Account Development Representative (ANZ)

About the role

Coursera and Udemy are now one company, helping more than 300 million learners and 12,000+ enterprise customers build skills for a world shaped by AI. As an Account Development Representative (ADR), you will build a qualified sales pipeline through outbound prospecting, primarily across Australia and New Zealand (ANZ). 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 help solve.

Key responsibilities

• Build a 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.
• Run 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, and share 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.

Required profile

• 1.5+ years of experience in B2B sales, business development or sales development, including at least 1 year of hands-on outbound prospecting.
• Experience prospecting into Australia and New Zealand is strongly preferred; experience in other international B2B markets is valuable.
• Demonstrated ability to engage new prospects through cold calling, email and LinkedIn.
• Experience researching accounts, identifying decision-makers and personalising outreach.
• Strong written and verbal English communication skills.
• A track record of working towards targets, responding to coaching and improving performance through experimentation.

Required skills

• Working knowledge of Salesforce or a similar CRM and LinkedIn Sales Navigator.
• Familiarity with ZoomInfo, Gong, Nooks or AI-powered sales tools is an advantage.