Senior Deal Desk Analyst

About Coursera

Coursera and Udemy are now one company, creating one of the world's most comprehensive skills development platforms for the AI era. This strengthens our ability to accelerate AI-powered innovation and shape how the world discovers and builds skills at a pivotal moment of change. Read more about the combined company by visiting our blog.

Coursera was launched in 2012 by Andrew Ng and Daphne Koller with a mission to provide universal access to world-class learning. Coursera partners with leading university and industry partners to offer a broad catalog of content and credentials, including courses, Specializations, Professional Certificates, and degrees. Coursera's platform innovations - including AI-powered personalized guide and features, like Role Play and Course Builder, and role-based solutions like Skills Tracks - enable instructors, partners, and companies to deliver scalable, personalized, and verified learning. Institutions worldwide rely on Coursera to upskill and reskill their employees, students, and citizens in high-demand fields such as GenAI, data science, technology, and business, while learners globally turn to Coursera to master the skills they need to advance their careers. Coursera is a Delaware public benefit corporation and a B Corp. Coursera recently combined with Udemy to create one of the world's most comprehensive skills development platforms.

Why Join Us

At Coursera, we're looking for inventors, innovators, and lifelong learners ready to shape the future of education. You'll help build global programs and tools that power online learning for millions turning bold ideas into real impact. People who thrive here are customer-first builders who move fast, simplify ruthlessly, and iterate relentlessly on the metrics that matter.

We're a globally distributed team that comes together intentionally for collaboration, complex problem-solving, and key milestones - creating opportunities for teams to do their best work together. Our virtual hiring and onboarding experience makes it easy to join us and start making an impact from anywhere. If you're ready to make a global impact, help scale unique products across Coursera + Udemy, and grow your career, apply below.

Job Overview
The Senior Deal Desk Analyst is a strategic partner to the Sales, Finance, and Legal teams, responsible for leading complex deal structuring efforts, improving quote-to-cash (QTC) operations, and driving scalable deal governance practices. This role brings deep knowledge of SaaS contract models, pricing strategies, and revenue recognition, while also serving as a mentor to junior team members and a subject matter expert in QTC system enhancements. The ideal candidate operates with a high degree of autonomy, exercises sound business judgment, and balances operational rigor with a customer-focused mindset.

Responsibilities

Strategic Deal Support & Governance

• Provide strategic guidance on complex deal structures across software, services, and renewal transactions, including implications for pricing, revenue recognition, and booking policy.
• Assist with pricing and discounting strategy by partnering with Sales, Finance, and Accounting to ensure proposals are competitive, compliant, and aligned with financial targets.
• Act as a subject matter expert on order management processes, ensuring deal structure aligns with operational capabilities and downstream system dependencies.
• Advise Sales and GTM leaders on deal architecture options that align with both customer needs and internal financial controls.
• Manage escalations for high-value or non-standard deals; drive resolution in collaboration with Finance, Legal, RevOps, and senior leadership.
• Serve as a key liaison for both Direct and Channel sales teams, providing policy interpretation and creative solutions to drive deal velocity and compliance.

Process Optimization & QTC Leadership

• Act as a QTC subject matter expert (SME) in system enhancement projects, UAT, and business process reengineering initiatives.
• Proactively identify recurring QTC issues and partner cross-functionally to design scalable solutions and prevent future breakdowns.
• Drive documentation and process maturity across approval flows, Rules of Engagement (ROE), and quoting best practices.

Team Mentorship & Knowledge Sharing

• Mentor junior Deal Desk and Order Management team members by reviewing output, answering day-to-day process questions, and coaching through complex scenarios.
• Lead knowledge-sharing sessions and participate in onboarding of new team members.
• Contribute to the long-term vision and strategy for the Deal Desk function, including initiatives to enhance scalability, efficiency, and policy adoption.

Basic Qualifications

• 4+ years of experience in Enterprise SaaS or B2B organizations in roles such as Deal Desk, Order Management, or Pricing Strategy.
• Deep understanding of revenue recognition rules (e.g., ASC 606) and ability to assess booking risk across various deal structures.
• Advanced proficiency with Salesforce, CPQ systems, and sales-related tools (e.g., pricing engines, data enrichment platforms).
• Demonstrated expertise in structuring complex deals and advising on commercial terms, including Ramp, Clawback, Recontracting, and multi-year constructs.
• Hands-on experience supporting pricing and discounting strategy in partnership with Sales, Finance, and Accounting, ensuring proposals align with financial goals and approval policies.
• Proven ability to lead cross-functional initiatives and operate effectively in ambiguous, fast-paced environments.
• Strong analytical, problem-solving, and project management skills; comfortable operating across multiple levels of abstraction

Compensation
This role is available in the following US Pay Zones:

US Zone 3: $121,550- $143,000
US Zone 4: $113,000 - $133,000

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

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