Director, Revenue Operations
Sales Strategy & Operations
Expected Annual Base Salary Range
About Coursera
Coursera was launched in 2012 by Andrew Ng and Daphne Koller with a mission to provide universal access to world-class learning. Today, it is one of the largest online learning platforms in the world, with 191 million registered learners as of September 30, 2025. Coursera partners with over 375 leading universities and industry partners to offer a broad catalogue of content and credentials, including courses, Specializations, Professional Certificates, and degrees.
Coursera’s platform innovations — including generative AI-powered features like Coach, 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.
We’re a global platform aiming to transform lives through learning by offering transformative courses, certificates, and degrees that empower learners worldwide to advance their careers through skill mastery. We’re looking for inventors, innovators, and lifelong learners eager to shape the future of education. If you’re ready to build the global programs and tools that fuel the power of online learning, join Team Coursera.
Flexibility and Global Reach:
At Coursera, we are committed to building a globally diverse team and are thrilled to extend employment opportunities to individuals in any country where we have a legal entity. We require candidates to possess eligible working rights and have a compatible timezone overlap with their team. Our interviews and onboarding are entirely virtual, and as an employee, you can select your main way of working (from home, office, or a co-working space).
Job Overview: Director, Revenue Operations
The Revenue Operations team at Coursera partners with Sales and is accountable for the overall growth of Coursera’s Enterprise business. As the Director, Revenue Operations, you will be responsible for driving fiscal Sales planning, Sales compensation, and various run-the-business analysis and operational activities.
You will partner with Global Sales, Channels, Customer Success, Finance, Legal, Product, Content, and Marketing to deliver, scale, and grow revenue. This role involves leading a broad spectrum of strategic projects that shape Coursera’s future, including go-to-market expansion, strategic investments, and advancing sales productivity. This person’s team will also drive in-depth quantitative analysis of key performance metrics across regions and verticals, focusing on providing insights to senior leaders supporting Coursera’s monthly and quarterly business reviews and annual goals. This role requires a self-starting, inspiring, independent thinking, deeply analytical, and detail-oriented leader who helps their team work in a structured manner and thrive in a high-growth environment.
Key Responsibilities
- Develop and execute comprehensive sales models by collaborating with the sales, marketing, and finance teams that drive sales capacity, territory plans, account assignments, quotas, and expense decisions. Track performance against those models by providing accurate and timely analysis that focuses on key metric trends and areas for improvement.
- Support **Sales Compensation strategy, plan design, and quota build and distribution** by aligning compensation to the GTM strategy and ensuring the incentive plan is Sales relevant and industry competitive. Utilize planning and strategy resources to ensure all Sales managers, regional Sales leaders, and HR are informed and take action when needed on rep attainment. Devise metrics to assess whether the comp plans are delivering the intended outcomes and proactively recommend changes when needed to maximize performance.
- Lead a global team by establishing key initiatives on a quarterly basis and running recurring sprint meetings to ensure work is prioritized and the team is accountable for completion.
- Support the RevOps leadership team in establishing a culture of high performing and engaged RevOps professionals who embody curiosity and best practice in everything they do.
Qualifications
Basic Qualifications:
- 10+ years of experience in a similar / related role (Rev Ops, Finance, Comp, Strategy).
- 5+ years of experience directly leading a Rev Ops, Operations, or Finance organization.
- People management experience in multiple geographies, both onsite and in remote locations.
- Demonstrated ability to define, implement, and document sales processes, procedures, plans, and policies.
- Experience developing and implementing metrics to effectively measure and monitor sales performance and productivity improvements. Inclusive of strong problem solving and collaboration skills, a motivated self-starter that is proactive and action-oriented.
- Sound business judgment, a proven ability to influence others, strong analytical skills, and a proven track record of taking ownership, leading data-driven analyses, and influencing results.
- 10% Travel required.
Preferred Qualifications:
- Experience working in B2B recurring revenue companies.
- Strategy, Financial planning & analysis, Operations, and Sales compensation experience preferred.
- Excellent verbal and written communication skills.
- Comfort working in ambiguity.
- Project management mindset on task execution.
Key Skills & Expertise
Leadership & Strategy
Analytics & Financial Skills
Sales & GTM Excellence
Soft Skills
📊 Resume Match Score — Director, Revenue Operations
Compensation, Total Rewards, and EEO Disclosure
The range(s) listed above is the expected annual base salary for this role, subject to change. Salary is just one component of Coursera’s total rewards package. All regular employees are also eligible for a bonus program and equity in the form of RSU’s.
A number of factors are taken into account when determining pay, which includes: job level, location, training/education, business need, skill set and internal equity.
Current Zone Locations:
Compensation for this role is location-based using four U.S. pay zones. Base pay aligns to your zone and will also reflect your experience and role level. Your recruiter will confirm your zone and the applicable range early in the process; we disclose pay ranges where required.
- 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: All other U.S. states
Equal Employment Opportunity
Coursera is an Equal Employment Opportunity Employer and considers all qualified applicants without regard to race, color, religion, sex, sexual orientation, gender identity, age, marital status, national origin, protected veteran status, disability, or any other legally protected class.
If you are an individual with a disability and require a reasonable accommodation to complete any part of the application process, please contact us at accommodations@coursera.org.
For California Candidates, please review our CCPA Applicant Notice here.
For our Global Candidates, please review our GDPR Recruitment Notice here.
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