MD, APAC - Enterprise

Job Overview:

The Coursera Enterprise team serves global institutions around the world, allowing businesses, academic institutions, and governments to enable their employees, students, and citizens to gain critical skills aligned to the job market of today and tomorrow. Institutions play a major role in tackling the global reskilling challenge by providing awareness, incentives, and financial support for lifelong learning. The Enterprise team is made up of several functional roles including Global Sales, Customer Success, Channel, Implementation Management, Skills Transformation, and Revenue Strategy & Operations. 

The Managing Director, APAC  will be one of Coursera’s senior executives in the region and will act as a sales lead for the Enterprise team in APAC. They will be responsible for delivering rapid growth from a relatively early stage with enterprise clients across a range of sectors and geographies.

Responsibilities:

• Analyze the current business, developing a deep understanding of Coursera’s enterprise products, its global customers, their use of those technologies, and the manner in which they are currently sold and supported. 
• Develop a clear analysis of the local competitive landscape and work in conjunction with the VP, Enterprise to develop a plan for rapid growth in APAC leveraging any existing relationships and aggressively taking market share.
• Set clear priorities, communicate them transparently, and translate them into actionable, pragmatic deliverables.
• Take hands-on responsibility for driving sales growth in the APAC region and ensuring renewals and expansion of existing clients
• Provide clear visibility over pipeline, coverage, and forecast. 
• Hire and retain top talent in the region. 
• Provide clear and inspirational leadership and lead through example by building passion, energy, and shared excitement for the business. 
• Take accountability for all customer-facing functions (direct and dotted line reporting), with a ‘hands-on’ approach.  
• Participate and contribute as a key team member in Coursera’s Enterprise business leadership team.
• Drive sustainable revenue growth in India and Asia across Coursera for Campus (C4C), Coursera for Government (C4G), and Coursera for Business (C4B) by deploying a robust regional go-to-market strategy that aligns with distinct market opportunities and customer value propositions, with an aim to scale the enterprise segments
• Demonstrate visionary leadership, both within Coursera and in the broader industry, on strategizing how Coursera’s partnerships can transform and future-proof global workforces through advanced learning, upskilling, and reskilling initiatives powered by GenAI, ultimately driving impactful educational transformation at scale.
• Orchestrate cross-functional collaboration in the region that cultivates robust feedback loops between product, customer success, degrees, and marketing teams, ensuring continuous alignment with market demands and refinement of product-market fit.
• Design and implement a scalable sales infrastructure that leverages data analytics to inform strategies, optimize the sales cycle, and is grounded in a comprehensive framework of sales performance metrics for consistent evaluation and enhancement of sales team productivity.
• Develop and enhance the 'land-and-expand' playbook with a focus on strategic customer engagement processes designed to strengthen relationships and drive growth by delivering tailored, value-driven solutions that encourage broader adoption and deeper integration of Coursera’s offerings.
• Foster a high-performance culture with strong alignment across global revenue functions, leveraging credibility and influence within a matrixed organization to unite stakeholders around shared regional growth initiatives. 
• Attract and nurture exceptional sales talent, applying a keen ability to identify and develop high-potential individuals into a world-class sales force primed to meet Coursera's growth potential. 

Basic Qualifications:

• 15+ years of demonstrated success across sales, business development, and business leadership roles where enterprise selling is the core of revenue generation.
• Demonstrated history of driving revenue in an enterprise software environment, with ideally a strong understanding of HR/ LMS/ Talent or Education-based solutions.
• Experience as a leader of customer functions, with a bias to sales, but a strong understanding of and ability to influence/ lead marketing and customer success/ implementation.
• Demonstrated history as a strategic business leader capable of evaluating, building, and executing on a strategy to drive accelerated growth in the region & engage as a spokesperson as well as with top C-level customers on their strategic talent transformation initiatives

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