About this role
Account Development Representative
Overview
As an Account Development Representative (ADR), you will build a qualified sales pipeline through outbound prospecting, primarily across Australia and New Zealand (ANZ).
Partnering closely with Australia-based Account Executives, you’ll identify high-potential accounts, engage decision-makers, and uncover business challenges that Coursera Udemy can help solve.
We’re looking for a commercially curious, target-driven individual who combines strong communication skills with disciplined prospecting, thoughtful questioning, and a willingness to learn. You’ll use modern sales technology and AI to personalise outreach, improve performance, and turn conversations into qualified opportunities.
What you'll be doing:
- Build qualified pipeline through outbound prospecting, primarily across ANZ, while supporting additional markets when required.
- Research target accounts, identify decision-makers, and use business priorities and buying signals to personalise outreach.
- Execute multichannel campaigns through cold calls, emails, LinkedIn, and structured follow-ups.
- Ask thoughtful questions, handle objections, and uncover business challenges to identify qualified opportunities.
- Partner with Account Executives to align account priorities, qualification criteria, and pipeline goals.
- Provide Account Executives with relevant account research, prospect insights, and meeting context.
- Use Salesforce, sales intelligence platforms, conversation intelligence, and AI tools to improve prospecting effectiveness.
- Track performance, apply coaching, test new approaches, and improve conversion rates and pipeline contribution.
Qualifications
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1.5+ years of experience in B2B sales, business development, or sales development, including at least 1 year of hands-on outbound prospecting.
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Experience prospecting into Australia and New Zealand is strongly preferred; experience in other international B2B markets is valuable.
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Demonstrated ability to engage new prospects through cold calling, email, and LinkedIn.
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Experience researching accounts, identifying decision-makers, and personalising outreach.
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Working knowledge of Salesforce or a similar CRM and LinkedIn Sales Navigator.
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Familiarity with ZoomInfo, Gong, Nooks, or AI-powered sales tools is an advantage.
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Strong written and verbal English communication skills.
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A track record of working towards targets, responding to coaching, and improving performance through experimentation.
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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.
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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.