Sales Enablement Manager

Launched in 2012 by two Stanford professors, Andrew Ng and Daphne Koller, Coursera is now one of the largest online learning platforms in the world, with 168 million registered learners. Our mission is to provide universal access to world-class learning. We partner with over 350 leading university and industry partners to offer a broad catalog of content and credentials, including courses, Specializations and Professional Certificates degrees. Institutions around the world use Coursera to upskill and reskill their employees, citizens, and students in fields such as GenAI, data science, technology, and business. Coursera is a Delaware public benefit corporation and a B Corp.

Join us in our mission to create a world where anyone, anywhere can transform their life through access to education. We're seeking talented individuals who share our passion and drive to revolutionize the way the world learns.

At Coursera, we are committed to building a globally diverse team and are thrilled to extend employment opportunities to individuals in any country where we have a legal entity. We require candidates to possess eligible working rights and have a compatible timezone overlap with their team to facilitate seamless collaboration. 

Coursera has a commitment to enabling flexibility and workspace choices for employees. Our interviews and onboarding are entirely virtual, providing a smooth and efficient experience for our candidates. As an employee, we enable you to select your main way of working, whether it's from home, one of our offices or hubs, or a co-working space near you.

Job Overview:

The Sales Enablement Manager: Process, Tools, and Analytics is responsible for defining/refining the Coursera sales process (steps, gates) and building sales playbooks to assist the revenue team in executing each phase of the sales process. E.g. funnel management, opportunity management, account research, contracting, pricing…You will also partner with RevOps to audit the sales tech stack for utility, explore additions, and optimize usage by the revenue team and work with peers to review data and measure enablement program effectiveness. As an enablement manager, you will act as a liaison in the EMEA region, engaging with local sales management and serve as the eyes/ears of enablement in the region.

This role reports into the Revenue Operations team within Coursera’s Enterprise Solutions.The Enterprise Solutions team serves global organizations, including leading companies, governments, and nonprofits, who seek to upskill or retrain their workforce with the world’s best education. This team is made up of three sub-teams: Sales, Customer Success, and Revenue Strategy & Operations. 

Responsibilities:

The Sales Enablement Manager: Process, Tools, & Analytics  is responsible for

• Sales Process. Analyze the existing sales process, identify areas for improvement, and collaborate with key stakeholders to design and implement enhancements.
• Sales Tech Stack Usage.  Partner with RevOps to optimize team members' usage of the sales tech stack and explore new innovative tools.
• Sales Playbooks. Develop and maintain a library of high-impact sales playbooks to support process execution.
• Metrics & Analysis. Collaborate with RevOps to provide insights into seller performance, identify trends, gaps and potential solutions. Partner with peers to measure impact of enablement initiatives.
• Regional Field Liaison. Partner with in-region sales leaders to apply sales enablement programs, share best practice, and collect feedback.

Occasional travel (<25%) is required to attend key revenue team meetings and enablement events.

Basic Qualifications:

Qualified applicants will possess:

• Bachelor’s degree in Business, Marketing, or related field
• 5+ years of proven experience in Sales Enablement, Sales, RevOps or a related role within a B2B SaaS environment
• Demonstrated experience using sales data to refine sales processes, identify trends/gaps, and  to measure enablement impact
• Experience with driving value from sales tools. E.g. CRM, conversational intelligence, account intelligence, outreach, social selling, LMS, customer success…

Preferred Qualifications:

Additional consideration will be given to applicants with:

• Experience in developing and implementing role-based sales playbooks or similar resources.
• Experience with individual performance tracking and behavioral assessments.
• Experience using data tools to identify patterns in a sales environment.
• Experience with measuring both leading (behavioral) and lagging KPIs.

If this opportunity interests you, you might like these courses on Coursera:

• Hubspot Sales Enablement Course
• Design Thinking for Innovation
• Design Thinking - Insights to Inspiration