As an Account Development Representative (ADR) at SnapLogic, you will play a pivotal role in driving the success of our sales organization. This role emphasizes building a strong sales pipeline and generating interest in SnapLogic’s offerings, positioning you as a key link between marketing, lead generation, and the enterprise sales cycle. You will work closely with Account Executives, Channel Managers, and the Marketing Team to uncover opportunities and ultimately help drive revenue growth. This role focuses on proactive prospecting and creating qualified opportunities rather than closing deals.
This role is ideal for someone looking to build a career in technology sales, grow alongside a dynamic sales team, and be a crucial part of SnapLogic’s journey in helping enterprises solve integration challenges.
This is a hybrid role with a few in-office days in our Lehi, UT office location or our San Mateo, CA office location.
What You'll Do:
Pipeline Development:
Collaborate with Enterprise Account Executives to identify Tier 1 accounts and targets within assigned territories.
Conduct in-depth research to understand customer needs, challenges, and pain points to deliver tailored value propositions effectively.
Identify and build out an organizational chart of multiple prospects within target accounts.
Execute personalized, multichannel outreach strategies (including social media, email, and phone calls) to generate interest and create a strong pipeline of qualified leads.
Proactively qualify and engage with Marketing Qualified Leads (MQLs) to develop them into sales opportunities.
Collaboration and Coordination:
Partner with Account Executives and Channel Managers to develop and execute a territory growth plan focused on new customer acquisition and expansion opportunities.
Collaborate with the Marketing Team to align outreach efforts with ongoing campaigns, promotions, and initiatives.
Act as a key team player within the sales POD, providing insights and helping drive the collective success of your sales region.
Qualification and Needs Analysis:
Conduct discovery calls to qualify leads, ensuring they align with the company's ideal customer profile.
Engage with prospects to uncover their needs, challenges, and desired outcomes, effectively positioning SnapLogic's value proposition.
Contribute to strategic discussions on converting opportunities into closed deals by sharing insights gathered during initial prospect engagement.
Participate in POD forecast meetings and help in territory forecasting.
Reporting and Analysis:
Regularly report on the status of your pipeline, conversion rates, and other key performance indicators.
Provide analysis to identify trends, strengths, and areas for improvement, contributing ideas to optimize sales effectiveness.
Adaptability
Intelligent pipeline creation is critical to the success of this role. This can and should include multichannel outreaches such as social media, email, and phone calls.
Although activities will not be the main focus, successful Inside Account Executives are expected to be highly disciplined in their output.
Key Performance Indicators (KPIs):
Pipeline Creation: Number of qualified leads, conversion rates, and overall growth and health of the sales pipeline.
Quota Attainment: Revenue generated by supported Account Executives, number of new customers, and achievement of regional targets.
What We're Looking For:
4+ years of experience in sales, preferably in SaaS.
2+ year as a Sales Development Representative or Business Development Representative.
Cold calling capabilities and pre-call planning, opportunity qualification, and objection handling.
Proven track record of successfully generating qualified leads and prospecting at multiple executive levels within target organizations.
Experience in territory planning, executing outbound strategies, and building account research plans.
Strong time management skills with experience managing a high volume of accounts and prospects.
Ability to thrive in a fast-paced, collaborative sales environment.
Strong communication skills, including written, verbal, and listening skills.
Familiarity with tools like ChatGPT, Claude, Salesforce, ZoomInfo, Outreach, LinkedIn Sales Navigator, and Microsoft Office Suite.
Experience in a start-up environment preferred.
High level of integrity and a self-starter attitude.
Skills Required
- 4+ years of experience in sales
- 2+ year as a Sales Development Representative or Business Development Representative
- Cold calling capabilities and pre-call planning skills
- Proven track record in generating qualified leads and prospecting
- Experience in territory planning and executing outbound strategies
- Strong time management skills
- Ability to thrive in a fast-paced, collaborative sales environment
- Strong communication skills, including written, verbal, and listening
- Familiarity with tools like Salesforce and LinkedIn Sales Navigator
- Experience in a start-up environment
What We Do
SnapLogic delivers intelligent automation that connects your enterprise and unlocks the power of your applications and data. The company’s leadership in intelligence-powered workflows and self-service integration capabilities make it fast and easy for organizations to manage all their application integration, data integration, and data engineering projects on a single, scalable platform. Hundreds of Global 2000 customers – including Adobe, AstraZeneca, Box, GameStop, Verizon, and Wendy’s – rely on SnapLogic to automate business processes, accelerate analytics, and drive digital transformation. SnapLogic was founded by data industry veteran Gaurav Dhillon and is backed by blue-chip investors including Andreessen Horowitz, Capital One, Ignition Partners, Microsoft, Triangle Peak Partners, and Vitruvian Partners. What does SnapLogic do? | Watch video: snaplogic.com/resources/videos/explainer-video
