Job Description
The Account Development Representative (ADR) is a hybrid role responsible for driving revenue growth by skillfully managing and qualifying both inbound leads and executing strategic outbound prospecting. This role is the essential bridge between Marketing and Sales, ensuring a robust pipeline of high-quality opportunities for the Account Executive team, focused on companies utilizing vehicles and heavy equipment.
Roles and Responsibilities
I. Strategic Outbound Pipeline Generation (Core Focus)
Targeted Account Ownership: Own and execute outbound prospecting strategy within a set of high-value, complex, or MMBII or ENT-level accounts, collaborating closely with assigned Account Executives.
Deep Research & Personalization: Conduct in-depth research on target accounts, including company financial health, competitive landscape, specific fleet challenges, and organizational structure, to craft highly personalized and compelling messaging.
Multi-Channel Strategy: Develop and execute sophisticated multi-touch, multi-channel (phone, email, social) outreach sequences to engage C-level and VP-level personas (e.g., VP of Operations, Chief Safety Officer) in the fleet and field operations space.
Opportunity Creation: Consistently meet and exceed monthly quotas for Sales Qualified Opportunities (SQOs) and overall pipeline generated, focusing on high-quality, high-value deals that accelerate time-to-close.
Market Intelligence: Gather and synthesize market feedback from outbound efforts to inform and refine the company’s Ideal Customer Profile (ICP) and go-to-market strategy.
Strategic Inbound Management & Conversion (High-Value Focus)
High-Value Lead Prioritization: Act as the primary point of contact for high-value inbound “hand-raisers,” including demo requests, paid lead, and tradeshow inquiries, ensuring “speed-to-lead” is a top priority.
Inbound-to-S2 Conversion: Conduct deep-dive qualification calls with inbound prospects to assess fit, identify pain points, and build initial value, with the primary goal of converting leads into S2 (Discovery) meetings for Account Executives.
Lead Nurturing: Manage a pipeline of high-potential inbound leads that are not yet “sales-ready,“ utilizing personalized follow-up and content delivery to move them toward an S2 stage.
Quality Control: Ensure that only leads meeting strict Ideal Customer Profile (ICP) and qualification criteria are passed to the sales team, maintaining a high S2-to-S3 conversion rate.
III. Collaboration & Continuous Improvement
Sales & Marketing Alignment: Provide crucial feedback to the Marketing team on the quality of inbound leads and the effectiveness of messaging in outbound campaigns.
Product Expertise: Become a subject matter expert on the IntelliShift platform, including GPS Fleet Tracking, AI Dash Cams, Digital Inspections, and Maintenance solutions , and stay current on fleet industry trends and competitor offerings.
Training & Development: Participate in ongoing sales, product, and industry training to continuously improve selling techniques and product knowledge.
Required Skills and Qualifications
Experience: 1+ years of experience in an Account Development, Sales Development, or Business Development role, preferably in a B2B SaaS, or a related technology field, preferably targeting fleet or operations personas.
Communication: Exceptional verbal and written communication skills with the ability to engage in high-level business conversations.
Persistence & Resilience: Proven ability to handle rejection and maintain a positive, high-energy approach to hitting daily and monthly activity metrics.
Tech Savvy: Proficiency with Salesforce and Salesloft or similar tools for effective sequencing and tracking.
Education: Bachelor’s degree preferred or equivalent professional experience.
The values you’ll live by as part of the team:
- Customer-Obsessed- Our customers are at the center of everything we do. When they win, we win. We’re more than just a vendor; we’re committed partners.
- No-Box Innovation- Forget thinking outside the box—what box? We embrace bold ideas and build what hasn’t been built before to drive our customers and ourselves forward.
- Growth Through Friction- Not all friction is bad. We challenge inefficiencies, drive innovation, push for a stronger business, and break through limits.
- Trust Through Action- Promises don’t build trust—actions do. We lead with transparency, act with integrity, and stay committed to always doing right by those we work with.
- Own It- Every action matters, so make it count. We are accountable for our work, own our outcomes, and always strive to make a positive difference.
We offer competitive compensation, commensurate with experience; $65,000-$75,000 base salary plus commission. We also offer outstanding benefits to simplify the lives of our employees and show them how much we appreciate their contributions. IntelliShift provides company-subsidized medical, dental, and vision insurance for all FT employees, 401K with a 4% company contribution, and Flexible PTO
