Senior Manager, Deal Desk

About this role

About Coursera

Coursera and Udemy are now one company, creating one of the world's most comprehensive skills development platforms for the AI era. This strengthens our ability to accelerate AI-powered innovation and shape how the world discovers and builds skills at a pivotal moment of change. Read more about the combined company by visiting our blog .

Coursera was launched in 2012 by Andrew Ng and Daphne Koller with a mission to provide universal access to world-class learning. Coursera partners with leading university and industry partners to offer a broad catalog of content and credentials, including courses, Specializations, Professional Certificates, and degrees. Coursera’s platform innovations — including AI-powered personalized guide and features, like Role Play and Course Builder, and role-based solutions like Skills Tracks — enable instructors, partners, and companies to deliver scalable, personalized, and verified learning. Institutions worldwide rely on Coursera to upskill and reskill their employees, students, and citizens in high-demand fields such as GenAI, data science, technology, and business, while learners globally turn to Coursera to master the skills they need to advance their careers. Coursera is a Delaware public benefit corporation and a B Corp. Coursera recently combined with Udemy to create one of the world’s most comprehensive skills development platforms.

Why Join Us

At Coursera, we’re looking for inventors, innovators, and lifelong learners ready to shape the future of education. You’ll help build global programs and tools that power online learning for millions turning bold ideas into real impact. People who thrive here are customer-first builders who move fast, simplify ruthlessly, and iterate relentlessly on the metrics that matter.

We’re a globally distributed team that comes together intentionally for collaboration, complex problem-solving, and key milestones — creating opportunities for teams to do their best work together. Our virtual hiring and onboarding experience makes it easy to join us and start making an impact from anywhere. If you’re ready to make a global impact, help scale unique products across Coursera + Udemy, and grow your career, apply below.

Job Overview

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.

Responsibilities

Functional Leadership & Strategy

• 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.

Operational Excellence & Analytics

• 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 consiste

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