Account Specialist, Education & Government

Location: 

Coursera + Udemy lets you choose the best way to work, whether it’s from home, an office, or a collaboration space. We’re a globally distributed team that comes together intentionally for collaboration, complex problem-solving, and key milestones — creating opportunities for teams to come together. If you’re ready to make a global impact, help scale unique products across Coursera + Udemy, and grow your career, apply below. 

Job Overview: 

In this role as an Account Specialist, Education & Government LATAM is responsible for driving new business, expansion, and new renewals within a designated territory. You will engage university presidents, provosts, chancellors, and deans, as well as ministers, vice ministers, and government leaders, through multiple communication channels. In this role, a structured and repeatable sales process is key to success, as is the ability to collaborate cross-functionally in a fast-paced environment.

About Your Skills: 

• Enterprise Sales: You bring deep experience selling to universities, education systems, government organizations, ministries of education, and senior public-sector leaders. You understand complex buying environments and can navigate education and government procurement processes.
• Pipeline Generation: You proactively build new-business pipeline, generate demand within existing accounts, and partner effectively with Sales Development and Marketing to create opportunities.
• Account Growth: You combine a hunter’s ability to open and close new opportunities with a farmer’s ability to strengthen relationships, secure renewals, and drive expansion through upsell and cross-sell motions.
• Executive Relationship Management: You build trusted relationships with university presidents, provosts, chancellors, deans, ministers, vice ministers, and other senior stakeholders by connecting Coursera’s solutions to their strategic goals.
• Sales Discipline: You use a structured, repeatable sales process and maintain strong forecasting, pipeline-management, negotiation, organization, and time-management practices.
• Cross-Functional Collaboration: You partner closely with Customer Success and other internal teams to connect learning initiatives to measurable outcomes and deliver value throughout the customer lifecycle.
• Adaptability: You are entrepreneurial, comfortable with technology, and able to work independently or collaboratively in fast-paced, dynamic, and ambiguous environments.

Responsibilities: 

• Prospect, engage, and sell to senior education and public-sector leaders across four-year institutions, community colleges, emerging high-school accounts, ministries of education, government organizations, and other relevant buying personas within your territory.
• Build a new-business pipeline across your territory.
• Ensure timely renewals and drive growth within assigned accounts.
• Develop cross-sell opportunities in established accounts through direct prospecting and partnership with the Sales Development team.
• Meet or exceed established weekly and daily activity metrics, consistently drive retention-lifecycle activities with existing clients, identify and execute on expansion opportunities, and achieve quarterly and annual quotas.
• Develop a comprehensive understanding of Coursera’s product offerings, buyers, education procurement processes, and expansion opportunities through for-credit use cases.
• Stay informed about evolving business and technology challenges faced by clients.

Basic Qualifications:

• 3+ years of experience in a sales-related role selling to universities, colleges, high schools, education systems, government organizations, or ministries of education.
• Proven experience managing a sales quota and successfully negotiating contracts.
• Proven experience selling to government leaders, university presidents, provosts, and deans, with a strong ability to build lasting client relationships and provide strategic, value-added insights.
• Demonstrated ability to collaborate closely with Customer Success teams and connect learning initiatives to measurable business outcomes.
• Demonstrated presentation, organization, and time-management skills, with a track record of delivering results.
• Ability to travel for industry events, client meetings, and team off-sites; approximately 25% travel is expected.

Preferred Qualifications:

• Enterprise sales experience at a SaaS company.
• Proven ability to consistently exceed growth and renewal quotas, accurately forecast, and deliver against sales commitments.
• A track record of prospecting and generating demand within an existing client base through upsell and cross-sell strategies, with demonstrated success as a farmer-hunter and closer in the higher-education market.
• Entrepreneurial drive and the ability to work independently or collaboratively in fast-paced, dynamic, and ambiguous environments.
• Comfort with technology and the ability to learn and adapt quickly to new tools and processes.

If This Opportunity Interests You, You Might Like These Courses on Coursera:

• Business Strategy
• Business Analytics
• Influencing People
• Customer Analytics

Posting Date: 9/28/2026

Application Window: We anticipate the application window will be open until 10/5/2026. Based on business needs, this opportunity may remain posted beyond or closed before the anticipated application window.

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