Role Overview
Singapore
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.
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.
Responsibilities
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.
Requirements
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.
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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- 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 recruiting@coursera.org.
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Benefits & Perks
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.