Account Development Representative

BeyondTrust is a place where you can bring your purpose to life through the work that you do, creating a safer world through our cyber security SaaS portfolio.

Our culture of flexibility, trust, and continual learning means you will be recognized for your growth, and for the impact you make on our success. You will be surrounded by people who challenge, support, and inspire you to be the best version of yourself.

The Role

The Account Development Representative (ADR) is responsible for driving revenue by prospecting, qualifying leads and identifying cross-sell, upsell and upgrade opportunities within existing accounts. The role serves as an overlay to the New Business Representatives and supports building and developing relationships with customers to drive sustained business growth. The ADR is accountable for the full lifecyle of a customer relationship, from identifying new opportunities to closing deals and fostering ongoing success.

What You’ll Do

• Research target accounts, identify key decision-makers, and generate new business opportunities

• Build and maintain strong relationships with customers, understanding their needs and informing them of product benefits

• Assist in developing account plans, map out key stakeholders, and contribute to the overall account strategy

• Assess leads against ideal customer profiles to ensure a good fit for solutions

• Coordinate meetings, calls, and presentations with customers and internal teams

• Schedule qualified meetings or demos for New Business Representative to advance the sale process

• Maintain accurate customer and opportunity records in CRM system

• Support New Business Representatives with day-to day administrative and operational tasks

• Prepare and process quotes, proposals, contracts, and order documentation

• Assist with lead management, follow-ups, and customer outreach

• Respond to customer inquiries and route requests accordingly

• Track sales activities, pipeline updates, and follow-up needs

• Engage and coordinate with EAM, SAE, (i)SE, CSM, Renewals team, and other POD members on territory strategy

• Assist with reporting and data analysis as needed

• Provide accurate and timely opportunity updates and bookings forecasts

• Drive account revenue expansion by creating and closing add-ons, upgrades, and migrations

• Lead subscription and SaaS migration activities across Core and Strategic accounts

• Maintain awareness of market conditions and competitors' products and pricing, and keep up to date on knowledge of the company

• Co-own sales achievement goals against a specified territory and team quota

What You’ll Bring

• Bachelor’s degree, or relevant work experience

• 1-2 years successful track record in sales development and or sales (technology, software, B2B, etc.)

• Ability to work under pressure and meet deadlines

• Ability to communicate complex technology and value propositions

• Independent, yet a team player

• Motivation to expand personal and professional knowledge of product and sales skills

• Strategic outlook

• Above average organizational, planning, communication, and problem-solving skills

• Strong presentation and critical thinking skills

• Excellent written and verbal communications

Nice To Have

• Experience with Salesforce strongly preferred

• Ability to manage multiple concurrent sales cycles

• Security, SaaS sales experience

• Familiarity with technology and cybersecurity

Better Together

Diversity. Inclusion. They’re more than just words for us. They are the guiding values of how we build our teams, cultivate leaders, and create a culture where people feel connected.

We take care of our employees so they can take care of our customers. Customers who come from all walks of life just like us. We hire incredible people from diverse backgrounds because when we are different together, we are stronger together.

About Us

BeyondTrust is the global identity security leader protecting Paths to Privilege™. Our identity-centric approach goes beyond securing privileges and access, empowering organizations with the most effective solution to manage the entire identity attack surface and neutralize threats, whether from external attacks or insiders.

BeyondTrust is leading the charge in transforming identity security to prevent breaches and limit the blast radius of attacks, while creating a superior customer experience and operational efficiencies. We are trusted by 20,000 customers, including 75 of the Fortune 100, and our global ecosystem of partners.

Learn more at www.beyondtrust.com.

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