Scaled Account Manager, Coursera

• 3+ years of experience in sales, customer success, or renewals within the B2B SaaS industry
• Proven track record of managing a high-volume book of business (50–70 accounts/year), consistently exceeding renewal and growth targets
• Experienced in navigating contracting, procurement, and budgeting processes with customer decision-makers
• Skilled at identifying customer risks and implementing effective churn mitigation strategies
• Effectively engage and present to stakeholders at all levels, ensuring alignment from coordinators to C-suite executives

Desirable

• As an Account Manager, Scaled on our Enterprise team, you will have the opportunity to be part of a fast-growing, high-performing team and play a key role in contributing to our solution design for small segment customers
• Reporting to the Head of AMER Account Management, SMB, you will bring experiences that will help us build the foundation for our scaled SMB and Mid-Market solutions and take our customers, as well as Coursera, to the next level
• You will bring a value-added mindset to every conversation and will be the primary go-to commercial contact owner for our segmented customers
• In a high-velocity model, you will drive all contract renewals and expansion conversations while cultivating best practices around our internal success playbooks, and be an essential part of our Enterprise team in our effort to ensure a smooth renewal process for our segment
• Your responsibilities include carrying renewal ownership and driving commercial growth conversations with customers' key decision-makers, legal, and procurement teams
• You will work closely with our Customer Success Associates, Account Executives, Implementation Managers, Legal, and Finance teams to ensure the long-term success of our customers and the adoption of our products
• Own commercial responsibility for ~100 customers and $3M in revenue, including renewals, growth, and expansion across Coursera for Business, Campus, and Government
• Manage forecasting and retention, accurately projecting territory performance, surfacing risks early, and aligning internal teams on mitigation strategies
• Drive expansion within the install base, prospecting into new lines of business to build net-new pipeline opportunities
• Build and maintain executive-level relationships, ensuring stakeholders see measurable ROI and engaging with decision-makers across legal, finance, and procurement
• Develop and execute account strategies, proactively engaging customers to drive early renewals and long-term growth
• Collaborate cross-functionally, translating new product features into solutions that meet customers’ short- and long-term business and L&D needs, while refining renewal/expansion processes with leadership