VP - Revenue Operations
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Coursera is at the forefront of global education, offering a dynamic online learning platform that caters to over 94 million learners worldwide. With collaborations from nearly 250 elite universities and industry leaders, we present a range of courses, Specializations, certificates, and degree programs designed to equip learners with future-ready skills. Our mission is simple yet powerful: to enable anyone, anywhere, to transform their life through access to the best learning experiences the world has to offer.
At this critical juncture, as we target a visionary revenue goal, Coursera invites an experienced Worldwide Vice President of Revenue Operations to guide our Strategy & Operations (S&O) team. This executive role is central to our aim of scaling revenue and refining our economic model. You will be at the forefront, curating a culture dedicated to performance and distinction, simultaneously meeting immediate needs while sculpting our long-range ambitions.
The Strategy & Operations team collaborates closely with leaders across our global consumer, enterprise, and degree offerings, ensuring Coursera's growth is both robust and sustainable. In your role as VP of Revenue Operations, you will lead the charge in steering strategic endeavors and crafting operational procedures that propel us on our path to achieving and surpassing the billion-dollar revenue milestone. Your guidance will harmonize our customer-facing functions—including sales, marketing, customer success, content acquisition, and campaign management—while drawing from your vast knowledge and expertise in strategic planning, global sales, and field marketing.
Role and Responsibilities
Craft and implement a comprehensive revenue operations strategy that supports Coursera's commitment to expanding access to world-class education.
Lead and support strategy and operations leaders and their teams, ensuring that strategy support, sales processes, and CRM management are executed with precision and aligned with organizational goals.
Optimize the entire sales process, harmonizing the efforts of cross-functional teams, and refining approaches to customer engagement.
Utilize data analytics for capturing key insights that direct and improve sales performance, fostering a culture of informed decision-making.
Govern CRM management strategies to bolster a robust marketing & sales ecosystem with top-tier data management and insightful reporting metrics.
Establish clear performance metrics for the sales team, benchmarking effectiveness and efficiency.
Facilitate high-quality enablement and onboarding programs that empower the salesforce with critical product knowledge and expertise.
Drive accurate and consistent sales forecasting in tandem with the finance team, ensuring reliable planning for future growth.
Lead continuous process improvements, identifying and implementing best practices to elevate operational efficiency.
Coordinate the creation and maintenance of sales collateral to assist in effective prospect engagement and conversion.
Engage in active cross-functional collaboration, ensuring alignment and fostering strong partnerships between marketing, finance, product development, and other key areas.
Implementing best practices across global sales and marketing operations to boost efficiency, increase outreach, and drive superior performance.
Professional Qualifications
10-15+ years experience in sales/revenue operations leadership within high-growth, B2B SaaS, leading global teams at scale of 500M-1B+; public company experience highly preferred.
Experience leveraging data-driven insights to craft the long-term strategic vision that will drive repeatability and scalability within the business: improving sales and marketing productivity and performance, owning the business analysis, defining key objectives, and problem-solving cross-functionally to achieve short and long term results.
Ability to initiate cross-departmental company initiatives, gathering divergent opinions and building consensus around company strategy to accomplish shared goals.
Deep expertise in selecting, implementing and driving usage of tools and process adherence spanning the full customer lifecycle, from top of funnel through post-sale/expansion.
Experience building and implementing enablement programs that ensure the long-term success of customer-facing teams.
Establish and maintain operating cadence/rigor across revenue operations to measure and report on key performance metrics including forecast accuracy, funnel analysis, and pipeline management,
Outstanding communication and critical thinking skills to understand sales/marketing policies and processes at a company and individual sales rep level.
Track record of building world-class, high-performing, engaged and motivated teams.
Experience working within both B2B, B2C, or marketplace companies is a plus.
Personal Characteristics
A lifelong learner, passionate about growth and development.
Intellectually curious and able to think deeply and qualitatively about business problems, breaking down issues and presenting solutions.
A no-ego leader who instills confidence through collaboration and influencing, industry expertise, high-growth experience, and successful team building.
They must be able to both drive the strategic direction of the RevOps function and be willing to roll up their sleeves and dive into the details when necessary.
Entrepreneurial, results-oriented with a high level of dedication, energy, and integrity.
Should possess an unrelenting drive to succeed.
A strong sense of urgency, and understanding of what needs to get done to achieve desired growth.
Collaborative and proactive by nature with strong cross-functional and integrative organizational skills.
A continuous process improvement mindset.
Coursera Values
Learners first - champion the needs, potential, and progress of learners everywhere.
Play for team Coursera - excel as an individual and win as a team. Put Coursera’s mission and results before personal goals.
Maximize impact - increase leverage by focusing on things that produce bigger results with less effort.
Learn, change, and grow - move fast, take risks, innovate, and learn quickly. Invite and offer feedback with respect, courage, and candor.
Love without limits - celebrate the diversity and dignity of every one of our employees, learners, customers, and partners.
Top metrics:
Revenue growth (all segments)
Paid retention
New paying learners
Sales and marketing as a percentage of revenue
Field productivity
Lead conversion rate
Top 3 Deliverables:
Achievement against all segment financial plans
Achievement against revenue KPIs
Desired Outcomes:
Grow revenues at a high and predictable rate:
Consumer at 20%+ per year
Enterprise at 25%+ per year
Degrees at 60%+ per year
Develop the GTM strategy leveraging Content and Product synergies between consumer, degree, and enterprise businesses to drive sustainable growth
Influence cross-functional teams by removing roadblocks and developing systems and processes to unlock productivity
Influence teams in a matrix environment and create a compelling story to get people motivated and mobilized to act on a shared goal
About the job
VP - Revenue Operations
To see similar active jobs please follow this link: Remote Management jobs
Coursera is at the forefront of global education, offering a dynamic online learning platform that caters to over 94 million learners worldwide. With collaborations from nearly 250 elite universities and industry leaders, we present a range of courses, Specializations, certificates, and degree programs designed to equip learners with future-ready skills. Our mission is simple yet powerful: to enable anyone, anywhere, to transform their life through access to the best learning experiences the world has to offer.
At this critical juncture, as we target a visionary revenue goal, Coursera invites an experienced Worldwide Vice President of Revenue Operations to guide our Strategy & Operations (S&O) team. This executive role is central to our aim of scaling revenue and refining our economic model. You will be at the forefront, curating a culture dedicated to performance and distinction, simultaneously meeting immediate needs while sculpting our long-range ambitions.
The Strategy & Operations team collaborates closely with leaders across our global consumer, enterprise, and degree offerings, ensuring Coursera's growth is both robust and sustainable. In your role as VP of Revenue Operations, you will lead the charge in steering strategic endeavors and crafting operational procedures that propel us on our path to achieving and surpassing the billion-dollar revenue milestone. Your guidance will harmonize our customer-facing functions—including sales, marketing, customer success, content acquisition, and campaign management—while drawing from your vast knowledge and expertise in strategic planning, global sales, and field marketing.
Role and Responsibilities
Craft and implement a comprehensive revenue operations strategy that supports Coursera's commitment to expanding access to world-class education.
Lead and support strategy and operations leaders and their teams, ensuring that strategy support, sales processes, and CRM management are executed with precision and aligned with organizational goals.
Optimize the entire sales process, harmonizing the efforts of cross-functional teams, and refining approaches to customer engagement.
Utilize data analytics for capturing key insights that direct and improve sales performance, fostering a culture of informed decision-making.
Govern CRM management strategies to bolster a robust marketing & sales ecosystem with top-tier data management and insightful reporting metrics.
Establish clear performance metrics for the sales team, benchmarking effectiveness and efficiency.
Facilitate high-quality enablement and onboarding programs that empower the salesforce with critical product knowledge and expertise.
Drive accurate and consistent sales forecasting in tandem with the finance team, ensuring reliable planning for future growth.
Lead continuous process improvements, identifying and implementing best practices to elevate operational efficiency.
Coordinate the creation and maintenance of sales collateral to assist in effective prospect engagement and conversion.
Engage in active cross-functional collaboration, ensuring alignment and fostering strong partnerships between marketing, finance, product development, and other key areas.
Implementing best practices across global sales and marketing operations to boost efficiency, increase outreach, and drive superior performance.
Professional Qualifications
10-15+ years experience in sales/revenue operations leadership within high-growth, B2B SaaS, leading global teams at scale of 500M-1B+; public company experience highly preferred.
Experience leveraging data-driven insights to craft the long-term strategic vision that will drive repeatability and scalability within the business: improving sales and marketing productivity and performance, owning the business analysis, defining key objectives, and problem-solving cross-functionally to achieve short and long term results.
Ability to initiate cross-departmental company initiatives, gathering divergent opinions and building consensus around company strategy to accomplish shared goals.
Deep expertise in selecting, implementing and driving usage of tools and process adherence spanning the full customer lifecycle, from top of funnel through post-sale/expansion.
Experience building and implementing enablement programs that ensure the long-term success of customer-facing teams.
Establish and maintain operating cadence/rigor across revenue operations to measure and report on key performance metrics including forecast accuracy, funnel analysis, and pipeline management,
Outstanding communication and critical thinking skills to understand sales/marketing policies and processes at a company and individual sales rep level.
Track record of building world-class, high-performing, engaged and motivated teams.
Experience working within both B2B, B2C, or marketplace companies is a plus.
Personal Characteristics
A lifelong learner, passionate about growth and development.
Intellectually curious and able to think deeply and qualitatively about business problems, breaking down issues and presenting solutions.
A no-ego leader who instills confidence through collaboration and influencing, industry expertise, high-growth experience, and successful team building.
They must be able to both drive the strategic direction of the RevOps function and be willing to roll up their sleeves and dive into the details when necessary.
Entrepreneurial, results-oriented with a high level of dedication, energy, and integrity.
Should possess an unrelenting drive to succeed.
A strong sense of urgency, and understanding of what needs to get done to achieve desired growth.
Collaborative and proactive by nature with strong cross-functional and integrative organizational skills.
A continuous process improvement mindset.
Coursera Values
Learners first - champion the needs, potential, and progress of learners everywhere.
Play for team Coursera - excel as an individual and win as a team. Put Coursera’s mission and results before personal goals.
Maximize impact - increase leverage by focusing on things that produce bigger results with less effort.
Learn, change, and grow - move fast, take risks, innovate, and learn quickly. Invite and offer feedback with respect, courage, and candor.
Love without limits - celebrate the diversity and dignity of every one of our employees, learners, customers, and partners.
Top metrics:
Revenue growth (all segments)
Paid retention
New paying learners
Sales and marketing as a percentage of revenue
Field productivity
Lead conversion rate
Top 3 Deliverables:
Achievement against all segment financial plans
Achievement against revenue KPIs
Desired Outcomes:
Grow revenues at a high and predictable rate:
Consumer at 20%+ per year
Enterprise at 25%+ per year
Degrees at 60%+ per year
Develop the GTM strategy leveraging Content and Product synergies between consumer, degree, and enterprise businesses to drive sustainable growth
Influence cross-functional teams by removing roadblocks and developing systems and processes to unlock productivity
Influence teams in a matrix environment and create a compelling story to get people motivated and mobilized to act on a shared goal