Account Development Representative

Coursera; Singapore; On-site; SGD 63,000 - 85,000; Full time

Job summary

Coursera is hiring an Account Development Representative to build a qualified sales pipeline across Australia and New Zealand, partnering with Australia-based Account Executives to identify high-potential accounts and engage decision-makers. You will uncover business challenges Coursera can help solve and drive qualified opportunities.

You’ll use modern sales tools and AI to personalise outreach, execute multi-channel campaigns, and convert conversations into opportunities.

Qualifications

• 1.5+ years of experience in B2B sales or related roles.
• Hands-on outbound prospecting experience required.
• Experience prospecting into ANZ markets preferred.

Responsibilities

• Build qualified pipeline through outbound prospecting across ANZ.
• Research target accounts and identify decision-makers.
• Execute multichannel campaigns via cold calls, emails, LinkedIn, and follow-ups.
• Provide account insights to Account Executives and align on priorities.
• Utilise Salesforce and AI tools to improve outreach and conversion rates.

Skills

Outbound prospecting

Account research

Multichannel campaigns

Communication

Coachability

AI fluency

Salesforce

LinkedIn Sales Navigator

CRM experience

Tools

Salesforce

LinkedIn Sales Navigator

ZoomInfo

Gong

Nooks

AI-powered sales tools

Job description

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 .

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.

• 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.

To protect against recruitment fraud, Coursera + Udemy recruiters only communicate via official coursera.org/udemy.com email addresses and never through personal accounts. We do not accept resumes via email or social media; please submit all applications directly through our careers page.

If you encounter suspicious recruitment activity, please report it via our Fraudulent Activity Submission Form. Coursera is an Equal Opportunity Employer committed to building a welcoming and inclusive workplace. We consider all qualified applicants without regard to legally protected characteristics and provide reasonable accommodations upon request at [e-mail].