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Position Overview: We are seeking a highly motivated and experienced ADR Manager to lead our Account Development team. The ideal candidate will have a track record of success in SaaS sales, a passion for coaching and developing talent, and a data-driven approach to growing pipeline. The ADR Manager will play a pivotal role in driving top-of-funnel activity, helping to shape our sales strategy, and ensuring the success of our ADR team.
What you will do:
- Lead and Manage ADR Team: Recruit, train, and mentor a team of high-performing ADRs to generate qualified leads for the sales team.
- Strategy and Execution: Develop and execute strategies to drive pipeline growth, leveraging industry best practices, outbound prospecting, and technology tools.
- Process Optimization: Continuously refine and improve ADR processes, including outreach strategies, lead qualification, and handoff to Account Executives (AEs).
- Data-Driven Management: Track and analyze key performance metrics (e.g., call activity, conversion rates, pipeline contribution), using data to inform decisions and optimize team performance.
- Collaboration: Partner closely with sales, marketing, and product teams to align ADR efforts with overall company goals and campaigns.
- Tech Stack Management: Leverage CRM and sales engagement tools (e.g., Salesforce, Outreach, SalesLoft, HubSpot) to track activities, optimize workflows, and ensure accurate data entry.
- Training & Development: Provide ongoing training, coaching, and feedback to BDRs, focusing on improving skills like cold outreach, objection handling, and product knowledge.
- Goal Achievement: Drive the team to meet and exceed monthly and quarterly targets for qualified leads, appointments, and opportunities created.
- Reporting: Provide regular updates to senior leadership on team performance, pipeline growth, and opportunities for improvement.
What you bring to the role:
- 4+ years of experience in sales or business development (SDR/BDR/ADR operations), preferably in a SaaS or high-technology environment.
- 2+ years of experience managing a business development team.
- Proven track record of driving pipeline and meeting/exceeding revenue targets.
- Strong leadership and coaching skills, with a passion for developing talent.
- Deep understanding of the SaaS sales cycle and lead generation techniques.
- Excellent communication and interpersonal skills.
- Proficiency with CRM and sales engagement platforms (e.g., Salesforce, Salesloft/Outreach, HubSpot, Zoominfo, etc.).
- Analytical mindset with experience using data to drive decisions and optimize performance.
- Ability to thrive in a fast-paced, dynamic startup environment.
Nice to haves:
- Experience aggressively scaling ADR teams in a startup or high-growth company.
- Knowledge of Advertising Technology software solutions.
- Familiarity with ABM (Account-Based Marketing) strategies.