance, accounting, legal, and revenue operations, to build productive relationships and align deal desk efforts with overall business objectives

• Set clear performance targets and metrics for the deal desk team and track progress against goals, identifying areas for improvement and launching initiatives to optimize. Continually collect feedback and improve the rep experience working with the deal desk. 

Basic Qualifications

• Strong communication skills across all levels of an organization

• Ability to interpret complex data and and make decisions

• Experience managing cross-functional relationships

• Experience with Salesforce CPQ

• Leadership and people management experience

Preferred Qualifications

• MBA or advanced degree in a related field.

• Technology or software industry.

• Familiarity with revenue recognition

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

• Influencing People

• Successful Negotiation: Essential Strategies and Skills

Compensation

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 $146,800 and $183,500. 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.  

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