Job Title: Coursera Sales Development Representative (SDR) – India

Company Overview

Coursera, founded in 2012 by Stanford professors Andrew Ng and Daphne Koller, is one of the world’s largest online learning platforms, with over 168 million registered learners. Our mission is to provide universal access to world-class learning. Through partnerships with over 350 leading universities and industry leaders, we offer a broad catalog of content, including courses, specializations, professional certificates, and degrees.

Our platform empowers institutions, businesses, and governments worldwide to upskill and reskill their employees, students, and citizens in critical areas such as artificial intelligence, data science, business, and technology. As a Delaware public benefit corporation and a certified B Corp, we are dedicated to making quality education accessible to all.

At Coursera, we believe in fostering a diverse and inclusive work environment. We welcome candidates from various backgrounds and provide employment opportunities in all regions where we have a legal entity. Our flexible work environment enables employees to choose their primary workspace, whether at home, in an office, or a co-working space.

Job Overview:

The Coursera Sales Development Representative (SDR) team is a crucial part of Coursera’s growth strategy. As the first point of contact for potential clients, the SDR team plays a vital role in generating and qualifying leads for the sales team. This position involves engaging with prospective customers, presenting Coursera’s solutions, and identifying qualified leads.

As an Outbound SDR, you will collaborate closely with the sales and marketing teams to ensure a seamless lead-generation process. If you have experience in enterprise sales, edtech, or business partnerships and a passion for social enterprise, this role is an excellent opportunity for you. Your ability to communicate effectively and analyze customer needs will help Coursera expand its mission and increase access to education worldwide.

Key Responsibilities for Coursera Sales Development Representative

• Generate and qualify leads for the sales team by reaching out to high-potential prospects.
• Conduct research to identify new prospects in targeted industries and market segments.
• Engage with inbound leads, respond to inquiries, and assess their potential for conversion.
• Conduct discovery and qualification calls to understand prospects’ needs and pain points.
• Develop and execute creative outreach strategies using email, phone, LinkedIn, and other social channels.
• Work closely with marketing to follow up on campaigns and drive lead conversions.
• Maintain accurate records of prospect interactions and lead statuses in CRM tools such as Salesforce.
• Provide feedback to the sales and marketing teams based on prospect interactions.
• Meet or exceed monthly and quarterly lead generation and qualification targets.
• Stay updated on Coursera’s offerings, market trends, and competitive landscape.

Basic Qualifications: Coursera Sales Development Representative

• A bachelor’s degree or relevant professional experience.
• At least 1 year of experience in a sales development, business development, or similar role.
• Experience working with CRM tools like Salesforce, Outreach, ZoomInfo, or similar software.
• Strong verbal and written communication skills.
• Ability to conduct engaging discovery calls and build relationships with prospects.
• Self-motivated, goal-oriented, and able to work in a fast-paced environment.

Preferred Qualifications: Coursera Sales Development Representative

• Experience in outbound sales and lead generation.
• Prior experience in edtech or enterprise sales.
• Ability to adapt and work in a rapidly changing environment.
• Strong organizational and time management skills.
• Experience managing a high volume of leads and outreach efforts.

Why Join Coursera?

• Work for a globally recognized leader in online education.
• Be part of a mission-driven organization that makes a difference.
• Enjoy a flexible work environment with remote, hybrid, and office options.
• Competitive salary and performance-based incentives.
• Opportunities for professional growth and career advancement.
• Inclusive and diverse workplace culture.

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Top 10 Interview Questions and Answers for Coursera Sales Development Representative Role

1. Can you tell us about yourself and your experience in sales development?

Answer: I have over [X] years of experience in sales development, primarily in lead generation and prospecting. My background includes working with CRM tools like Salesforce, conducting discovery calls, and using outbound sales strategies to engage potential clients. I enjoy building relationships with prospects and helping businesses find solutions that meet their needs.

2. How do you qualify leads before passing them to the sales team?

Answer: I use the BANT (Budget, Authority, Need, and Timeline) framework to qualify leads. I assess whether the prospect has the budget, decision-making authority, a clear need for our solution, and a timeline for implementation. Additionally, I engage prospects in discovery calls to gather insights about their pain points and goals.

3. How do you handle objections from prospects?

Answer: I listen carefully to the prospect’s concerns, acknowledge their objections, and provide relevant information to address their hesitations. For example, if a prospect says they are not interested, I ask follow-up questions to understand their specific concerns and highlight how our solutions can add value to their business.

4. What strategies do you use for cold outreach?

Answer: I use a multi-channel approach, including personalized emails, LinkedIn outreach, and phone calls. My strategy involves researching prospects, identifying pain points, and crafting messages that resonate with their business needs. I also leverage case studies and success stories to build credibility.

5. What CRM tools have you used, and how do you keep track of leads?

Answer: I have experience using Salesforce, HubSpot, and Outreach. I track leads by maintaining detailed records of interactions, setting follow-up reminders, and updating lead status. This ensures a structured approach to nurturing prospects and passing on well-qualified leads to the sales team.

6. How do you prioritize leads when managing a high volume of prospects?

Answer: I use a lead-scoring system based on factors like engagement level, company size, and fit with our ideal customer profile. High-priority leads receive immediate attention, while I nurture lower-priority ones through email campaigns and follow-ups.

7. Can you share an experience where you successfully converted a lead into a customer?

Answer: In my previous role, I engaged with a prospect who initially showed limited interest. By continuously providing valuable insights and addressing their concerns, I built trust over time. Eventually, they converted into a customer, contributing to a significant deal for the company.

8. How do you collaborate with the marketing and sales teams?

Answer: I work closely with marketing to follow up on campaign-generated leads and provide feedback on messaging effectiveness. With the sales team, I ensure seamless handovers of qualified leads by sharing insights and background information to facilitate smooth conversions.

9. How do you stay motivated in a target-driven sales environment?

Answer: I stay motivated by setting personal goals, tracking my progress, and celebrating small wins. I also continuously improve my skills through training and learning from successful team members.

10. Why do you want to work at Coursera?

Answer: I am passionate about education and technology, and Coursera’s mission aligns with my values. I am excited about the opportunity to contribute to a company that provides accessible learning solutions and to work with a team that is dedicated to making a positive impact in the world.

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