At a glance
- Experience
- 5+ years experience
- Location
- Singapore
About Coursera
- 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.
About the role
- 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.
- You’ll use modern sales technology and AI to personalise outreach, improve performance, and turn conversations into qualified opportunities.
Responsibilities
- 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
- 1.5+ years of experience in B2B sales, business development, or sales development, including at least 1 year of hands-on outbound prospecting.
- 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.
- Strong written and verbal English communication skills.
- A track record of working towards targets, responding to coaching, and improving performance through experimentation.
Preferred qualifications
- Experience prospecting into Australia and New Zealand is strongly preferred; experience in other international B2B markets is valuable.
- Familiarity with ZoomInfo, Gong, Nooks, or AI-powered sales tools is an advantage.
Skills
- Salesforce
- LinkedIn Sales Navigator
- ZoomInfo
- Gong
- Nooks
