ACCOUNT DEVELOPMENT REPRESENTATIVE JOB DESCRIPTION

The Account Development Representative is an early-career-to-mid-level sales role responsible for building and qualifying an enterprise pipeline at the boundary between marketing and sales. Sitting upstream of the Account Executive function, this position is found across B2B SaaS, cloud software, and technology platform companies where revenue growth depends on consistent, high-quality lead generation. Organizations in this space rely on the ADR to translate outbound effort and inbound signal into qualified meetings that move through a structured sales cycle. The role is foundational to enterprise revenue teams and carries a direct line of sight to quota attainment across the business.

As the Account Development Representative, this role drives qualified pipeline generation by executing targeted outbound prospecting, qualifying inbound leads, and securing executive-level meetings that advance the enterprise sales cycle. Embedded within the Sales and Marketing organization, the Account Development Representative works in close partnership with Account Executives, Customer Success, and marketing leadership across named accounts and defined territories.

Career Impact: ADRs in enterprise SaaS gain direct exposure to full-cycle B2B sales, executive stakeholder engagement, and CRM-driven pipeline management - competencies that serve as the foundation for advancement into Account Executive, Customer Success, or Sales leadership roles.

Business Impact: The qualified meetings and pipeline this role generates are the direct upstream driver of closed revenue, making the ADR's output visible to sales leadership and measurable against company growth targets.

Growth Opportunity: Defined promotion pathways into Sales, Professional Services, and Customer Success give high performers a concrete next step, not just a vague promise of upward mobility.

• Prospect and qualify inbound and outbound leads against agreed criteria to build a high-quality enterprise pipeline.
• Execute multi-channel outreach across phone, email, LinkedIn, and social platforms to engage decision makers at target accounts.
• Partner with Account Executives to develop and implement territory, account, and contact-level strategies.
• Schedule qualified meetings and product demonstrations with senior influencers and P&L owners at the Director level and above.
• Map account stakeholders, organizational hierarchies, and corporate initiatives to identify champions and buying groups.
• Maintain accurate records of all prospect interactions, pipeline activity, and forecasting data in CRM.
• Collaborate with Marketing and Customer Success teams to align messaging, support campaigns, and surface expansion opportunities within existing accounts.
• Gather market and prospect feedback to inform product positioning and refine outreach sequences.

• Bachelor's degree in Business, Communications, or a related field, or equivalent work experience.
• 2+ years of experience in a sales development, lead generation, or inside sales role, with B2B SaaS or technology exposure.
• Demonstrated ability to execute high-volume, personalized outreach across phone, email, and social channels.
• Proven track record of meeting or exceeding quota targets for qualified meetings, outbound activity, or pipeline generation.
• Strong written and verbal communication skills, with confidence engaging VP and C-level executives.
• Ability to conduct detailed account research and stakeholder mapping across complex enterprise organizations.
• Self-directed and results-oriented, with strong time management skills and the ability to manage competing priorities.
• Collaborative work style with demonstrated ability to operate cross-functionally across sales, marketing, and customer success teams.

• Prior experience in a retention or expansion-focused ADR role, including upsell and cross-sell pipeline generation within an existing customer base.
• Exposure to EMEA or international territory management, including multilingual communication or regional GTM strategy.
• Experience contributing to or refining sales playbooks, outreach sequences, or ADR process documentation.
• Familiarity with enterprise account segmentation at the $500M+ revenue tier, including subsidiary and parent entity mapping.

• Core Stack: Salesforce CRM, LinkedIn Sales Navigator, Outreach, or SalesLoft.
• Cloud & DevOps: Google Workspace (Gmail, Drive, Docs, Sheets).
• Productivity & Office: Microsoft Office Suite (Word, Excel, PowerPoint).
• Communication & Outreach: Email sequencing platforms, cold calling dialers.
• AI Tools: Not specified in examples.

• Base Salary Range: $50,000-$72,000 annually, varying by market, company stage, and prior experience.
• Bonus: Variable commission or bonus tied to qualified meetings booked and pipeline generated; OTE typically adds $15,000-$25,000.
• Equity: Equity or stock options available at growth-stage and pre-IPO SaaS companies.
• Health Benefits: Medical, dental, and vision coverage; employer contribution rates vary by company.
• PTO: 15-20 days annually; unlimited PTO policies are common at Series B and later-stage companies.
• Common Perks: Home office stipend, professional development budget, conference attendance, and sales training programs.

Figures based on current US market benchmarks. Adjust based on location, company size, and seniority level.

Lamwork is committed to building diverse teams and does not discriminate in hiring or employment based on race, color, religion, sex, national origin, age, disability, veteran status, or any other characteristic protected by applicable law. Qualified applicants requiring a reasonable accommodation during the application or interview process are encouraged to contact us directly. All offers are contingent on a satisfactory background check. Candidates must be authorized to work in the United States without sponsorship.

Sitting at the intersection of business growth and public health, the Account Development Representative drives lead generation, client acquisition, and marketing efforts within a substance-use-focused program vertical. Partnering closely with the Client Services team and reporting to the Group Management Director, the Account Development Representative shapes competitive positioning and new business strategy across government, community, and health system sectors.

Key Responsibilities

• Forge relationships with key stakeholders to expand the agency's network.
• Monitor government funding streams and client objectives to identify new business opportunities.
• Develop a leads database and conduct outreach to potential clients, including government agencies, community organizations, and health systems.
• Promote agency capabilities through conferences, presentations, pitch decks, and marketing materials.
• Facilitate outreach calls and presentations with potential partners and clients.
• Develop and execute tactical marketing plans across print, social media, website, and email channels.
• Assess new business opportunities aligned with growth areas, existing expertise, and client fit.
• Support proposal writing, pitch development, and transition of new work to internal teams.
• Cultivate new business opportunities from existing clientele and contribute ideas to grow new business.
• Monitor new business health in partnership with the Client Services team.

Education & Experience

• Bachelor's degree with 5+ years of relevant experience, Master's degree with 3+ years, or 10+ years of relevant experience without a degree.
• Experience writing new business proposals and navigating public and private sector contracting processes.
• Advanced professional and business writing skills.
• Proven ability to network and develop relationships with key stakeholders.
• Proven ability to work cross-functionally with a variety of internal teams.
• Proven ability to present ideas to executive teams and achieve alignment with strategic direction.
• Proven ability to manage tight and competing deadlines effectively.

As the Account Development Representative, this role generates a qualified pipeline for a rapidly scaling SaaS company by executing high-volume, personalized outreach and advancing in-funnel enterprise opportunities. Collaborating across Account Executive and senior leadership teams, the Account Development Representative builds foundational sales skills with a direct pathway to growth within a fast-changing organization.

Core Functions

• Work with Account Executives to target named accounts and progress in-funnel opportunities.
• Identify, research, and contact prospects to generate qualified leads and set appointments.
• Conduct thorough account research and stakeholder mapping to uncover key thought leaders and corporate initiatives.
• Perform high-volume personalized outreach through online research, emails, cold calls, and social touches.
• Understand product applications and prospect pain points to position solutions effectively.
• Achieve and exceed qualified opportunity quotas to meet sales objectives.
• Serve as a contact point for prospects responding to marketing campaigns.
• Represent the company at conferences and seminars.
• Help fine-tune the sales funnel to improve targeting, outreach, and sales tools.

Education & Experience

• Undergraduate degree.
• 3-5 years of experience in a sales role; discovery call experience is a plus.
• Strong research skills with the ability to conduct thorough account and stakeholder analysis.
• Strong written and verbal communication skills, including experience engaging with VP and C-level executives.
• Ability to understand and articulate complex solutions to senior-level executives.
• Demonstrated ability to collaborate cross-functionally and work with colleagues across multiple geographies.
• Self-starter with a sense of urgency, accountability, and ability to drive issues to closure.
• Energetic, ambitious, and eager to learn in a fast-paced, ever-changing startup environment.

Embedded within a high-growth enterprise sales organization, the Account Development Representative owns early-stage funnel development by qualifying inbound leads, profiling target accounts, and building executive-level relationships that set the stage for active sales engagement. Reporting to the Director of Account Development, the Account Development Representative supports sales executives across multiple career growth paths, including Sales, Professional Services, and Customer Success.

Primary Duties

• Build and sustain relationships with C-level executives through phone, email, and social channels.
• Generate demand and nurture accounts through a clearly defined qualification process.
• Qualify inbound leads from a variety of marketing programs.
• Conduct detailed target account screening and profiling for enterprise organizations of $500M and above.
• Set appointments with key influencers and P&L owners at the Senior Manager level or higher.
• Grow product and industry knowledge for personal and professional development.

Skills & Qualifications

• Bachelor's degree.
• At least 2 years of industry experience in a similar enterprise sales role; SaaS experience is a plus.
• Proven B2B phone sales and lead nurturing experience with SaaS-based technology solutions.
• Experience in cold calling, pipeline building, and executive relationship development.
• Working knowledge of Microsoft Office and Salesforce.com.
• Self-starter and problem-solver with a resourceful, results-driven approach.

A key member of the ADR and Sales teams, the Account Development Representative serves as the first point of contact for prospects, driving brand awareness, lead qualification, and enterprise pipeline generation for a fast-growing software company. Working closely with field sales and marketing, the Account Development Representative executes go-to-market strategies and manages a strategic outreach cadence targeting C-level decision makers at enterprise accounts.

Accountabilities

• Act as the initial point of contact with prospects to promote brand awareness and lead generation.
• Communicate product offerings and value propositions effectively to C-level executives.
• Identify, qualify, and coordinate with stakeholders to schedule product demonstrations and build a pipeline.
• Collaborate with field sales and marketing to develop and execute GTM strategies.
• Maintain active engagement with new contacts throughout the pre-sales cycle.
• Create and prioritize a strategic sales approach targeting enterprise accounts through cold calling, email campaigns, and social media.
• Research and build new accounts and contacts.
• Deliver quality forecasting and operational performance.

Requirements

• Bachelor's degree or equivalent experience.
• 1-2 years of corporate experience, software sales preferred.
• Proven success selling high-value, long lead-time enterprise software or services.
• B2B inside sales, telesales, call center, or enterprise prospecting experience is a plus.
• Excellent consultative and competitive sales skills, leveraging both process and relationship-driven techniques.
• Strong problem-solving skills with a continuous improvement mindset.
• Strong written and spoken English communication skills.
• Proficient in Salesforce, Google Apps, and other business applications.

Focused on the company's most strategic global accounts, the Account Development Representative bridges inbound lead engagement and outbound prospecting to drive pipeline growth alongside the Strategic Account team. Collaborating across sales and marketing functions, the Account Development Representative maps account stakeholders and develops targeted outreach to champions, influencers, and decision makers at the highest-value enterprise clients.

Day-to-Day Responsibilities

• Evangelize the product and drive success for top design, agile, and innovation teams globally.
• Develop targeted outbound messaging to engage decision makers via email, phone, social media, and direct mail.
• Optimize and manage the pipeline using Salesforce CRM.
• Partner with the Strategic Account team to penetrate new and existing strategic accounts.
• Schedule qualified meetings for the Sales team that lead to bookings.
• Deliver product feedback to contribute to continuous innovation.
• Build deep understanding of products and key markets.

Position Requirements

• 1 year of sales experience, preferably in a technical space.
• Proven sales track record with demonstrated success in achieving quota.
• Experience in a sales development role engaging mid-level and senior executives.
• Experience following sales processes and using CRM; Salesforce is a plus.
• Proficiency in written and verbal English.
• Quick learner with strong organizational skills and attention to detail.
• Natural leader and clear communicator with a sense of urgency and creative edge.
• Motivated self-starter with the ability to inspire others and break into new opportunities.

Generating new business opportunities by prospecting into enterprise accounts, the Account Development Representative follows proven sales processes and develops the skills needed to build and manage a high-quality pipeline. Working closely with paired Account Executives, the Account Development Representative champions the brand while executing territory, account, and contact strategies within a New York-based software company.

Job Functions

• Work with paired Account Executives to prospect and create new leads to grow the sales pipeline.
• Route qualified opportunities to the sales team by setting appointments.
• Maintain consistent prospect outreach via phone and email.
• Collaborate with Account Executives on the execution of territory, account, and contact strategies.
• Develop a strong understanding of the platform, target market, competition, and positioning.
• Champion the brand and educate prospective clients.
• Attend seminars and conferences.

Experience & Qualifications

• 3+ years of experience in sales development.
• Experience in a technology, ideally SaaS, sales environment.
• Good written and verbal communication skills.
• Self-starter with strong ability to organize, prioritize, and work independently.
• Self-motivated and highly driven.

Reporting to sales leadership, the Account Development Representative drives high-volume outbound prospecting and lead nurturing for an Online Reputation Management solutions provider, with a minimum target of 300 outbound calls per day. Working closely with senior sales executives, the Account Development Representative qualifies prospects, tracks all activity in Salesforce, and represents the company with integrity while consistently meeting or exceeding quota targets.

Scope of Work

• Conduct phone, email, and text outreach to prospects interested in Online Reputation Management solutions, meeting a minimum of 300 outbound calls per day.
• Determine prospect needs and nurture leads through various stages within Salesforce.
• Hit monthly, quarterly, and yearly quota targets for meetings booked, outbound calls, and lead conversion.
• Accurately track and record all customer communications in Salesforce.
• Collaborate effectively with senior sales executives.
• Gather customer feedback and relay it to management to improve products and services.
• Represent the company with a high degree of integrity and trustworthiness.

Required Qualifications

• 1-2 years of experience in a sales role with assigned targets and a proven ability to meet or exceed them.
• Advanced knowledge of the internet and internet search technologies.
• Strong written and verbal communication skills.
• Good organizational skills.
• Proven ability to multitask with detail-oriented.
• Computer-literate with working knowledge of Google Suite and Salesforce.

Centered on retention and growth within an existing customer base, the Account Development Representative partners with Customer Success and Marketing teams to drive new product adoption, renewals, and expansion revenue in alignment with the company's strategic objectives. Collaborating across Sales, Customer Success, and Marketing leadership, the Account Development Representative manages client engagement, Salesforce activity, and forecasting to generate predictable, sustainable revenue growth.

Strategic Responsibilities

• Strategize with the Customer Success Team Lead to grow new product sales, renewals, and expansion, then execute on the strategy.
• Partner with Marketing teams on how to market new products and solutions to existing customers.
• Collaborate with Sales and Customer Success leaders to ensure unified messaging and sales methods.
• Coordinate customer engagement with Customer Success Managers on retention and expansion opportunities.
• Attend regional and local marketing events and trade shows to expand customer interactions and identify opportunities.
• Provide leadership with regular updates on current client status.
• Manage and log all relevant activity into Salesforce and other applicable tools.
• Help define a forecasting process to drive predictable revenue and prioritize focus.

Qualifications & Experience

• Bachelor's degree or equivalent experience; advanced degree preferred.
• 3-5 years of experience in Customer Success and/or Sales.
• Good working knowledge of SaaS.
• Strong written and verbal communication and presentation skills.
• Strong project management, analytical, and problem-solving skills.
• Excellent interpersonal skills with the ability to work effectively within a team.
• Energetic, passionate, and driven with a strong desire to succeed in sales.

Building and maintaining executive-level relationships with a focus on lead qualification and pipeline development, the Account Development Representative serves as the frontline link between marketing and sales for a high-energy SaaS organization. Working closely with the Sales and Marketing teams, the Account Development Representative manages inbound and outbound prospecting activity, documents all interactions in Salesforce, and delivers consistent results against weekly and monthly KPI goals.

Areas of Ownership

• Meet and exceed Sales Assigned and Sales Qualified Lead goals on a weekly and monthly basis.
• Meet and exceed KPI metrics for daily and weekly prospecting activities.
• Follow established processes for working with Marketing Assigned Leads.
• Qualify inbound prospects against agreed-upon criteria with the sales organization.
• Conduct outbound prospecting to drive opportunities with named accounts.
• Host hand-off calls with prospects and sales teams.
• Document all phone and email outreach activities in Salesforce.
• Develop and maintain strong customer service relationships with prospects and customers.

Background & Experience

• Bachelor's degree or equivalent.
• 2-3 years in a lead generation or similar role; Hi-Tech SaaS experience is a plus.
• Excellent communication skills with a confident and pleasant phone presence.
• Strong organizational skills with the ability to multitask and set priorities.
• Attention to detail for accurately capturing prospect interaction notes in Salesforce.
• Ability to work effectively in a high-energy, team-oriented environment.
• Proficient in MS Office Suite and Salesforce.com.

Owning a defined sales territory, the Account Development Representative identifies and acquires new accounts while deepening penetration of existing ones by matching solutions to customer needs across a complex distribution and supply chain landscape. Partnering with customers, suppliers, and internal colleagues at all levels, the Account Development Representative builds influential relationships, generates leads through cold calling and supplier referrals, and negotiates to grow margins and close business.

Operational Focus

• Drive sales growth through new customer acquisition and rebuilding underpenetrated and neglected relationships.
• Identify and target emerging areas for high growth, profit, and differentiation.
• Generate and follow up on leads from suppliers and internal sources.
• Create opportunities and drive product selection within the territory by matching company solutions to customer business needs.
• Grow profits and maximize margins by solving customer business problems with value-added solutions.
• Negotiate skillfully in tough situations while maintaining strong customer relationships.
• Build and maintain influential relationships with customers and suppliers at all levels, including C-level executives.
• Stay abreast of current and future industry trends, competitor products, and technologies.

Education & Experience

• Bachelor's degree in Business, Marketing, Distribution, Supply Chain, or Industrial Engineering with 1+ year of sales experience; or Associate's degree with 3+ years of sales experience.
• Proven ability to originate new business and convert leads into qualified prospects.
• Account management, territory management, and account strategy skills.
• Ability to sell, persuade, influence, and negotiate effectively.
• Demonstrated ability to build relationships with customers and suppliers.
• Excellent written and verbal communication and interpersonal skills.
• Strong time management, organizational, and customer service skills with the ability to multitask under pressure.
• High proficiency in Microsoft Office Suite.

Focused on unlocking growth within an existing enterprise client base across the EMEA region, the Account Development Representative partners with Account Managers and Customer Experience teams to identify upsell and cross-sell opportunities, map decision-making hierarchies, and build a top-of-funnel pipeline. Reporting into the expansion team, the Account Development Representative contributes to the regional ADR playbook and represents the brand to both prospects and current customers as part of a coordinated account growth strategy.

Role Responsibilities

• Expand the customer network by supplying top-of-funnel opportunities to the Account Management team.
• Identify upsell and cross-sell opportunities within the existing customer base to build a pipeline.
• Co-own and manage a portfolio of expandable clients in the EMEA territory alongside paired Account Managers.
• Map key decision makers, influencers, and parent, sister, and subsidiary companies to access C-level executives.
• Prospect target accounts using calls, email, LinkedIn, and other methods.
• Drive account expansion strategy in coordination with Account Managers and Customer Experience teams.
• Contribute to the EMEA ADR playbook by testing new methods, designing sequences, and sharing learnings with peers.
• Represent the brand to prospects and current customers as part of the expansion team.

Professional Experience

• Previous experience in lead generation, sales, or account management; SaaS or tech experience preferred.
• Exceptional written and verbal communication skills with strong listening skills and a positive phone presence.
• Exceptional analytical and problem-solving skills with the ability to maintain composure under pressure.
• Extremely self-motivated with a strong work ethic and drive to exceed goals.
• Ability to work independently and collaboratively in a fast-paced environment.
• Native or fluent French and good English.