Account Development Representative

About BeyondTrust

BeyondTrust is a global leader in identity security, dedicated to protecting organizations by managing the entire identity attack surface to thwart threats from both external attackers and insiders. Our innovative cybersecurity SaaS solutions serve over 20,000 customers, including 75 of the Fortune 100 companies, alongside a global partner ecosystem.

Culture and Values

We foster an environment built on flexibility, trust, and ongoing learning, celebrating each individual's growth and their contribution to our success. Diversity and inclusion are core to how we assemble teams, cultivate leadership, and create a connected workplace where all employees can thrive.

Role Overview

The Account Development Representative (ADR) will focus on nurturing and expanding relationships with existing customers, working as a key support to Enterprise Account Managers (EAMs) and Senior Account Executives (SAEs). This role drives revenue growth through add-on sales opportunities, ensures exceptional customer satisfaction across assigned territories, and facilitates smooth communication throughout the sales process.

Key Responsibilities

• Partner with Senior Account Executives and Enterprise Account Managers within the designated region to manage and close new sales opportunities and customer add-ons, ensuring continuity and seamless customer experiences.
• Expand existing client accounts within the assigned territory and focus list.
• Support commercial customer relationships by identifying avenues for revenue growth across accounts.
• Autonomously manage and close add-on opportunities in the territory.
• Coordinate with internal teams—including EAMs, SAEs, Sales Engineers, Customer Success Managers, Renewals, and POD members—to formulate and execute territory strategies.
• Respond promptly and effectively to customer inquiries throughout the sales process.
• Keep Salesforce data accurate and up-to-date with account details and sales opportunities.
• Provide timely updates and sales forecasts to ensure reliable pipeline visibility.
• Share responsibility for meeting sales targets within the assigned territory and team quota.
• Stay informed about market dynamics, competitor products, pricing strategies, and company updates.

Qualifications and Experience

• Bachelor’s degree or equivalent relevant work experience.
• 1 to 2 years demonstrated success in sales development or sales roles, preferably in technology, software, or B2B sectors.
• Ability to perform effectively under pressure and meet deadlines.
• Competence in communicating complex technical concepts and value propositions clearly.
• Self-motivated and able to work independently while collaborating effectively within a team.
• Drive to continuously enhance product knowledge and sales expertise.
• Strategic mindset with strong organizational, planning, communication, and problem-solving abilities.
• Proven presentation skills and critical thinking capability.
• Excellent verbal and written communication skills.

Preferred Skills

• Experience with Salesforce is highly desirable.
• Proven ability to manage multiple concurrent sales cycles.
• Background in security and SaaS sales advantageous.
• Familiarity with technology and cybersecurity domains preferred.