Senior Global Deal Desk Manager, Coursera

• 8+ years of experience in Deal Desk, Revenue Operations, Commercial Operations, Sales Operations, Finance, Pricing, or a related commercial function
• 3+ years of experience leading and developing teams of 5–10 people
• Hands-on experience administering and configuring Salesforce CPQ, including quoting workflows, approval rules, and report/dashboard development
• Experience with enterprise pricing strategy, discount governance, commercial approvals, and complex deal structuring in an Enterprise SaaS or subscription-based sales organization
• Experience developing commercial policies, pricing frameworks, or governance models in partnership with Sales, Finance, Legal, and executive stakeholders

Desirable

• The Deal Desk team at Coursera partners closely with Sales and cross-functional stakeholders to enable efficient, scalable, and commercially sound deal execution across the Enterprise business
• As the Senior Manager, Deal Desk, you will lead a team of 5-10 employees and continuously evolve the global Deal Desk function, establishing scalable commercial governance, pricing practices, and operational processes that support enterprise revenue growth
• This role serves as a trusted advisor to Sales leadership and executive stakeholders by balancing customer needs with business objectives
• You will partner closely with Revenue Operations, Finance, Pricing & Packaging, Legal, Deal Operations, Product, Compensation, and other cross-functional teams to remove obstacles throughout the sales cycle, improve operational efficiency, and continuously evolve commercial policies and processes that enable scalable growth
• Beyond leading day-to-day Deal Desk operations, you will leverage insights from customer transactions to influence pricing strategy, commercial policies, operational improvements, and go-to-market initiatives
• As Coursera continues to evolve, including the integration of commercial operations with Udemy, this role will play a key leadership role in shaping scalable commercial processes and governance for the future
• Lead and continuously evolve the global Deal Desk function, establishing scalable commercial governance, pricing practices, and operational processes that support enterprise revenue growth
• Lead and develop a high-performing global Deal Desk team responsible for supporting Enterprise Sales through commercial guidance, pricing governance, quote approvals, and complex deal structuring
• Coach, mentor, and develop team members through performance management, career planning, ongoing feedback, and professional development while fostering a culture of accountability, collaboration, and continuous improvement
• Serve as the senior escalation point for complex, high-impact, or non-standard commercial transactions requiring cross-functional alignment and sound commercial judgment
• Lead the development, implementation, and ongoing refinement of commercial policies, pricing governance, approval frameworks, and operational standards that balance revenue growth, customer experience, and financial controls
• Partner closely with Sales leadership to enable complex transactions while maintaining pricing discipline, commercial consistency, and operational scalability
• Oversee daily Deal Desk operations, ensuring timely resolution of sales inquiries, commercial approvals, and deal escalations while maintaining established service levels and delivering an exceptional internal customer experience
• Develop, maintain, and analyze Deal Desk reporting and operational KPIs, monitoring deal velocity, approval cycle time, pricing trends, discounting behavior, exception rates, and overall commercial health to identify opportunities for continuous improvement
• Own commercial approval frameworks within Salesforce CPQ and continuously identify opportunities to simplify approval workflows, improve operational efficiency, and reduce friction throughout the sales process
• Lead continuous improvement initiatives across commercial processes, policies, systems, and approval frameworks to improve seller productivity, operational efficiency, and customer experience
• Exercise sound commercial judgment when evaluating complex or non-standard transactions, balancing customer outcomes, revenue objectives, operational scalability, and financial risk while empowering the team to make consistent, high-quality decisions
• Collaborate across Revenue Operations, Finance, Pricing & Packaging, Legal, Product, Deal Operations, Compensation, and other stakeholders to resolve complex customer scenarios and drive cross-functional alignment
• Represent Deal Desk in strategic planning initiatives related to pricing strategy, commercial policy, new product launches, promotional programs, and go-to-market evolution
• Partner with system owners to prioritize enhancements to Salesforce, CPQ, pricing tools, and commercial systems that improve automation, scalability, governance, and seller experience
• Leverage insights from customer transactions and market feedback to influence pricing strategy, product offerings, commercial policies, and future process improvements
• Partner with leadership on strategic initiatives supporting the evolution and integration of Coursera and Udemy commercial operations, including harmonization of Deal Desk processes, governance models, and best practices
• Build strong relationships across executive and cross-functional stakeholders, influencing decisions through data-driven recommendations and sound commercial judgment

• We anticipate the application window will be open until 8/20/2026. Based on business needs, this opportunity may remain posted beyond or closed before the anticipated application window