Leader, Sales Development Representative

Account Development Representative (ADR) Leader

The Americas Virtual Demand Center (VDC) sits at the forefront of Cisco's modern go-to-market engine, chartered with generating and governing over $1.0B in Marketing Sourced Pipeline (MSP) across Commercial, Public Sector, and Enterprise theaters. We are the critical growth bridge connecting digital marketing campaigns, global event demand (such as Cisco Connects and Cisco Live), and proactive Account-Based Marketing (ABM) motions directly to Cisco Field Sales and Specialists. Our frontline culture is built on continuous coaching, servant leadership, transparent communication, operational speed, and celebrating collective milestones.

Your Impact

As an Account Development Representative (ADR) Leader, you will lead, coach, and inspire a frontline pod of 8-10 Account Development Representatives covering key growth segments (including Velocity / Mid-Market, Commercial, Public Sector, and Enterprise). You will be responsible for end-to-end pipeline execution, new hire speed-to-productivity, qualification rigor, and cross-functional alignment with Field Sales and Marketing leaders:

• People Leadership & Coaching: Lead, develop, and retain a high-performing pod of ADRs, fostering an inclusive, high-accountability team culture. Provide hands-on coaching, live call shadowing, and Gong call teardowns to sharpen ANUM/MEDDPICC qualification frameworks, objection handling and executive conversation tracks.
• Enablement & Career Progression: Partner with Global Enablement to execute structured onboarding frameworks, accelerating new hire time-to-productivity to 90 days and mentoring early-in-career sellers to prepare them for progression into Global Virtual Sales (GVSE) or similar sales roles within approximately 18 months.
• Pipeline Governance & Metric Discipline: Drive pod performance against core pipeline KPIs, including Outbound Prospecting, Marketing Event and Campaign alignment, lead-to-opportunity conversion, SLAs, and quarterly pipeline generation targets across assigned market segments.
• Forecasting & Operating Rhythm: Lead weekly forecast commit reviews providing leadership with accurate visibility into high-confidence pipeline opportunities.
• Cross-Functional Sales Alignment: Partner closely with Field Sales Leaders, Regional Managers, and Account Executives to orchestrate joint account pursuits, aligning qualified demand to the "Meeting Complete" milestone (Stage 0 Pipeline) where AEs take full ownership.
• Marketing & Campaign Co-Selling: Collaborate proactively with Field Marketing Directors and Managers to execute pre- and post-event demand follow-ups (Cisco Connects, Cisco Live) and multi-touch Account-Based Marketing activities.
• Specialist & Architecture Interlock: Orchestrate alignment with Architecture Hyperspecialists (Networking, Security, Collaboration, Cloud/AI) on multi-product, high-value demand generation plays.
• Operational & CRM Hygiene: Maintain rigorous pipeline and opportunity hygiene in Salesforce (SFDC) and real-time dashboards; audit lead queues to eliminate backlog and ensure prompt lead conversion or dispositions

Who You Are

You are a dynamic, people-first sales leader with a genuine passion for coaching and developing early-in-career sales talent. You combine strategic segment-driven leadership with active coaching skills, rigorous operational discipline, and data-driven pipeline management.

Minimum Qualifications

5+ years of successful experience in sales development, inside sales, business development, or technology pipeline generation.

1+ years of direct people leadership, team lead, or player-coach experience leading SDR/BDR/ADR teams within technology, SaaS, cloud, or networking environments.

Deep practical knowledge of sales qualification frameworks (such as ANUM, BANT, Command of the Message, or MEDDPICC).

Hands-on proficiency with Salesforce CRM, Gong.io, LinkedIn Sales Navigator, ZoomInfo, or modern sales engagement platforms.

Strong pipeline forecasting, metric analysis, and operational planning capabilities.

Exceptional verbal, written, and executive presentation skills with the ability to influence cross-functional leaders.

Ability to work on-site at Cisco's Raleigh / RTP, North Carolina office on weekly collaborative in-office days

Preferred Qualifications

Familiarity with Cisco's core architecture portfolio (Enterprise Networking, Security, Collaboration, and Cloud/AI).

Experience executing Account-Based Marketing (ABM) motions, event demand generation blitzes, and whitespace account prospecting.

Bachelor's degree in Business, Marketing, Communications, or equivalent practical sales experience.