Account Lead - C4B

About the role

Coursera and Udemy are hiring an Account Lead who owns the full customer lifecycle: acquiring net-new enterprise logos, expanding and renewing installed accounts, and acting as a strategic advisor to executive stakeholders. The role builds and executes territory and account plans, runs a repeatable sales process, works closely with Customer Success and represents the customer's voice across the company. It covers Malaysia and one or more additional ASEAN markets, with success measured by new ARR, renewals, expansion revenue and forecast accuracy.

Key responsibilities

• New business: generate pipeline through social selling, networking, events and outbound prospecting; build and run a territory plan; drive multi-threaded engagement and consultative discovery; meet quarterly and annual new ARR targets and keep forecasts accurate.
• Account growth and renewals: own renewals and expansion, deliver NRR and GRR targets, and run account penetration strategies using internal champions and referrals.
• Partner with Customer Success on business outcomes, run executive QBRs and success plans, and close upsell and cross-sell opportunities.
• Build relationships with C-suite and functional buyers and negotiate multi-year, multi-solution agreements.
• Act as the voice of the customer with product, content, engineering, business development and legal, and maintain pipeline hygiene and weekly activity metrics in CRM.
• Help configure solutions, write proposals and quotes, and shepherd contracts through legal and finance; represent the company at customer meetings, events and trade shows, travelling up to 25%.

Required profile

• 10+ years selling enterprise SaaS into large, complex, global accounts, covering both new logos and renewals, with consistent overachievement of targets.
• Proven track record exceeding $1M+ annual quota, accurate forecasting and closing complex, multi-stakeholder deals.
• Experience selling to C-suite and functional leaders such as CHRO, CLO and CIO.
• Strong collaboration with Customer Success, excellent communication and executive presence, and ability to travel up to 25%.
• Preferred: EdTech, HR Tech or HR/L&D experience, a history of multi-year enterprise agreements and global rollouts, thought leadership in workforce transformation, and Salesforce proficiency.