Account Development Representative (ADR)
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Location: Irvine, CA
Department: Sales
Reports To: [SDR Manager / Director of Sales]
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Overview
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The Account Development Representative (ADR) is responsible for re-engaging and developing opportunities within Super Color Digitalโs existing account database of approximately 25,000 accounts.
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This role focuses on account activation, relationship building, and pipeline generation, working closely with Account Executives to convert existing and dormant accounts into revenue opportunities.
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Unlike traditional SDR roles, the ADR will primarily work with known accounts and existing data, requiring strong organizational skills, follow-up discipline, and the ability to identify revenue opportunities within an established customer base.
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Key Responsibilities
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Account Management & Activation
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* Manage and systematically work through a database of ~25,000 accounts
* Re-engage dormant and inactive accounts
* Identify new opportunities within existing and past customer accounts
* Maintain consistent outreach across assigned account segments
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Pipeline Generation
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* Schedule meetings between prospects and Account Executives
* Ensure high-quality, qualified meetings are booked and completed
* Maintain consistent pipeline flow for the sales team
* Prioritize high-value accounts and opportunities
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Outreach & Engagement
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* Execute outbound outreach via phone, email, and CRM tools
* Follow structured outreach cycles based on account segmentation
* Conduct follow-ups with previous opportunities and past customers
* Support marketing-driven lead engagement
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CRM & Data Management
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* Accurately document all outreach and account activity in Salesforce
* Maintain clean and updated account records
* Track engagement, follow-ups, and next steps
* Ensure proper attribution for meetings and opportunities
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Collaboration
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* Work closely with Account Executives to transition qualified opportunities
* Communicate account insights and activity updates
* Align on priority accounts and target opportunities
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Performance Expectations
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The ADR is expected to:
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* Generate consistent meeting volume for Account Executives
* Maintain high activity levels across assigned accounts
* Reactivate dormant accounts and identify new opportunities
* Support overall revenue growth through pipeline development
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Typical monthly targets may include:
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* 800โ1,200 accounts touched
* 50โ70 meetings scheduled
* 35โ50 meetings completed
* $100Kโ$300K in influenced pipeline
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Compensation
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* Hourly Base: $25/hour
* Meeting Bonus: $20 per completed meeting
* Revenue Commission: 0.5% of paid revenue generated from accounts introduced or reactivated by the ADR (up to 12 months following initial meeting)
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Qualifications
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* 1โ3 years of experience in sales, account development, or customer engagement preferred
* Strong communication and follow-up skills
* Ability to manage a high volume of accounts and activities
* Organized and detail-oriented
* Experience with CRM systems (Salesforce preferred)
* Self-motivated with a results-driven mindset
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Key Traits for Success
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* Highly organized and process-driven
* Persistent and consistent in outreach
* Strong listening and relationship-building skills
* Ability to identify opportunities within existing accounts
* Comfortable working with data and large account lists
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Why This Role Matters
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This role plays a critical part in unlocking revenue from existing accounts, improving efficiency across the sales organization, and driving predictable pipeline growth.
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The ADR ensures that no opportunity within our account base goes untouched.
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โThis role is a key component of our Revenue Acceleration Initiative, focused on maximizing the value of our existing account base.โ