Mid-Market Account Development Representative
Conducts outbound prospecting to mid-market engineering orgs, qualifies opportunities with VPs/CTOs, and books meetings for Account Executives. Requires 1-3 years experience, preferably in SaaS sales, with strong communication and sales tools proficiency.
About the job
What You'll Do
- Own outbound prospecting into a defined territory of Mid-Market accounts globally.
- Build target account lists in partnership with your Account Executives, leveraging sales tools to identify the right buyers and timing signals.
- Run multi-channel outbound sequences—email, phone, LinkedIn, and creative direct outreach—that earn responses from technical leaders.
- Qualify inbound and outbound opportunities against our ICP, uncover pain, and book qualified discovery meetings for Account Executives.
- Become a credible voice on Factory's product, the agentic coding category, and the technical workflows of modern engineering teams.
- Partner closely with Sales Leadership, Marketing, and Operations to feed back what's working in market and continuously refine messaging, segmentation, and playbooks.
- Maintain disciplined CRM hygiene in Salesforce and contribute to forecasting and pipeline reviews.
- Hit and exceed monthly quotas for qualified meetings and opportunities generated.
What We're Looking For
- 1–3 years of full-time professional experience, ideally including 6+ months in an SDR/BDR/ADR role at a B2B SaaS company (developer tools, infrastructure, or AI is a strong plus).
- A track record of consistently hitting or exceeding outbound quota.
- Excellent written and verbal communication—able to write a cold email a busy CTO will actually open and reply to.
- High intellectual curiosity: you can hold your own in a conversation about CI/CD, code review, agents, or platform engineering after a few weeks of ramp.
- Self-starter mindset; you thrive in ambiguity and don't wait for a playbook to be handed to you.
- Strong organization and a bias toward measurement—you instrument your own funnel and iterate weekly.
- Comfortable working with modern sales stack: Salesforce, MixMax, LinkedIn Sales Navigator, Gong, Apollo, Clay (or similar).
Nice to Have
- Experience selling into engineering, DevOps, or platform buyers.
- Background as a technical founder, computer science student, or hands-on developer.
- Exposure to Mid-Market or Enterprise sales cycles (multi-stakeholder, technical evaluation).
- Familiarity with AI-native tooling and the developer productivity landscape.
Why Factory
- Competitive base + uncapped variable, meaningful early-stage equity, and full health, dental, and vision benefits.
- Premium hardware, generous learning budget, and team offsites.
Skills
Salesforce, LinkedIn Sales Navigator, Gong, Apollo, Clay, Mixmax, CI/CD, Outbound Prospecting, Cold Email, Pipeline Management
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