Account Development Representative

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About the role

About Coursera + Udemy Coursera and Udemy are now one company, bringing together two mission-driven brands to create the world’s most powerful platform for turning learning into progress. Together, we help more than 300 million learners and 12,000+ enterprise customers build the skills they need for a world being reshaped by AI. Read more about the combined company by visiting our blog . Why join us now? AI is transforming how people learn, work, and grow, and the need for new skills has never been greater. Coursera brings trusted content and credentials from leading university and industry partners, while Udemy brings a dynamic skills marketplace and global network of real-world experts. By combining these strengths, we can connect more people and organizations to the skills they need, when they need them. Shape what comes next By joining our team, you’ll have the opportunity to reshape how the world learns and applies skills—and help millions of people participate in the new economy. Bring your ideas, expertise, and perspective to meaningful work that can make a difference at global scale. 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. About your skills: • Outbound Prospecting: Confident making cold calls, writing personalised emails, engaging prospects on LinkedIn, and following up consistently. • Communication and Curiosity : Able to build rapport, ask relevant questions, listen actively, and handle objections professionally. • Account Research: Identify promising accounts, buying signals, decision-makers, and relevant business priorities. • Commercial Thinking : Understand business challenges and focus on qualified opportunities rather than activity volume alone. • Coachability and Ownership: Take feedback positively, learn from setbacks, and use data to improve results. • Technology and AI Fluency: Comfortable learning and using modern sales tools to improve research, personalisation, and productivity. 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: • 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 pr

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