About the Role:
Grade Level (for internal use):
09
The Team:
The team is comprised of ambitious, commercially minded early careers professionals looking to start a career in Account Management. While reporting directly to the Regional Manager, Revenue Associates, the ADR will spend a significant amount of time working directly with a team of account managers who they will be supporting in the day-to-day.
Responsibilities and Impact:
The Account Development Representative is a critical entry point into our commercial organization and a core component of our centralized Revenue Associate Program. This role is designed for high-potential early-career professionals who are motivated to build a successful career in revenue generation. Through a structured onboarding, training, and development program, Associates will gain deep product knowledge, client engagement skills, sales methodology, and commercial acumen preparing them to seamlessly transition into quota-bearing Account Manager roles.
Associates will work alongside regional Account Managers and commercial leaders to drive client engagement, identify growth opportunities, and improve retention outcomes. This role is both developmental and impact-oriented: while learning, Associates contribute directly to revenue objectives through targeted outreach, pipeline generation support, usage expansion initiatives, and early-stage sales qualification.
This is not a support role, it is a launchpad. As an Account Development Representative, you will be directly contributing to revenue impact while building a long-term commercial career. You will have early exposure to F2F client interactions, senior leadership, high-value accounts, and strategic growth initiatives that accelerate your advancement into a revenue-generating role.
Senior Leadership Exposure: Regularly interface with senior commercial leadership, product heads, and regional directors to align target account strategies with broader business growth objectives.
Client-Facing Presence: Represent the company in person at client meetings delivering value propositions, leading product demonstrations, and assisting in high-stakes negotiations.
Strategic Account Expansion: Partner with dedicated Account Managers to identify whitespace, uncover new buying centers, and execute targeted expansion campaigns within top-tier enterprise accounts.
Key Responsibilities
Commercial & Pipeline Execution: Conduct proactive outreach, qualify inbound/outbound leads, and build actionable pipeline within multi-million-dollar core account books.
In-Person Client Engagement: Participate in client site visits, industry conferences, and executive briefings to build executive rapport and support contract renewals and upsells.
Account Intelligence & Whitespace Analysis: Analyze client workflows, usage metrics, and industry developments to prepare comprehensive pre-meeting briefs and identify risk or growth indicators.
Cross-Functional Coordination: Collaborate with Product Specialists, Legal, Commercial Operations, and Senior Leadership to drive complex deals to closure in a timely manner.
Multitasking & Time Management: Simultaneously balance unstructured prospecting, structured training, campaign execution, and multi-stakeholder follow-ups in a fast-paced environment.
CRM & Sales Tech Stack Mastery: Utilize Salesforce, Salesloft, and tools to track metrics, schedule qualified meetings, and report on key performance indicators (KPIs).
Required Qualifications & Capabilities
Education: Bachelor’s degree in Business, Finance, Economics, or a related field (or equivalent practical experience).
Communication: Outstanding verbal, written, and presentation skills with demonstrated confidence speaking to senior executives.
Multitasking & Execution: Proven capability to prioritize competing priorities, manage tight deadlines, and complete tasks with high accuracy and speed.
Customer Focus: Willingness and capability to engage customers directly in face-to-face…