Account Development Representative (ADR)

We’re looking for a high-performing Account Development Representative (ADR) who is ready to take the next step in their sales career. This role sits between an outbound SDR and a full-cycle Account Executive, supporting our sales process by qualifying inbound leads and expanding revenue within our existing customer base. We need someone who is a people person AND a technology person. We need a creative mind with incredible attention to detail. We need someone who can identify growth opportunities within our current customer base, confidently run discovery, and either close business (SMB) or set high-quality meetings (MM & ENT) for the Account Executive team. We're particularly interested in someone who has experience selling or expanding accounts within similar technology (HR tech) and personas (CHRO, VP HR, VP Talent Acquisition, etc) across SMB, Mid-Market, and Enterprise segments. Responsibilities Manage inbound lead qualification and routing, including discovery, needs analysis, and setting qualified appointments for the Account Executive team Own expansion and upsell efforts within the existing customer base, identifying growth opportunities and closing SMB deals independently Hunt for new business within assigned accounts while partnering with Account Executives on larger Mid-Market and Enterprise opportunities Build and foster strong relationships with customers through consultative conversations Create thoughtful and personalized outreach strategies for account expansion and cross-sell opportunities Collaborate closely with Account Executives, Sales Leadership, and Customer Success to drive revenue growth Support marketing initiatives related to inbound lead follow-up and customer expansion Contribute insights from customer conversations to help improve the product, messaging, and overall customer experience Required Skills & Experience Prior experience in sales development within a SaaS company, preferably HR technology Superior verbal and written communication skills with a keen attention to detail Experience in start-up, entrepreneurial and ambiguous environments Analytical and process-oriented mindset Active team player, self-starter, and multitasker who can quickly adjust priorities Experience with CRM systems (Pipedrive a bonus) Experience with modern Sales & Go To Market tools (Zoominfo, Zoom, Slack, etc) Must be at least 18 years old Must be a U.S. citizen or a foreign citizen authorized to legally work in the United States Must pass a drug test and background check, to the extent permitted by law Must be able to work at our Salt Lake City HQ at least 3-4x/week Note: This is a full-time position. Benefits Health insurance Dental insurance Life insurance Vision insurance AD&D insurance Paid vacation and sick time, commensurate with tenure Retirement plan with company match Onsite gym Historic downtown SLC office location Great access to the freeway, Trax, and FrontRunner Stocked kitchen with drinks and snacks #J-18808-Ljbffr Built