Account Development Representative - 11887

Coupa Software, a leader in spend management powered by AI and a global network of more than 10 million buyers and suppliers, is looking for an Account Development Representative to join its APAC team in Sydney. This full-time, onsite role sits at the top of the sales funnel, partnering with Sales and Marketing to identify, engage, and qualify enterprise accounts across Australia and the wider region. It’s a chance to help businesses transform how they buy and manage spend while building a career in a company focused on measurable impact.

The position is ideal for someone who loves the thrill of the hunt, enjoys driving B2B digital transformation, and wants to influence early conversations that shape the buyer’s journey. You’ll be the engine powering Coupa’s pipeline, translating first conversations into next steps and longer-term opportunities that move from awareness to engagement and qualification.

Coupa emphasizes a collaborative culture, openness, and a global footprint. The company aims to deliver tangible benefits to clients and colleagues alike, creating a work environment that supports growth and teamwork.

Forging pipeline momentum across the APAC region

Your day-to-day centers on building a healthy mix of inbound interest and carefully targeted outbound outreach to generate qualified prospects. You’ll act as the vital first contact, uncover the customer’s business challenges, and clearly outline how Coupa can help drive their next steps. Working closely with the broader sales team, you’ll help decide which accounts to focus on and how to approach high-value targets, while diligently logging activities and progress in Salesforce and other modern sales tools. Staying current on Coupa’s offerings and the competitive landscape will empower you to guide prospects with confidence and credibility.

What you’ll need to hit the ground running

To succeed, you’ll bring a practical mix of experience and a customer-first mindset. You should have one to two-plus years in a B2B inside sales, SaaS, or a similar customer-facing role, and a proven ability to meet or exceed targets. Strong communication and listening skills are essential, with the ability to build rapport quickly over phone, video, or email. You’ll need hands-on experience with Salesforce or a similar modern CRM, plus a highly self-motivated, organized, and adaptable approach that fits a fast-moving, entrepreneurial environment. A solid understanding of the Australian business landscape will help you connect with local buyers and tailor approaches accordingly.

The starting salary for this role will be determined based on permissible, non-discriminatory factors such as skills, experience, and geographic location. Coupa supports your well-being with a comprehensive set of benefits and perks designed to help you and your family thrive. In addition to global well-being perks, location-specific benefits packages are tailored to your primary work location and will be described by your recruiter during the interview process.

Global well-being perks include two company-wide paid wellness days each year, a paid day off on either your birthday or another day in your birthday month, 40 hours of paid volunteer time off annually, access to confidential 24/7/365 counseling and resources through an Employee Assistance Program, business travel protection, and generous referral bonuses when you help bring new talent to Coupa. Further details about the regional benefits package will be reviewed during the interview process. Learn more on Life at Coupa blog to hear from employees about their experiences working there.

Please note: in line with company policy, inquiries or resumes from recruiters will not be accepted. By submitting your application, you acknowledge that you have read Coupa’s Privacy Policy and understand that Coupa collects your personal data for recruitment and placement activities, including for employment purposes if you are successful and for notification of future opportunities if not.

A few moves to stand out as an ADR

Start your resume with the core B2B inside sales or SaaS experience you bring, and highlight your familiarity with the Australian market right up top so recruiters see you fit for the Sydney-based APAC role.

Show concrete proof of the must-have skills by pairing results with the tools you used. Describe how you built relationships with decision-makers, the kinds of inbound and outbound programs you’ve managed, and how Salesforce or other CRMs helped you track progress and influence outcomes.

Prepare for interviews by mapping your experience to the APAC context: discuss how you’ve generated pipeline, your methods for engaging with high-value accounts, and how you partner with Marketing to craft targeted outreach that moves opportunities forward. You’ll want to be ready to quantify how your actions translated into qualified opportunities and, ultimately, deals.

Ask a thoughtful question such as which high-value accounts are the current priority in Australia and the APAC region, and how success for the ADR role is measured in the next 90 days. You could also ask how the team collaborates with Sales and Marketing to ensure smooth handoffs and consistent messaging across channels.