Account Development Representative
San Mateo, CALehi, UTSales DevelopmentHybrid4+ YOE
Summary
Drive pipeline growth as an ADR by prospecting, qualifying leads, and collaborating with Account Executives to generate qualified opportunities for SnapLogic's integration platform. Requires 4+ years sales experience including 2+ years in SDR/BDR roles, with strong cold calling and SaaS sales skills.
About the role
What You'll Do
Pipeline Development
- Collaborate with Enterprise Account Executives to identify Tier 1 accounts and targets within assigned territories
- Conduct in-depth research to understand customer needs, challenges, and pain points
- Identify and build out organizational charts of multiple prospects within target accounts
- Execute personalized, multichannel outreach strategies (social media, email, phone calls) to generate interest and create qualified leads
- Proactively qualify and engage with Marketing Qualified Leads (MQLs) to develop them into sales opportunities
Collaboration and Coordination
- Partner with Account Executives and Channel Managers to develop and execute territory growth plans focused on new customer acquisition
- Collaborate with Marketing Team to align outreach efforts with ongoing campaigns
- Act as key team player within sales POD, providing insights and driving collective success
Qualification and Needs Analysis
- Conduct discovery calls to qualify leads against ideal customer profile
- Engage with prospects to uncover needs, challenges, and desired outcomes
- Contribute to strategic discussions on converting opportunities into closed deals
- Participate in POD forecast meetings and territory forecasting
Reporting and Analysis
- Report on pipeline status, conversion rates, and key performance indicators
- Provide analysis to identify trends and optimize sales effectiveness
Key Performance Indicators (KPIs)
- Pipeline Creation: Number of qualified leads, conversion rates, pipeline health
- Quota Attainment: Revenue generated by supported Account Executives, new customers, regional targets
What We're Looking For
- 4+ years of experience in sales, preferably in SaaS
- 2+ years as a Sales Development Representative or Business Development Representative
- Cold calling capabilities, pre-call planning, opportunity qualification, and objection handling
- Proven track record generating qualified leads and prospecting at multiple executive levels
- Experience in territory planning, executing outbound strategies, and building account research plans
- Strong time management with experience managing high volume of accounts and prospects
- Ability to thrive in fast-paced, collaborative sales environment
- Strong written, verbal, and listening communication skills
- Experience with ChatGPT, Claude, Salesforce, ZoomInfo, Outreach, LinkedIn Sales Navigator, and Microsoft Office Suite
- Start-up environment experience preferred
- High integrity and self-starter attitude
Skills
SalesforceZoomInfoOutreachLinkedIn Sales NavigatorChatGPTClaudeMicrosoft Office SuiteCold CallingTerritory PlanningPipeline Management