Director, Sales Effectiveness & Programs
Coursera
Coursera was launched in 2012 by two Stanford Computer Science professors, Andrew Ng and Daphne Koller, with a mission to provide universal access to world-class learning. It is now one of the largest online learning platforms in the world, with 148 million registered learners as of March 31, 2024.
Coursera partners with over 325 leading university and industry partners to offer a broad catalog of content and credentials, including courses, Specializations, Professional Certificates, Guided Projects, and bachelor’s and master’s degrees. Institutions around the world use Coursera to upskill and reskill their employees, citizens, and students in fields such as data science, technology, and business. Coursera became a B Corp in February 2021.
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Job Overview:
We are seeking a highly skilled and strategic leader to join our organization as Director of Sales Excellence and Programs. In this pivotal role, you will act as a force multiplier for our revenue generation engine. You will achieve this by developing sales programs, playbooks, and enablement strategies to support our growth while instilling a disciplined sales process across the organization. This role demands a deep understanding of scaling enterprise Go-To-Market strategies, modern sales methodologies, a proven track record of driving measurable sales growth, and the ability to foster cross-functional collaboration to achieve operational excellence.
This is not merely about "sales enablement"—it's about transforming how we sell.
As a trusted advisor to the Enterprise Sales and Customer Success Leadership team, the focus of the Sales Excellence Leader is to be a driver of sales discipline and execution excellence. You will establish yourself as a trusted coach by accelerating business growth by translating insights into actions. This role puts you central to the business and in a position to distill field/customer insights into global execution plans. In addition to owning and driving a portfolio of sales programs, the role amplifies their impact by aligning and motivating our Enterprise team toward common goals
Responsibilities:
- Strategic Leadership: Develop and implement a comprehensive sales excellence and enablement strategy that aligns with the overall business objectives and sales goals with an emphasis on improving sales productivity
- Program Development: Design, deliver, and continuously improve sales excellence and enablement programs focused on offering knowledge, sales techniques, and best practices
- Content Management: Create and maintain sales enablement content such as playbooks, training materials, presentations, case studies, and competitive analysis
- Cross-functional collaboration: Work closely with sales, marketing, product management, and other departments to ensure alignment and optimize sales processes
- Performance Monitoring: Analyze sales performance metrics to measure the effectiveness of enablement initiatives and identify areas for improvement
- Coaching & Support: Provide hands-on coaching to sales leaders and teams to reinforce best practices and drive performance
Basic Qualifications:
- Bachelor's degree in business administration, marketing, or a related field or equivalent work experience.
- 10+ years of proven experience in sales effectiveness, sales operations, or a related field
- 3+ years of proven experience managing and leading people
- Deep understanding of Revenue Operations with a track record of successfully implementing and optimizing sales strategies, processes, and enablement
- Proven experience with sales enablement initiatives, including training, content development, and sales collateral
- Demonstrated history effectively collaborating with cross-functional teams and influence senior stakeholders
Preferred Qualifications:
- Proficiency in sales systems and tools, such as Gong, Outreach, Gainsight, Highspot, and Salesforce.
- Results-oriented mindset with a track record of driving measurable business outcomes
- Strong analytical and problem-solving skills, with the ability to leverage data-driven insights to drive decision-making
- Strategic mindset with the ability to translate business objectives into actionable sales effectiveness programs as well as excellent written and verbal communication and presentation skills
- Experience in working with global teams or in a multicultural environment
- Commitment to diversity and inclusion in team-building and leadership.
Coursera offers competitive pay and equitable compensation practices. Our job titles may span more than one career level. This role's targeted hiring base salary range is between $148,000 and $198,000. The actual base pay is dependent upon many factors, including but not limited to prior work experiences, training/education, transferable skills, business needs, and geographical location. The base pay range is subject to change and may be modified in the future. This role may also be eligible for variable pay, equity, and benefits.
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