Account Lead – Enterprise SaaS Sales

About the role

The Account Lead owns the full customer lifecycle for enterprise clients, driving new logo acquisition, expansion, and renewals. You will act as a strategic advisor to executive stakeholders and partner closely with Customer Success to deliver learning outcomes at scale.

Key responsibilities

• Generate pipeline through social selling, networking, events and outbound prospecting; build and execute strategic territory plans to close new ARR deals.
• Own renewals and expansion within assigned accounts, develop account penetration strategies, collaborate with Customer Success on business outcomes, and negotiate multi‑year, multi‑solution agreements.
• Serve as the voice of the customer across product, engineering and legal teams, maintain rigorous pipeline hygiene, and represent Coursera at customer meetings, events and trade shows, traveling up to 25%.

Required profile

• 10+ years selling enterprise SaaS to large, complex global accounts with consistent over‑achievement of $1M+ annual quota.
• Proven success selling to C‑suite and functional leaders (CHRO, CLO, CIO, etc.) and strong collaboration with Customer Success.
• Excellent communication, executive presence, analytical problem‑solving, entrepreneurial drive, and ability to travel up to 25%.

Required skills

• Enterprise SaaS sales experience (preferably EdTech or HR Tech).
• Proficiency with Salesforce.