Account Development Representative (ANZ)

About the role

Coursera and Udemy are hiring an Account Development Representative (ADR) to build a qualified sales pipeline through outbound prospecting, primarily across Australia and New Zealand. Working closely with Australia-based Account Executives, the ADR identifies high-potential accounts, engages decision-makers and uncovers business challenges that Coursera and Udemy can help solve. The role suits a commercially curious, target-driven person who combines strong communication with disciplined prospecting.

Key responsibilities

• Build a qualified pipeline through outbound prospecting, primarily in ANZ, supporting additional markets when required.
• Research target accounts, identify decision-makers and use business priorities and buying signals to personalise outreach.
• Run multichannel campaigns via 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.
• Strong written and verbal English communication skills.
• 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.
• Comfortable learning and using modern sales tools to improve research, personalisation and productivity.