Account Development Representative

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 to deliver tailored value propositions effectively.

Identify and build out an organizational chart of multiple prospects within target accounts.

Execute personalized, multichannel outreach strategies (including social media, email, and phone calls) to generate interest and create a strong pipeline of 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 a territory growth plan focused on new customer acquisition and expansion opportunities.

Collaborate with the Marketing Team to align outreach efforts with ongoing campaigns, promotions, and initiatives.

Act as a key team player within the sales POD, providing insights and helping drive the collective success of your sales region.

Qualification and Needs Analysis:

Conduct discovery calls to qualify leads, ensuring they align with the company's ideal customer profile.

Engage with prospects to uncover their needs, challenges, and desired outcomes, effectively positioning SnapLogic's value proposition.

Contribute to strategic discussions on converting opportunities into closed deals by sharing insights gathered during initial prospect engagement.

Participate in POD forecast meetings and help in territory forecasting.

Reporting and Analysis:

Regularly report on the status of your pipeline, conversion rates, and other key performance indicators.

Provide analysis to identify trends, strengths, and areas for improvement, contributing ideas to optimize sales effectiveness.

Adaptability

Intelligent pipeline creation is critical to the success of this role. This can and should include multichannel outreaches such as social media, email, and phone calls. 

Although activities will not be the main focus, successful Inside Account Executives are expected to be highly disciplined in their output.

Key Performance Indicators (KPIs):

Pipeline Creation: Number of qualified leads, conversion rates, and overall growth and health of the sales pipeline.

Quota Attainment: Revenue generated by supported Account Executives, number of new customers, and achievement of regional targets.

What We're Looking For:

4+ years of experience in sales, preferably in SaaS.

2+ year as a Sales Development Representative or Business Development Representative.

Cold calling capabilities and pre-call planning, opportunity qualification, and objection handling.

Proven track record of successfully generating qualified leads and prospecting at multiple executive levels within target organizations.

Experience in territory planning, executing outbound strategies, and building account research plans.

Strong time management skills with experience managing a high volume of accounts and prospects.

Ability to thrive in a fast-paced, collaborative sales environment.

Strong communication skills, including written, verbal, and listening skills.

Familiarity with tools like ChatGPT, Claude, Salesforce, ZoomInfo, Outreach, LinkedIn Sales Navigator, and Microsoft Office Suite.

Experience in a start-up environment preferred.

High level of integrity and a self-starter attitude.