Senior Deal Desk Analyst

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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.

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.

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.

• 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 both customer needs and internal financial controls.
• Manage escalations for high‑value or non‑standard deals; drive resolution in collaboration with Finance, Legal, Rev Ops, 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.

• 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.

• 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.

• 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…