Growth Enterprise Account Executive

Coursera•Mountain View, CA

1d•$196,000 - $245,000•Remote

About The Position

Account Executives on the Growth Enterprise team prospect, consult, and sell to companies with 1,250–5,999 employees across all industries within a specified geographic territory. The role involves taking ownership of a territory, developing sales plans and strategies, identifying opportunities, and converting them into long-term pipeline and revenue. The role manages the full sales cycle, from discovery through negotiation, and sells both transactional and multi-year six-figure deals. Account Executives build pipeline with prospects and existing customers, develop new sales tactics and outbound campaigns, and grow their client base through account expansion and renewal opportunities. They use modern AI tools for account research, stakeholder mapping, deal strategy, messaging, and customer meeting preparation, while collaborating with sales and cross-functional partners to grow their book of business. This is a remote role based in the United States. The compensation package includes a base salary, equity, and uncapped OTE. The national OTE compensation range, including Colorado, is $196,000–$245,000.

Requirements

At least 5 years of closing experience with department leaders and C-suite executives at mid-size businesses with 1,000 or more employees.
B2B SaaS sales experience.
Experience with an enterprise-style go-to-market playbook that includes value-based selling and use of Value Engineers or Solution Engineers in presales.
Experience partnering with other Account Executives in an overlay specialist sales model.
Proven prospecting and territory management experience.
Experience using modern AI tools to improve complex enterprise deal execution, including generative AI and sales technology for account research and stakeholder mapping.
Proficiency in creating tailored messaging using effective prompts and interpreting AI-driven insights into business priorities, risks, and opportunities.
Ability to apply AI insights to shape deal strategy, build executive narratives, and deliver compelling, outcome-focused pitches to senior decision-makers.
Strong writing, strategic thinking, and planning skills.
Ability to adapt, learn, and operate with a growth mindset.

Responsibilities

Manage the full sales cycle from discovery to negotiation, selling transactional and multi-year six-figure deals.
Build pipeline with prospects and customers by setting meetings with HR/L&D and executives and multithreading into other lines of business.
Expand and grow the client base by understanding current use cases, identifying expansion opportunities, and partnering with Customer Success counterparts on mid-term and renewal upsells.
Develop sales tactics and outbound campaigns, and share results and successful approaches with Growth Enterprise colleagues.
Use modern AI tools, including generative AI and sales technology, for complex enterprise deal execution, account research, and stakeholder mapping.
Use AI-driven insights to understand account priorities, risks, and opportunities, shape deal strategy, and develop executive narratives.
Create tailored messaging with effective prompts and prepare for high-value customer conversations using AI-enhanced research.
Deliver outcome-focused pitches to senior decision-makers using AI-driven account intelligence and strategic sales methodologies.
Create accurate sales forecasts through strong pipeline management.
Collaborate with the sales team to share best practices and innovate.
Team-sell with partners in Sales Development, Customer Success, Professional Services, Sales Engineering, Marketing, Content, Product, and Executive teams.