Senior Manager, Deal Desk

Senior Manager, Deal Desk United States Apply About Coursera + Udemy Coursera and Udemy are now one company, bringing together two mission-driven brands to create the world’s most powerful platform for turning learning into progress. Together, we help more than 300 million learners and 12,000+ enterprise customers build the skills they need for a world being reshaped by AI. Read more about the combined company by visiting our  blog . Why join us now? AI is transforming how people learn, work, and grow, and the need for new skills has never been greater. Coursera brings trusted content and credentials from leading university and industry partners, while Udemy brings a dynamic skills marketplace and global network of real-world experts. By combining these strengths, we can connect more people and organizations to the skills they need, when they need them. Shape what comes next By joining our team, you’ll have the opportunity to reshape how the world learns and applies skills—and help millions of people participate in the new economy. Bring your ideas, expertise, and perspective to meaningful work that can make a difference at global scale. 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 quoting and approval operations in Salesforce CPQ, including hands-on configuration of quoting workflows and approval rules, customization of pricing and discount logic, and development of Deal Desk reports and dashboards — continuously simplifying workflows to improve efficiency and reduce friction in 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 consistent, high-quality decisions. Cross-Functional Partnership Collaborate across Revenue Operations, Finance, Pricing & Packaging, Legal, Product, Deal Operations, Compensation, and other stakeholders to resolve complex customer scenarios and drive cross-functional alignment. Represent Deal Desk in strategic planning initiatives related to pricing strategy, commercial policy, new product launches, promotional programs, and go-to-market evolution. Partner with system owners to prioritize enhancements to Salesforce, CPQ, pricing tools, and commercial systems that improve automation, scalability, governance, and seller experience. Leverage insights from customer transactions and market feedback to influence pricing strategy, product offerings, commercial policies, and future process improvements. Partner with leadership on strategic initiatives supporting the evolution and integration of Coursera and Udemy commercial operations, including harmonization of Deal Desk processes, governance models, and best practices. Build strong relationships across executive and cross-functional stakeholders, influencing decisions through data-driven recommendations and sound commercial judgment.   Basic Qualifications 8+ years of experience in Deal Desk, Revenue Operations, Commercial Operations, Sales Operations, Finance, Pricing, or a related commercial function. 3+ years of experience leading and developing teams of 5–10 people. Hands-on experience administering and configuring Salesforce CPQ, including quoting workflows, approval rules, and report/dashboard development. Experience with enterprise pricing strategy, discount governance, commercial approvals, and complex deal structuring in an Enterprise SaaS or subscription-based sales organization.  Experience developing commercial policies, pricing frameworks, or governance models in partnership with Sales, Finance, Legal, and executive stakeholders.    Preferred Qualifications Experience leading Deal Desk or Commercial Operations functions within a high-growth B2B SaaS organization. Experience supporting global sales organizations across multiple regions and business segments. Experience driving operational transformation, commercial process optimization, or large-scale cross-functional initiatives with a track record of delivering scalable operational improvements. Experience supporting mergers, acquisitions, or commercial integration initiatives. Working knowledge of quote-to-cash processes and downstream operational considerations, including familiarity with ASC 606 revenue recognition principles. Experience building pricing and discounting analyses in Excel or Google Sheets and presenting recommendations to executive stakeholders   Compensation  This role is available in the following US Pay Zones: US Zone 3: $158,950 - $187,000 US Zone 4: $148,325 - $174,500 At Coursera, we offer competitive, zone-based pay aligned to your location, experience, and role level across four U.S. pay zones. Our total rewards package goes beyond salary, with comprehensive health and wellness benefits, bonus and RSU equity programs, and global perks designed to help you grow and thrive wherever you are. US Pay Zones US-Z1: Bay Area  US-Z2: NYC and Seattle Metro  US-Z3: CA, WA, NY, NJ, CO, CT, DC, GA, IL, MA, MD, OR, RI, TX, VA US-Z4: AK, AZ, DE, FL, HI, ID, IN, IA, KS, KY, MI, MN, MO, MT, NC, NV, NH, OH, OK, PA, SC, TN, UT, VT, WI   Posting Date: 7/29/2026 Application Window:  We anticipate the application window will be open until 8/20/2026. Based on business needs, this opportunity may remain posted beyond or closed before the anticipated application window. #LI-JC2 For more information about how Coursera + Udemy collects and uses your personal information, please see our  Coursera + Udemy Global Applicant Privacy Notice . To protect against recruitment fraud, Coursera + Udemy recruiters only communicate via official coursera.org/udemy.com email addresses and never through personal accounts. We do not accept resumes via email or social media; please submit all applications directly through our careers page. 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