Director, Sales Effectiveness & Programs

United States

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 162 million registered learners as of September 30, 2024.

Coursera partners with over 350 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. 

Coursera has a commitment to enabling flexibility and workspace choices for employees. Our interviews and onboarding are entirely virtual, providing a smooth and efficient experience for our candidates. As an employee, we enable you to select your main way of working, whether it's from home, one of our offices or hubs, or a co-working space near you.

Job Overview:

We are seeking a highly skilled and strategic leader to join our organization as Director of Sales Excellence and Programs. In this pivotal role, you will act as a force multiplier for our revenue generation engine. You will achieve this by developing sales programs, playbooks, and enablement strategies to support our growth while instilling a disciplined sales process across the organization. This role demands a deep understanding of scaling enterprise Go-To-Market strategies, modern sales methodologies, a proven track record of driving measurable sales growth, and the ability to foster cross-functional collaboration to achieve operational excellence.

This is not merely about "sales enablement"—it's about transforming how we sell.

As a trusted advisor to the Enterprise Sales and Customer Success Leadership team, the focus of the Sales Excellence Leader is to be a driver of sales discipline and execution excellence. You will establish yourself as a trusted coach by accelerating business growth by translating insights into actions. This role puts you central to the business and in a position to distill field/customer insights into global execution plans. In addition to owning and driving a portfolio of sales programs, the role amplifies their impact by aligning and motivating our Enterprise team toward common goals

Responsibilities:

  • Strategic Leadership: Develop and implement a comprehensive sales excellence and enablement strategy that aligns with the overall business objectives and sales goals with an emphasis on improving sales productivity
  • Program Development: Design, deliver, and continuously improve sales excellence and enablement programs focused on offering knowledge, sales techniques, and  best practices
  • Content Management: Create and maintain sales enablement content such as playbooks, training materials, presentations, case studies, and competitive analysis
  • Cross-functional collaboration: Work closely with sales, marketing, product management, and other departments to ensure alignment and optimize sales processes
  • Performance Monitoring: Analyze sales performance metrics to measure the effectiveness of enablement initiatives and identify areas for improvement
  • Coaching & Support: Provide hands-on coaching to sales leaders and teams to reinforce best practices and drive performance

Basic Qualifications:

  • Bachelor's degree in business administration, marketing, or a related field or equivalent work experience.
  • 10+ years of proven experience in sales effectiveness, sales operations, or a related field
  • 3+ years of  proven experience managing and leading people 
  • Deep understanding of Revenue Operations with a track record of successfully implementing and optimizing sales strategies, processes, and enablement
  • Proven experience with sales enablement initiatives, including training, content development, and sales collateral
  • Demonstrated history effectively collaborating with cross-functional teams and influence senior stakeholders

Preferred Qualifications:

  • Proficiency in sales systems and tools, such as Gong, Outreach, Gainsight, Highspot, and Salesforce.
  • Results-oriented mindset with a track record of driving measurable business outcomes
  • Strong analytical and problem-solving skills, with the ability to leverage data-driven insights to drive decision-making
  • Strategic mindset with the ability to translate business objectives into actionable sales effectiveness programs as well as excellent written and verbal communication and presentation skills
  • Experience in working with global teams or in a multicultural environment
  • Commitment to diversity and inclusion in team-building and leadership.

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 $148,000 and $198,000. 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. 

#LI-KW1

 

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 accommodations@coursera.org.
 
For California Candidates, please review our CCPA Applicant Notice here.
For our Global Candidates, please review our GDPR Recruitment Notice here.
 
#LI-Remote

Apply for this job

*

indicates a required field

Resume/CV*

Accepted file types: pdf, doc, docx, txt, rtf

Cover Letter

Accepted file types: pdf, doc, docx, txt, rtf

Select...
Select...
Select...
COURSERA IS A U.S. GOVERNMENT CONTRACTOR AND WE ARE REQUIRED TO INQUIRE ABOUT CONFLICTS BEFORE WE CAN RECRUIT CURRENT OR FORMER GOVERNMENT EMPLOYEES. IF THIS APPLIES TO YOU, WE REQUEST A LETTER FROM YOUR SUPERVISOR THAT THEY HAVE BEEN INFORMED ABOUT YOUR CONTACT WITH COURSERA (OR AS A FORMER EMPLOYEE, A LETTER STATING AN ETHICS OPINION WHICH IDENTIFIES ANY LIMITATIONS WHICH APPLY TO YOUR WORK IN THE PRIVATE SECTOR). THE LETTER SHOULD IDENTIFY ANY CONFLICTS OR POTENTIAL CONFLICTS, IF ANY EXIST.

Accepted file types: pdf, doc, docx, txt, rtf

Select...
Select...

Voluntary Self-Identification

For government reporting purposes, we ask candidates to respond to the below self-identification survey. Completion of the form is entirely voluntary. Whatever your decision, it will not be considered in the hiring process or thereafter. Any information that you do provide will be recorded and maintained in a confidential file.

As set forth in Coursera’s Equal Employment Opportunity policy, we do not discriminate on the basis of any protected group status under any applicable law.

Select...
Select...
Race & Ethnicity Definitions

If you believe you belong to any of the categories of protected veterans listed below, please indicate by making the appropriate selection. As a government contractor subject to the Vietnam Era Veterans Readjustment Assistance Act (VEVRAA), we request this information in order to measure the effectiveness of the outreach and positive recruitment efforts we undertake pursuant to VEVRAA. Classification of protected categories is as follows:

A "disabled veteran" is one of the following: a veteran of the U.S. military, ground, naval or air service who is entitled to compensation (or who but for the receipt of military retired pay would be entitled to compensation) under laws administered by the Secretary of Veterans Affairs; or a person who was discharged or released from active duty because of a service-connected disability.

A "recently separated veteran" means any veteran during the three-year period beginning on the date of such veteran's discharge or release from active duty in the U.S. military, ground, naval, or air service.

An "active duty wartime or campaign badge veteran" means a veteran who served on active duty in the U.S. military, ground, naval or air service during a war, or in a campaign or expedition for which a campaign badge has been authorized under the laws administered by the Department of Defense.

An "Armed forces service medal veteran" means a veteran who, while serving on active duty in the U.S. military, ground, naval or air service, participated in a United States military operation for which an Armed Forces service medal was awarded pursuant to Executive Order 12985.

Select...

Voluntary Self-Identification of Disability

Form CC-305
Page 1 of 1
OMB Control Number 1250-0005
Expires 04/30/2026

Why are you being asked to complete this form?

We are a federal contractor or subcontractor. The law requires us to provide equal employment opportunity to qualified people with disabilities. We have a goal of having at least 7% of our workers as people with disabilities. The law says we must measure our progress towards this goal. To do this, we must ask applicants and employees if they have a disability or have ever had one. People can become disabled, so we need to ask this question at least every five years.

Completing this form is voluntary, and we hope that you will choose to do so. Your answer is confidential. No one who makes hiring decisions will see it. Your decision to complete the form and your answer will not harm you in any way. If you want to learn more about the law or this form, visit the U.S. Department of Labor’s Office of Federal Contract Compliance Programs (OFCCP) website at www.dol.gov/ofccp.

How do you know if you have a disability?

A disability is a condition that substantially limits one or more of your “major life activities.” If you have or have ever had such a condition, you are a person with a disability. Disabilities include, but are not limited to:

  • Alcohol or other substance use disorder (not currently using drugs illegally)
  • Autoimmune disorder, for example, lupus, fibromyalgia, rheumatoid arthritis, HIV/AIDS
  • Blind or low vision
  • Cancer (past or present)
  • Cardiovascular or heart disease
  • Celiac disease
  • Cerebral palsy
  • Deaf or serious difficulty hearing
  • Diabetes
  • Disfigurement, for example, disfigurement caused by burns, wounds, accidents, or congenital disorders
  • Epilepsy or other seizure disorder
  • Gastrointestinal disorders, for example, Crohn's Disease, irritable bowel syndrome
  • Intellectual or developmental disability
  • Mental health conditions, for example, depression, bipolar disorder, anxiety disorder, schizophrenia, PTSD
  • Missing limbs or partially missing limbs
  • Mobility impairment, benefiting from the use of a wheelchair, scooter, walker, leg brace(s) and/or other supports
  • Nervous system condition, for example, migraine headaches, Parkinson’s disease, multiple sclerosis (MS)
  • Neurodivergence, for example, attention-deficit/hyperactivity disorder (ADHD), autism spectrum disorder, dyslexia, dyspraxia, other learning disabilities
  • Partial or complete paralysis (any cause)
  • Pulmonary or respiratory conditions, for example, tuberculosis, asthma, emphysema
  • Short stature (dwarfism)
  • Traumatic brain injury
Select...

PUBLIC BURDEN STATEMENT: According to the Paperwork Reduction Act of 1995 no persons are required to respond to a collection of information unless such collection displays a valid OMB control number. This survey should take about 5 minutes to complete.