Highspot is pioneering the category that is fundamentally changing the way companies increase sales productivity. The Account Development Representative (ADR) is responsible for creating strategic account penetration plans and managing inbound lead activity to develop qualified sales opportunities with target accounts. This role involves conducting business dealings with C-suite executives and requires a proactive approach to engaging potential clients.

Responsibilities

• Leverage on-boarding and continuous training to be an expert about the company, industry, our platform’s benefits and features in order to effectively articulate the Highspot value proposition, while gathering information about prospect needs
• Efficiently research to identify the right people to approach within target accounts: the members of the buying team and its key influencers
• Strategically coordinate personalized, multi-channel, multi-threaded, outbound activities to target various buying personas and create high-value opportunities in target accounts
• Understand the value drivers of prospects to creatively and professionally craft customized and personalized messages that offer unique perspectives specific to their economic motivators
• Successfully manage and overcome prospect objections
• Update prospect interactions in Salesforce.com to ensure efficient account management
• Consistently achieve monthly qualified opportunity quotas to ensure revenue objective
• Understand, as much as possible, the corporate budget, decision-making timeframe, customer goals, and key decision-makers within the prospect’s organization

Skills

• 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

Benefits

• 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

Company Overview