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Job Overview:

The Revenue Operations team at Coursera partners with Sales and is accountable for the overall growth of Coursera’s Enterprise business. As the Director, Revenue Operations you will be responsible for driving fiscal Sales planning, Sales compensation, and various run-the-business analysis and operational activities. The candidate will partner with Global Sales, Channels, Customer Success, Finance, Legal, Product, Content, and Marketing to deliver, scale and grow revenue. The candidate will also lead a broad-spectrum strategic projects that shape Coursera’s future, which range from go-to-market expansion, strategic investments, and advancing sales productivity.  This person’s team will also drive in-depth quantitative analysis of key performance metrics across regions and verticals in partnership with the regional RevOps leads with a focus on providing insights to senior leaders supporting Coursera’s monthly and quarterly business reviews, and annual goals.  This role requires a self-starting, inspiring, independent thinking, deeply analytical and detail-oriented leader, who helps their team work in a structured manner and thrive in a high-growth environment. 

Responsibilities:

• Develop and execute comprehensive sales models by collaborating with the sales, marketing, and finance teams that drive sales capacity, territory plans, account assignments, quotas, and expense decisions. Track performance against those models by providing accurate and timely analysis that focus on key metric trends and areas for improvement
• Support Sales Compensation strategy, plan design, and quota build and distribution by aligning compensation to the GTM strategy and ensuring the incentive plan is Sales relevant and industry competitive.  Utilize planning and strategy resources to ensure all Sales managers, regional Sales leaders, and HR are informed and take action when needed on rep attainment.  Devise metrics to assess whether the comp plans are delivering the intended outcomes and proactively recommend changes when needed to maximize performance.
• Lead a global team by establishing key initiatives on a quarterly basis and running recurring sprint meetings to ensure work is prioritized and the team is accountable for completion.
• Support the RevOps leadership team in establishing a culture of high performing and engaged RevOps professionals who embody curiosity and best practice in everything they do. 

Basic Qualifications:

• 10+ years of experience in similar / related role (Rev Ops, Finance, Comp, Strategy)
• 5+ years of experience directly leading a Rev Ops, Operations, or Finance organization
• People management experience in multiple geographies, both onsite and in remote locations
• Demonstrated ability to define, implement, and document sales processes, procedures, plans, and policies
• Experience developing and implementing metrics to effectively measure and monitor sales performance and productivity improvements. Inclusive of strong problem solving and collaboration skills, a motivated self-starter that is proactive and action-oriented
• Sound business judgment, a proven ability to influence others, strong analytical skills, and a proven track record of taking ownership, leading data-driven analyses, and influencing results
• 10% Travel

Preferred Qualifications:

• Experience working in B2B recurring revenue companies 
• Strategy, Financial planning & analysis, Operations, Sales compensation experience preferred 
• Excellent verbal and written communication skills
• Comfort working in ambiguity
• Project management mindset on task execution

Compensation

US Zone 1

This role is not available in Zone 1

US Zone 2

 $168,000 - $198,000 USD

US Zone 3

 $158,000 - 186,500 USD

The range(s) listed above is the expected annual base salary for this role, subject to change.

Salary is just one component of Coursera’s total rewards package. All regular employees are also eligible for a bonus program and equity in the form of RSU’s.

A number of factors are taken into account when determining pay, which includes: job level, location, training/education, business need, skill set and internal equity. 

Current Zone Locations:

• Zone 1- San Francisco Metro, New York City Metro or Seattle Metro
• Zone 2 - CA (outside of SF Bay Area), CO, CT, DC, GA, IL, MA, MD, NY/NJ (other than NYC), OR, RI, TX, VA, WA (other than Seattle)
• Zone 3 - all other US locations

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