Responsibilities

Team Leadership

• Manage and develop 3-4 globally-based Deal Desk Analysts, staying actively engaged in deal-level decisions rather than operating purely at a policy level.
• Provide hands-on guidance on complex or non-standard deals - structuring options, pricing trade-offs, negotiation strategy - and coach analysts toward independent commercial judgment.
• Serve as the escalation point on complex deals before Finance/Legal sign-off.

Pricing & Discount Strategy

• Own discount governance, setting guardrails that balance deal velocity, margin, and customer experience.
• Analyze discounting trends and exception rates to identify leakage and drive refinements to commercial policy; build discount tiers and approval thresholds with Finance and Pricing & Packaging.
• Surface pricing insights from market and deal-level analysis - where pricing is winning, losing, or leaving revenue on the table - and deliver that perspective to senior leadership and the teams who own pricing strategy, directly informing GTM sales motions like packaging and seller enablement.
• Build pricing and discount playbooks tailored to specific regions and verticals, partnering with field sales to surface market and industry-specific needs.

Deal Structuring & Analysis

• Own commercial judgment on complex, high-value, or non-standard deals - structuring terms, payment schedules, multi-year commitments, and custom packaging to close revenue while protecting margin.
• Partner with Enterprise sellers to model scenarios and trade-offs (discount depth vs. term vs. payment terms) and recommend winning structures.
• Analyze historical deal data to identify what structures win, where deals stall, and where exceptions cluster - turning insights into playbooks and leadership recommendations.

Operational Excellence & Reporting

• Own Deal Desk KPIs (cycle time, discount depth, deal velocity, exceptions) and report on commercial health to leadership.
• Own commercial approval frameworks within Salesforce CPQ, continuously simplifying workflows and reducing friction in the sales process.
• Maintain clear documentation of policy and precedent to keep decisions consistent and auditable.

Cross-Functional Partnership

• Build strong rapport with Sales, Finance, Legal, and Product stakeholders, becoming a trusted point of contact for pricing and discounting questions.
• Co-own the development and refinement of commercial policy in partnership with Sales, Finance, Legal, and Product - actively shaping the guardrails these functions operate under, not just providing input.
• Represent Deal Desk in strategic planning discussions related to pricing strategy, packaging, and go-to-market evolution.
• Support the field with pricing and discounting guidance tailored to regional and vertical realities rather than one-size-fits-all policy.

Basic Qualifications

• 6+ years in Deal Desk, Revenue Operations, Commercial Operations, Sales Operations, Finance, or Pricing, with a strong focus on pricing analysis and deal structuring.
• 2+ years managing a globally distributed team (2+ reports), staying actively engaged in deal-level work.
• Experience presenting pricing and discounting analysis to leadership and influencing decisions beyond your own team.
• Strong relationship-building skills as a trusted pricing/discounting resource.
• Experience owning or co-owning discount governance and pricing frameworks in Salesforce CPQ or a comparable quote-to-cash system.
• Demonstrated ability to structure complex enterprise deals in a SaaS/subscription business.
• Strong analytical skills turning deal data into actionable recommendations.
• Experience developing or shaping commercial policy in partnership with cross-functional stakeholders.

Preferred Qualifications

• Experience in high-growth B2B SaaS with a global or multi-region sales org.
• Experience managing or coordinating across time zones with a global team.
• Comfort as a player-coach who stays hands-on with deal guidance.
• Experience representing a function in broader strategic planning around pricing, packaging, or GTM evolution.
• Experience tailoring pricing/discounting guidance to specific regions or verticals.
• Familiarity with ASC 606 as it relates to deal structuring.
• Advanced Excel/Google Sheets modeling and executive presentation experience

Compensation 

This role is available in the following US Pay Zones:

US Zone 3: $158,950 - $187,000

US Zone 4: $148,325 - $174,500

At Coursera, we offer competitive, zone-based pay aligned to your location, experience, and role level across four U.S. pay zones. Our total rewards package goes beyond salary, with comprehensive health and wellness benefits, bonus and RSU equity programs, and global perks designed to help you grow and thrive wherever you are.

US Pay Zones

• US-Z1: Bay Area 
• US-Z2: NYC and Seattle Metro 
• US-Z3: CA, WA, NY, NJ, CO, CT, DC, GA, IL, MA, MD, OR, RI, TX, VA
• US-Z4: AK, AZ, DE, FL, HI, ID, IN, IA, KS, KY, MI, MN, MO, MT, NC, NV, NH, OH, OK, PA, SC, TN, UT, VT, WI

Posting Date: 8/29/2026

Application Window: 

We anticipate the application window will be open until 9/18/2026. Based on business needs, this opportunity may remain posted beyond or closed before the anticipated application window.

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