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Coursera and Udemy have merged to create a comprehensive skills platform serving 300+ million learners and 12,000+ enterprise customers. As an Account Development Representative (ADR), you will build a qualified sales pipeline through outbound prospecting, primarily targeting Australia and New Zealand (ANZ) markets.
You will partner closely with Australia-based Account Executives to identify high-potential accounts, engage decision-makers, and uncover business challenges that Coursera + Udemy can address. The role combines prospecting discipline with commercial thinking—focusing on qualified opportunities rather than activity volume alone.
Key responsibilities include:
- Execute outbound prospecting across ANZ through cold calls, personalized emails, LinkedIn engagement, and structured follow-ups
- Research target accounts, identify decision-makers, and use buying signals to personalize outreach
- Ask thoughtful questions, handle objections, and uncover business challenges to qualify opportunities
- Partner with Account Executives to align account priorities, qualification criteria, and pipeline goals
- Provide relevant account research, prospect insights, and meeting context to support AE conversations
- Leverage Salesforce, sales intelligence platforms (ZoomInfo, Gong, Nooks), conversation intelligence, and AI tools to improve prospecting effectiveness
- Track performance metrics, apply coaching feedback, test new approaches, and continuously improve conversion rates and pipeline contribution
You should be commercially curious, target-driven, and comfortable with modern sales technology and AI. Strong communication skills, active listening, and the ability to handle objections professionally are essential. You'll need to be coachable, take ownership of results, and use data to drive continuous improvement.
Qualifications:
- 1.5+ years of B2B sales, business development, or sales development experience, with at least 1 year of hands-on outbound prospecting
- Experience prospecting into Australia and New Zealand strongly preferred; other international B2B market experience valuable
- Demonstrated ability to engage new prospects through cold calling, email, and LinkedIn
- Experience researching accounts, identifying decision-makers, and personalizing outreach
- Working knowledge of Salesforce or similar CRM and LinkedIn Sales Navigator
- Familiarity with ZoomInfo, Gong, Nooks, or AI-powered sales tools is an advantage
- Strong written and verbal English communication skills
- Track record of working toward targets, responding to coaching, and improving performance through experimentation
