Account Development Representative Job at Highspot (Seattle)

Job Description

The Account Development Representative (ADR) is responsible for creating a strategic account penetration plan to identify and create qualified sales opportunities within target accounts for their Account Executive(s). The ADR also manages inbound lead activity, qualifying active buying interest and developing opportunities in prospect accounts. The ADR is responsible for conducting business dealings with C-suite level executives in a way that creates a superior experience that will set the stage for effective sales follow-up, as well as future product sales.

Job Responsibility

Create a strategic account penetration plan to identify and create qualified sales opportunities within target accounts for their Account Executive(s)
Manage inbound lead activity, qualifying active buying interest and developing opportunities in prospect accounts
Conduct business dealings with C-suite level executives in a way that creates a superior experience
Leverage on-boarding and continuous training to be an expert about the company, industry, our platform’s benefits and features
Efficiently research to identify the right people to approach within target accounts
Strategically coordinate personalized, multi-channel, multi-threaded, outbound activities to target various buying personas
Understand the value drivers of prospects to creatively and professionally craft customized and personalized messages
Successfully manage and overcome prospect objections
Update prospect interactions in Salesforce.com
Consistently achieve monthly qualified opportunity quotas
Understand the corporate budget, decision-making timeframe, customer goals, and key decision-makers within the prospect’s organization

Requirements

At least one year of relevant work experience
Experience engaging with multiple executive levels within an organization
familiarity with marketing and sales is a plus
Pre-call planning, opportunity qualification, objection handling, call structure and control, time and territory management
Proven track record of achieving measurable sales goals in a sales environment where accurate entry and management of lead data in a CRM system was required
Proficient with standard corporate productivity tools (email, voicemail, MS Office)
Experience with email and social media (LinkedIn, Twitter, etc.)
Sales training and salesforce.com experience a plus

Nice to have

Sales training and salesforce.com experience
familiarity with marketing and sales

What we offer

Comprehensive medical, dental, vision, disability, and life benefits
Health Savings Account (HSA) with employer contribution
401(k) Matching with immediate vesting on employer match
Flexible PTO
8 paid holidays and 5 paid days for Annual Holiday Week
Quarterly Recharge Fridays (paid days off for mental health recharge)
18 weeks paid parental leave
Access to Coaches and Therapists through Modern Health
2 volunteer days per year
Commuting benefits
Stock options

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Account Development Representative

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