Account Development Representative

How we work

Coursera + Udemy lets you choose the best way to work, whether it’s from home, an office, or a collaboration space. We’re a globally distributed team that comes together intentionally for collaboration, complex problem-solving, and key milestones — creating opportunities for teams to come together. If you’re ready to make a global impact, help scale unique products across Coursera + Udemy, and grow your career, apply below.

Overview:

As an Account Development Representative (ADR), you will build a qualified sales pipeline through outbound prospecting.

Partnering closely with 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

• 2 + 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.

Compensation
At Coursera, we offer competitive, zone-based pay aligned to your location, experience, and role level. Our total rewards package goes beyond salary, with comprehensive health and wellness benefits, bonus and RSU equity programs, and global perks designed to help you grow and thrive wherever you are.
This role is only available for hire in the UAE.

Posting Date
Posting Date: November 11, 2026
Application Window: November 11- November 30, 2026
We anticipate the application window will be open until November 30 2026. Based on business needs, this opportunity may remain posted beyond or closed before the anticipated application window.

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