Leader, Sales Development Representative

There are two positions available.
Must live in or within commuting distance to RTP campus
Meet the Team

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 opportunites. 

• 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.

At Cisco, we’re revolutionizing how data and infrastructure connect and protect organizations in the AI era – and beyond. We’ve been innovating fearlessly for 40 years to create solutions that power how humans and technology work together across the physical and digital worlds. These solutions provide customers with unparalleled security, visibility, and insights across the entire digital footprint.

Fueled by the depth and breadth of our technology, we experiment and create meaningful solutions. Add to that our worldwide network of doers and experts, and you’ll see that the opportunities to grow and build are limitless. We work as a team, collaborating with empathy to make really big things happen on a global scale. Because our solutions are everywhere, our impact is everywhere. 

We are Cisco, and our power starts with you. 

Individual pay is determined by the candidate's hiring location, market conditions, job-related skillset, experience, qualifications, education, certifications, and/or training. The full salary range for certain locations is listed below. For locations not listed below, the recruiter can share more details about compensation for the role in your location during the hiring process.

U.S. employees are offered benefits, subject to Cisco’s plan eligibility rules, which include medical, dental and vision insurance, a 401(k) plan with a Cisco matching contribution, paid parental leave, short and long-term disability coverage, and basic life insurance. Please see the Cisco careers site to discover more benefits and perks.  Employees may be eligible to receive grants of Cisco restricted stock units, which vest following continued employment with Cisco for defined periods of time.

U.S. employees are eligible for paid time away as described below, subject to Cisco’s policies:

• 10 paid holidays per full calendar year, plus 1 floating holiday for non-exempt employees

• 1 paid day off for employee’s birthday, paid year-end holiday shutdown, and 4 paid days off for personal wellness determined by Cisco

• Non-exempt employees** receive 16 days of paid vacation time per full calendar year, accrued at rate of 4.92 hours per pay period for full-time employees

• Exempt employees participate in Cisco’s flexible vacation time off program, which has no defined limit on how much vacation time eligible employees may use (subject to availability and some business limitations)

• 80 hours of sick time off provided on hire date and each January 1st thereafter, and up to 80 hours of unused sick time carried forward from one calendar year to the next

• Additional paid time away may be requested to deal with critical or emergency issues for family members

• Optional 10 paid days per full calendar year to volunteer

For non-sales roles, employees are also eligible to earn annual bonuses subject to Cisco’s policies.

Employees on sales plans earn performance-based incentive pay on top of their base salary, which is split between quota and non-quota components, subject to the applicable Cisco plan. For quota-based incentive pay, Cisco typically pays as follows:

• .75% of incentive target for each 1% of revenue attainment up to 50% of quota;

• 1.5% of incentive target for each 1% of attainment between 50% and 75%;

• 1% of incentive target for each 1% of attainment between 75% and 100%; and

• Once performance exceeds 100% attainment, incentive rates are at or above 1% for each 1% of attainment with no cap on incentive compensation.

For non-quota-based sales performance elements such as strategic sales objectives, Cisco may pay 0% up to 125% of target. Cisco sales plans do not have a minimum threshold of performance for sales incentive compensation to be paid.

The applicable full salary ranges for this position, by specific state, are listed below:

New York City Metro Area:

Non-Metro New York state & Washington state:

* For quota-based sales roles on Cisco’s sales plan, the ranges provided in this posting include base pay and sales target incentive compensation combined.

** Employees in Illinois, whether exempt or non-exempt, will participate in a unique time off program to meet local requirements.