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Senior Deal Desk Analyst

United States

At Coursera, we aim to allow employees to develop their skills and grow their careers. One way we do this is with internal transfers. In order to support open and fair transfers, we practice transparency and have set guidelines for who is eligible to request a transfer.

Anyone who has been in their role for more than 6 months and in good standing may apply for a new position at Coursera. For consideration outside this timeframe, individuals should talk to their manager and People Business Partner. Please be sure to read the our Internal Mobility Program Policy here. 

We’re a globally distributed team that comes together intentionally for collaboration, complex problem-solving, and key milestones — creating opportunities for teams to do their best work together. Our virtual hiring and onboarding experience makes it easy to join us and start making an impact from anywhere. If you’re ready to make a global impact, help scale unique products across Coursera + Udemy, and grow your career, apply below.

Job Overview
The Senior Deal Desk Analyst is a strategic partner to the Sales, Finance, and Legal teams, responsible for leading complex deal structuring efforts, improving quote-to-cash (QTC) operations, and driving scalable deal governance practices. This role brings deep knowledge of SaaS contract models, pricing strategies, and revenue recognition, while also serving as a mentor to junior team members and a subject matter expert in QTC system enhancements. The ideal candidate operates with a high degree of autonomy, exercises sound business judgment, and balances operational rigor with a customer-focused mindset.

Responsibilities

Strategic Deal Support & Governance

  • Provide strategic guidance on complex deal structures across software, services, and renewal transactions, including implications for pricing, revenue recognition, and booking policy.
  • Assist with pricing and discounting strategy by partnering with Sales, Finance, and Accounting to ensure proposals are competitive, compliant, and aligned with financial targets.
  • Act as a subject matter expert on order management processes, ensuring deal structure aligns with operational capabilities and downstream system dependencies.
  • Advise Sales and GTM leaders on deal architecture options that align with both customer needs and internal financial controls.
  • Manage escalations for high-value or non-standard deals; drive resolution in collaboration with Finance, Legal, RevOps, and senior leadership.
  • Serve as a key liaison for both Direct and Channel sales teams, providing policy interpretation and creative solutions to drive deal velocity and compliance.


Process Optimization & QTC Leadership

  • Act as a QTC subject matter expert (SME) in system enhancement projects, UAT, and business process reengineering initiatives.
  • Proactively identify recurring QTC issues and partner cross-functionally to design scalable solutions and prevent future breakdowns.
  • Drive documentation and process maturity across approval flows, Rules of Engagement (ROE), and quoting best practices.

 

Team Mentorship & Knowledge Sharing

  • Mentor junior Deal Desk and Order Management team members by reviewing output, answering day-to-day process questions, and coaching through complex scenarios.
  • Lead knowledge-sharing sessions and participate in onboarding of new team members.
  • Contribute to the long-term vision and strategy for the Deal Desk function, including initiatives to enhance scalability, efficiency, and policy adoption.

 

Basic Qualifications

  • 4+ years of experience in Enterprise SaaS or B2B organizations in roles such as Deal Desk, Order Management, or Pricing Strategy.
  • Deep understanding of revenue recognition rules (e.g., ASC 606) and ability to assess booking risk across various deal structures.
  • Advanced proficiency with Salesforce, CPQ systems, and sales-related tools (e.g., pricing engines, data enrichment platforms).
  • Demonstrated expertise in structuring complex deals and advising on commercial terms, including Ramp, Clawback, Recontracting, and multi-year constructs.
  • Hands-on experience supporting pricing and discounting strategy in partnership with Sales, Finance, and Accounting, ensuring proposals align with financial goals and approval policies.
  • Proven ability to lead cross-functional initiatives and operate effectively in ambiguous, fast-paced environments.
  • Strong analytical, problem-solving, and project management skills; comfortable operating across multiple levels of abstraction

 

Compensation 
This role is available in the following US Pay Zones:

US Zone 3: $121,550- $143,000
US Zone 4: $113,000 - $133,000


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

Coursera is an Equal Opportunity Employer committed to building a welcoming and inclusive workplace. We consider all qualified applicants without regard to legally protected characteristics and provide reasonable accommodations upon request at recruting@coursera.org. 

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