Senior Commercial Account Executive, Growth | East Coast | Remote

VertexOne is a cloud-native Customer Information System (CIS) and customer engagement platform serving 460+ utility and deregulated energy clients across North America. With revenue approaching $85M in ARR, 113% Net Revenue Retention, and a deep installed base of clients across electric, gas, water, and retail energy, the commercial foundation is strong. VertexOne is backed by DFW Capital Partners and is building toward a meaningful liquidity event within an 18–36 month horizon. The VP of Marketing joins at the most commercially consequential moment in the company's history — and the work done in 2026 and 2027 directly shapes the exit story. VertexOne is seeking a results-oriented Vice President of Marketing to lead the company's marketing strategy and execution across demand generation, digital campaigns, brand, product marketing, partner marketing, customer advocacy, and market positioning. Reporting directly to the Chief Revenue Officer (CRO), the VP of Marketing will own marketing's contribution to pipeline creation and revenue growth. This leader will inherit a talented five-person marketing team that has built a solid 90-day activation plan — and will accelerate its execution while adding strategic direction, analytical rigor, and a genuine Sales partnership that has been missing.   The ideal candidate is a hands-on B2B SaaS marketing executive who has built or rebuilt demand generation programs from an underdeveloped state, owned a pipeline number alongside a Sales team, operated in a PE-backed environment, and can demonstrate specific, attributable outcomes from their work — not activity metrics. Essential job Duties: Demand Generation & Pipeline Ownership — Primary Mandate * Own marketing's pipeline contribution target — a specific dollar figure of marketing-sourced and marketing-influenced pipeline, reported weekly in the CRO pipeline review alongside Sales pipeline. * Rebuild the demand generation engine from event-dependent to channel-diversified: digital, ABM, content, webinars, partner co-marketing, and outbound sequences — with full attribution back to pipeline. * Activate a new logo target-account list in partnership with the sales team (utility accounts scored by AMI deployment signal, mainframe age, and contract renewal proximity) through a structured ABM motion with Sales. * Define the ICP scoring rubric in collaboration with the CRO and the three Sales VPs — the foundational document that drives lead scoring, MQL qualification, and account prioritization. * Launch and manage the MQL-to-SQL process, including the dual-axis (fit + engagement) lead scoring model, the 24-hour Sales SLA, the Salesforce disqualification reason codes, and the feedback loop that recalibrates scoring over time. * Target: grow digital and inbound pipeline contribution from the current 9% baseline to 25%+ within 12 months. Digital Marketing & Marketing Operations * Own the HubSpot instance — CRM hygiene, lead scoring model, nurture workflows, attribution reporting, and HubSpot-Salesforce sync integrity. * Lead website strategy with a conversion-first mandate: product page rebuilds, navigation restructuring, video demo deployment, form optimization, SEO, and AEO (AI engine optimization) for utility-sector search visibility. * Manage paid digital programs — LinkedIn, paid search, and retargeting — with campaign-specific creative per audience segment and full spend-to-pipeline attribution. * Build the always-on drip architecture: behavior-triggered nurture tracks for every lead source (site visitor, event badge scan, content download, webinar registrant), with threshold-based MQL routing to Sales same day. * Oversee HockeyStack or equivalent intent data platform to surface in-market accounts through dark-funnel signals — the primary substitute for a pricing-page intent signal given VertexOne's enterprise pricing model. * Deliver a monthly Marketing Operating Review report to the CRO: pipeline source breakdown, MQL volume, cost per MQL, MQL-to-SQL conversion rate, digital win rate, and ABM account engagement. Marketing Strategy & Leadership * Develop and execute a comprehensive marketing strategy aligned with company growth objectives and the 18–36 month DFW Capital exit horizon. * Build annual marketing plans, budgets, target metrics, and performance reporting frameworks. * Serve as a member of the revenue leadership team, helping shape go-to-market strategy and growth initiatives. * Lead, mentor, and develop the existing five-person marketing organization (demand gen, GTM/sales enablement, events and webinars, content and communications) while identifying and hiring for incremental capability needs.   Product Marketing & Sales Enablement * Define and refine VertexOne's market positioning, messaging, and value propositions across VXconnect, VXcis, VXretail, VXsmart, VXengage, MyMeter, and the three VXconnect packaging tiers (Influence, Empower, Empower+). * Partner with Product Management and Sales Leadership to develop go-to-market strategies for new solutions, feature releases, and the ongoing VXconnect commercial expansion motion targeting the 400+ installed-base clients. * Deliver competitive intelligence and market insights that strengthen Sales effectiveness and win rates. * Develop and maintain sales enablement materials — battle cards, 1-pagers, demo talk tracks, persona-specific messaging, case studies, and event briefing packets — keeping all assets current with each product release cycle. Event ROI & Budget Optimization * Own the conference and event portfolio with a mandatory ROI accountability framework: pre-event lead goals, post-event attribution, and deal-level ROI reporting for every Tier 1 conference. * Rebalance the existing budget allocation away from broad event spending toward digital, ABM, and content programs based on evidence — with the data to defend the reallocation to the CRO and board. * Distinguish between Lead Generation events (measured by pipeline sourced) and Partner Nurturing events (measured by defined relationship metrics) — and apply different success criteria to each. * Prioritize conferences with proven historical ROI (IUCX, SAP for Utilities, Smart Water Summit, EMC) and make data-driven decisions on all others.   Brand & Market Awareness * Strengthen brand recognition and thought leadership within the utility, energy technology, and deregulated energy markets. * Oversee public relations, earned media placements (target: 2 per quarter), executive thought leadership bylines, and industry communications. * Ensure consistency across all corporate messaging and branding initiatives including the VXconnect Partner Guide and prospect-facing product documentation. Customer & Partner Marketing * Develop customer advocacy programs — case studies, co-presenter webinars, reference programs — that feed both the Sales enablement library and the demand generation content engine. * Build a co-marketing motion with VertexOne's partner ecosystem (system integrators, payment partners, AMI/MDM vendors) to source pipeline that neither team can reach independently. * Work closely with Customer Success and the Partner team to identify expansion and cross-sell signals that Marketing can amplify through targeted campaigns. Sales-Marketing Alignment * Partner closely with the CRO and sales leadership to align on pipeline targets, MQL-to-SQL SLA, campaign priorities, and shared success metrics — with a standing weekly sync cadence. * Participate in the weekly pipeline review, presenting pipeline source breakdown and Marketing contribution metrics alongside the Sales forecast. * Ensure Sales always knows what campaigns are in market, what prospects have been exposed to, and what follow-up sequence is active — with CRM visibility into campaign activity before every Sales call. Required Job Qualifications: * Bachelor's degree in Marketing, Business, Communications, or related field. * 10+ years of progressive marketing leadership experience in B2B SaaS or enterprise software. * 5+ years in a senior marketing leadership role with direct pipeline accountability. * Demonstrated track record of building or rebuilding demand generation programs from an event-heavy or underdeveloped state — with specific, quantified pipeline outcomes you personally drove. * Deep hands-on HubSpot expertise: you have owned the instance, built the lead scoring model, built nurture workflows, and managed the HubSpot-Salesforce sync and attribution reporting. * Proven ABM program experience: account selection, ICP definition, persona mapping, multi-touch content sequencing, and Sales handoff coordination. * Experience owning a shared pipeline contribution metric with a Sales team — you have reported into a pipeline number alongside Sales, not beside it. * Strong analytical and data-driven decision-making capabilities with experience building and presenting campaign attribution and ROI frameworks to senior leadership. * Exceptional leadership, communication, and executive presentation skills. Preferred Qualifications * Experience in a PE-backed or high-growth technology organization with an active exit horizon — you understand what exit-readiness means commercially and build accordingly. * Utility, energy technology, customer information systems (CIS), customer engagement, or infrastructure SaaS industry experience — or direct experience selling to a similarly conservative, committee-driven, long-cycle enterprise buyer. * Familiarity with intent data platforms (HockeyStack, 6sense, Bombora, or similar) for dark-funnel account identification, especially in the absence of a public pricing page. * Experience building or scaling a small demand generation team — this role will identify and hire incremental resources in Year 1. * Familiarity with Salesforce, Google Ads, LinkedIn Ads, Apollo.io, Gong, and AI-powered marketing tools. * Background in product marketing for a multi-product SaaS portfolio with distinct buyer personas by product line. * Webinar program ownership — from program design through quarterly execution and MQL nurture integration. * is accountable to the same commercial number as Sales, reported in the same weekly review. VertexOne offers a competitive compensation package commensurate with experience, including: * Base salary competitive with market benchmarks for VP of Marketing in PE-backed B2B SaaS companies at this ARR scale. * Performance-based variable compensation tied to pipeline contribution, MQL targets, and digital win rate. * Remote work with required travel approximately 20% for events, offsites, and Sales team engagement.

About Coursera 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 [https://blog.coursera.org/coursera-and-udemy-are-now-one-company-creating-the-worlds-most-comprehensive-skills-platform/]. Coursera was launched in 2012 by Andrew Ng and Daphne Koller with a mission to provide universal access to world-class learning. Coursera partners with leading university and industry partners to offer a broad catalog of content and credentials, including courses, Specializations, Professional Certificates, and degrees. Coursera’s platform innovations — including AI-powered personalized guide and features, like 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. Coursera recently combined with Udemy to create one of the world’s most comprehensive skills development platforms. Why Join Us 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.  We’re a globally distributed team that comes together intentionally for collaboration, complex problem-solving, and key milestones — creating opportunities for teams to do their best work together. Our virtual hiring and onboarding experience makes it easy to join us and start making an impact from anywhere. If you’re ready to make a global impact, help scale unique products across Coursera + Udemy, and grow your career, apply below. Job Overview The Deal Desk team at Coursera partners closely with Sales and cross-functional stakeholders to enable efficient, scalable, and commercially sound deal execution across the Enterprise business. As the Senior Manager, Deal Desk, you will lead a team of 5-10 employees and continuously evolve the global Deal Desk function, establishing scalable commercial governance, pricing practices, and operational processes that support enterprise revenue growth. This role serves as a trusted advisor to Sales leadership and executive stakeholders by balancing customer needs with business objectives. You will partner closely with Revenue Operations, Finance, Pricing & Packaging, Legal, Deal Operations, Product, Compensation, and other cross-functional teams to remove obstacles throughout the sales cycle, improve operational efficiency, and continuously evolve commercial policies and processes that enable scalable growth. Beyond leading day-to-day Deal Desk operations, you will leverage insights from customer transactions to influence pricing strategy, commercial policies, operational improvements, and go-to-market initiatives. As Coursera continues to evolve, including the integration of commercial operations with Udemy, this role will play a key leadership role in shaping scalable commercial processes and governance for the future.   Responsibilities FUNCTIONAL LEADERSHIP & STRATEGY * Lead and continuously evolve the global Deal Desk function, establishing scalable commercial governance, pricing practices, and operational processes that support enterprise revenue growth. * Lead and develop a high-performing global Deal Desk team responsible for supporting Enterprise Sales through commercial guidance, pricing governance, quote approvals, and complex deal structuring. * Coach, mentor, and develop team members through performance management, career planning, ongoing feedback, and professional development while fostering a culture of accountability, collaboration, and continuous improvement. * Serve as the senior escalation point for complex, high-impact, or non-standard commercial transactions requiring cross-functional alignment and sound commercial judgment. * Lead the development, implementation, and ongoing refinement of commercial policies, pricing governance, approval frameworks, and operational standards that balance revenue growth, customer experience, and financial controls. * Partner closely with Sales leadership to enable complex transactions while maintaining pricing discipline, commercial consistency, and operational scalability.   OPERATIONAL EXCELLENCE & ANALYTICS * Oversee daily Deal Desk operations, ensuring timely resolution of sales inquiries, commercial approvals, and deal escalations while maintaining established service levels and delivering an exceptional internal customer experience. * Develop, maintain, and analyze Deal Desk reporting and operational KPIs, monitoring deal velocity, approval cycle time, pricing trends, discounting behavior, exception rates, and overall commercial health to identify opportunities for continuous improvement. * Own commercial approval frameworks within Salesforce CPQ and continuously identify opportunities to simplify approval workflows, improve operational efficiency, and reduce friction throughout the sales process. * Lead continuous improvement initiatives across commercial processes, policies, systems, and approval frameworks to improve seller productivity, operational efficiency, and customer experience. * Exercise sound commercial judgment when evaluating complex or non-standard transactions, balancing customer outcomes, revenue objectives, operational scalability, and financial risk while empowering the team to make consistent, high-quality decisions. CROSS-FUNCTIONAL PARTNERSHIP * Collaborate across Revenue Operations, Finance, Pricing & Packaging, Legal, Product, Deal Operations, Compensation, and other stakeholders to resolve complex customer scenarios and drive cross-functional alignment. * Represent Deal Desk in strategic planning initiatives related to pricing strategy, commercial policy, new product launches, promotional programs, and go-to-market evolution. * Partner with system owners to prioritize enhancements to Salesforce, CPQ, pricing tools, and commercial systems that improve automation, scalability, governance, and seller experience. * Leverage insights from customer transactions and market feedback to influence pricing strategy, product offerings, commercial policies, and future process improvements. * Partner with leadership on strategic initiatives supporting the evolution and integration of Coursera and Udemy commercial operations, including harmonization of Deal Desk processes, governance models, and best practices. * Build strong relationships across executive and cross-functional stakeholders, influencing decisions through data-driven recommendations and sound commercial judgment.   Basic Qualifications * 8+ years of experience in Deal Desk, Revenue Operations, Commercial Operations, Sales Operations, Finance, Pricing, or a related commercial function. * 3+ years of experience leading and developing high-performing teams of 5-10 people * Experience supporting complex Enterprise SaaS or subscription-based sales organizations. * Strong understanding of enterprise pricing strategy, discount governance, commercial approvals, and complex deal structuring. * Experience developing or influencing commercial policies, pricing frameworks, operational processes, or governance models. * Experience partnering effectively with Sales, Finance, Legal, Product, Revenue Operations, and executive stakeholders. * Strong analytical skills with advanced proficiency in Microsoft Excel and/or Google Sheets, including the ability to translate data into actionable business recommendations. * Experience with Salesforce CRM and CPQ platforms. * Demonstrated ability to manage multiple strategic initiatives simultaneously while operating effectively in a fast-paced, high-growth environment. * Excellent written and verbal communication skills with strong executive presence and stakeholder management abilities.   Preferred Qualifications * Experience leading Deal Desk or Commercial Operations functions within a high-growth B2B SaaS organization. * Experience supporting global sales organizations across multiple regions and business segments. * Experience driving operational transformation, commercial process optimization, or large-scale cross-functional initiatives. * Experience supporting mergers, acquisitions, or commercial integration initiatives. * Working knowledge of quote-to-cash processes and downstream operational considerations, including familiarity with ASC 606 revenue recognition principles. * Strong project management skills with a track record of delivering scalable operational improvements. * Ability to balance commercial creativity with sound business judgment, operational excellence, and financial governance.   Compensation  This role is available in the following US Pay Zones: US Zone 3: $158,950 - $187,000 US Zone 4: $148,325 - $174,500 At Coursera, we offer competitive, zone-based pay aligned to your location, experience, and role level across four U.S. pay zones. Our total rewards package goes beyond salary, with comprehensive health and wellness benefits, bonus and RSU equity programs, and global perks designed to help you grow and thrive wherever you are. US Pay Zones * 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: AK, AZ, DE, FL, HI, ID, IN, IA, KS, KY, MI, MN, MO, MT, NC, NV, NH, OH, OK, PA, SC, TN, UT, VT, WI #LI-JC2 For more information about how Coursera collects and uses your personal information, please see our Global Applicant Privacy Notice [https://files.clinchtalent.com/1d7f2c0f91ebf75d580f56447fa54859/2acb24eb91f1e23b90ac9e9285de5aaf/Global%20Applicant%20Privacy%20Notice.docx%20(1).pdf]. To protect against recruitment fraud, Coursera + Udemy recruiters only communicate via official coursera.org/udemy.com email addresses and never through personal accounts. We do not accept resumes via email or social media; please submit all applications directly through our careers page. If you encounter suspicious recruitment activity, please report it via our Fraudulent Activity Submission Form. [https://forms.gle/Mb8UktwuaJAukb3H7] Coursera is an Equal Opportunity Employer committed to building a welcoming and inclusive workplace. We consider all qualified applicants without regard to legally protected characteristics and provide reasonable accommodations upon request at recruiting@coursera.org.