Sales Enablement Manager

2 Months ago • 5 Years + • Business Development

Job Summary

Job Description

The Sales Enablement Manager at Coursera is responsible for optimizing the sales process, tools, and analytics within the Enterprise Solutions team. Key responsibilities include analyzing and improving the sales process, developing and maintaining sales playbooks, optimizing the sales tech stack, and collaborating with RevOps to analyze sales data and measure enablement program effectiveness. This role requires strong analytical skills, experience with sales tools, and the ability to act as a liaison between the enablement team and the EMEA regional sales leadership. The manager will work to identify trends, gaps and potential solutions, and will travel occasionally (<25%).
Must have:
  • Analyze and improve sales processes
  • Develop and maintain sales playbooks
  • Optimize sales tech stack usage
  • Analyze sales data and measure impact
  • Liaison with EMEA sales leaders
  • 5+ years B2B SaaS Sales Enablement experience
Good to have:
  • Experience with role-based sales playbooks
  • Individual performance tracking experience
  • Experience using data tools to identify sales patterns
  • Measuring leading and lagging KPIs
Perks:
  • Flexibility in workspace choice
  • Virtual interviews and onboarding

Job Details

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:

 

Coursera is an Equal Employment Opportunity Employer and considers all qualified applicants without regard to race, color, religion, sex, sexual orientation, gender identity, age, marital status, national origin, protected veteran status, disability, or any other legally protected class.
 
If you are an individual with a disability and require a reasonable accommodation to complete any part of the application process, please contact us at accommodations@coursera.org.
 
For California Candidates, please review our CCPA Applicant Notice here.
For our Global Candidates, please review our GDPR Recruitment Notice here.
 
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About The Company

Coursera Inc. is an American global massive open online course provider. It was founded in 2012 by Stanford University computer science professors Andrew Ng and Daphne Koller. Coursera works with universities and other organizations to offer online courses, certifications, and degrees in a variety of subjects.

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