We are seeking a dynamic and results-driven Account Development Representative (ADR) to join our Customer Business team. This role is pivotal in driving revenue growth by focusing on upselling within our existing install base and collaborating closely with our Account Management team. You will be responsible for identifying and prioritizing high-potential accounts, tailoring your messaging to resonate with diverse customer needs, and leveraging technology to execute scaled outreach strategies. A strong understanding of our product's value proposition and the ability to conduct effective discovery calls are essential to secure qualified meetings for the Account Management team, ultimately increasing customer spend.
What you’ll do:
- Proactively identify and prioritize upselling opportunities within the existing customer install base, based on account potential and strategic alignment.
- Partner closely with Account Managers to develop and execute targeted outreach campaigns designed to increase customer spend and product adoption.
- Conduct thorough discovery calls to understand customer needs, challenges, and goals, and effectively articulate how our product solutions can address them.
- Craft personalized and compelling messaging that resonates with different customer segments and decision-makers.
- Leverage CRM and sales automation tools to manage leads, track activities, and optimize outreach efforts for maximum efficiency.
- Qualify leads and schedule high-quality meetings for the Account Management team, ensuring a smooth handoff and maximizing conversion rates.
- Maintain accurate and up-to-date records of all interactions and activities in the CRM system.
- Stay informed about product updates, industry trends, and competitor activities to effectively position our solutions.
- Analyze sales data and metrics to identify areas for improvement and optimize outreach strategies.
- Collaborate with marketing and product teams to refine messaging and develop targeted campaigns.
What you’ll bring:
- A Proven Track Record: 1-3 years of experience in a sales development associate or inside sales role; sales experience in the SaaS space is a plus. We are looking for candidates who thrive in a fast-paced, entrepreneurial business environment and who have a proven track record of success in their past roles and experiences
- Demonstrated success in upselling or cross-selling to existing customers.
- Strong understanding of sales methodologies and the ability to conduct effective discovery calls.
- Excellent communication, presentation, and interpersonal skills.
- Proficiency in using CRM systems (e.g., Salesforce) and sales automation tools.
- Ability to prioritize tasks, manage time effectively, and work independently in a fast-paced environment.
- Strong analytical and problem-solving skills.
- Ability to quickly learn and articulate complex product information.
- A results-oriented mindset with a strong desire to exceed targets.
- Experience working with partner ecosystems is a plus.
Requirements:
- Years of experience? 1-3 years of experience in a sales development, business development, account development role or similar
- Software Experience? 1-3 years in SaaS space
Benefits:
- Healthcare: 90-100% paid premiums for medical, dental, and vision plans for employee and dependents + on demand health care concierge
- HSA, FSA, & DCFSA: Pre-tax savings plans for healthcare and dependent care, with up to a $600 annual employer contribution to the HSA plan (if enrolled in HSA medical plan)
- 100% paid short and long term disability plus life + AD&D benefits
- Learning & Development: $500 annually towards professional development opportunities + $250 annually towards personal development opportunities
- Flexible Time Off: Flexible vacation policy for strong, fully charged batteries
- 16 Weeks Paid Parental Leave: An inclusive policy to ensure you have time with your newborn, newly adopted, or foster child (available after six months of employment)
- Work Remotely: Flexible hours and work from home + $1,000 annually to cover necessary business related items for your home office
- 401K: Reach your financial goals while reducing your taxes
This role will receive a competitive base salary, variable compensation, benefits, and stock, typically in the form of Restricted Stock Units (RSUs). The expected On-Target Earnings for this role is $100,000, subject to change.
A variety of factors are considered when determining someone’s leveling and compensation–including a candidate’s professional background and experience. These ranges may be modified in the future and final offer amounts may vary from the amounts listed above.
Drata is on a mission to serve as the trust layer between great companies.
Drata is a trust management platform that uses AI-driven automation to modernize governance, risk, and compliance, helping thousands of businesses develop a more secure, proactive, and risk-aware organization to continuously maintain trust with customers.
We all recognize the importance of earning and keeping the trust of our customers when it comes to protecting their data. We know how burdensome achieving and maintaining a strong GRC posture can be with the rise in compliance regulations. It’s a manual, redundant, error-prone, and unscalable process - and it only grows more complex and expensive over time.
Our team of SaaS, security, compliance, and audit experts have built a better way - with automation
Employment at Drata is based solely upon individual merit and qualifications directly related to professional competence. We strictly prohibit unlawful discrimination or harassment on the basis of race, color, religion, veteran status, national origin, ancestry, pregnancy status, sex, gender identity or expression, age, marital status, mental or physical disability, medical condition, sexual orientation, or any other characteristics protected by law. We also make reasonable accommodations to meet our obligations under laws protecting the rights of the disabled.
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