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.

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 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.
• 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.
• Strong written and verbal English communication skills.
• A track record of working towards targets, responding to coaching, and improving performance through experimentation.

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