Account Development Manager

About

Please note this is a fully onsite role at our Draper, Utah office (Mon-Fri).

For over 25 years, NEOGOV has been at the forefront of public-sector innovation, building technology that helps government and education organizations work smarter, move faster, and better serve their communities.

We are a team of cutting-edge technologists, operators, and problem-solvers with top-tier skills and a shared ambition: to build the most efficient operating model in GovTech. We combine deep public-sector expertise with modern SaaS practices, AI-enabled workflows, and a relentless focus on execution.

At our core, we are a people-first company. We empower our customers to support the public servants they employ, the communities they serve, and the talented teams that bring our platform to life.

Our solutions support the entire employee journey, from hire to retire. By transforming complex HR and compliance workflows into simple, intuitive experiences, we help public-sector organizations reduce friction, improve efficiency, and focus on what matters most: making a difference.

The Manager of Account Development is responsible for leading and managing a team of Account Development Representatives (ADRs), with a key focus on driving appointment creation and pipeline generation that directly supports the success of the Account Management team. This role is critical in ensuring the ADR team meets performance targets by effectively qualifying leads, generating high-quality opportunities, and booking appointments for the Account Management team. The Manager will also oversee the team's efforts in conducting account reviews with existing customers to help generate well-qualified appointments. Collaboration with the Director of Account Development and other key stakeholders will ensure alignment with broader sales strategies and pipeline goals.

This posting is for an existing vacancy.

What You Will Do

• Team Leadership: Lead, coach, and develop a team of ADRs to meet and exceed appointment creation and pipeline generation targets. Foster a culture of accountability and continuous improvement, focused on driving results that support the Account Management team.
• Appointment Creation: Ensure the ADR team consistently generates high-quality appointments that align with the needs of the Account Management team. Collaborate closely with Account Managers to understand their requirements and ensure the appointments booked are relevant and high-value.
• Account Reviews: Guide the ADR team in conducting regular account reviews with customers. These reviews will help the team identify upsell opportunities, address customer needs, and generate well-qualified appointments for the Account Management team to pursue.
• Pipeline Generation: Manage the team’s contribution to pipeline generation, ensuring a steady flow of qualified opportunities that support the revenue goals of the Account Management team. Track, analyze, and optimize the team’s efforts in creating leads that convert into sales opportunities.
• Performance Management: Monitor and evaluate team performance through KPIs and metrics focused on appointment creation, account reviews, and pipeline contribution. Conduct regular one-on-ones to provide feedback, coaching, and support for career development.
• Training & Development : Provide ongoing training and development opportunities for ADRs to enhance their ability to conduct account reviews, identify qualified leads, book appointments, and effectively communicate with prospects. Ensure the team is equipped to support the Account Management team’s success.
• Process Optimization: Identify and implement best practices for outreach, lead qualification, account reviews, and appointment setting. Work with the Director of Account Development to continually improve processes that drive pipeline growth and smooth handoffs to Account Managers.
• Collaboration : Work closely with the Director of Account Development, Account Management, marketing, and sales teams to ensure alignment on lead generation strategies, appointment booking processes, and handoffs to Account Managers. Ensure account reviews are leveraged to improve pipeline quality.
• Reporting & Analytics : Maintain detailed reporting on team activities, including account reviews, appointment creation, lead generation, and pipeline contribution. Provide insights and recommendations for optimizing the team's performance and increasing support for the Account Management team’s goals.
• Recruitment & Onboarding: Assist in recruiting, hiring, and onboarding new ADRs. Ensure new team members are effectively trained to drive appointment creation, conduct account reviews, and generate pipeline growth.
  
  

Who You Are

• Able to analyze data, evaluate performance, and drive improvements based on metrics related to appointments, account reviews, and pipeline generation.
• Experienced in managing the lead generation process, including appointment setting, account reviews, and lead qualification.
• A strong leader with the ability to coach, mentor, and develop individual contributors to support pipeline, account reviews, and appointment creation targets.
  
  

What You Have

• At Least 2-3 years of proven experience managing or leading a team of sales development or account development representatives, with a focus on lead generation, appointment setting, and conducting customer reviews.
• Excellent communication and interpersonal skills, with the ability to build strong relationships with Account Managers, customers, and other stakeholders.
• Bachelor’s degree in business, marketing, or a related field preferred.
  
  

Preferred Experience:

• Experience in a SaaS or technology sales environment.
• Familiarity with sales processes, appointment creation, account reviews, and lead generation best practices.
• Proficiency with CRM tools (e.g., Salesforce, Gong), sales enablement tools, and reporting dashboards.
  
  

What NEOGOV Offers

• Competitive Wages
• Comprehensive Benefits package (medical, dental, vision, etc.) for full-time employees effective Day 1
• Generous PTO to support work-life balance
• 401K Matching
• 12-week Paid Parental Leave
• Autonomy to grow and find your career path with supportive leadership
• Company provided lunches and a kitchen fully stocked with snacks and drinks in the Draper office
• On-site gym in the Draper office
• Inclusive and diverse work environment
  
  

NEOGOV does not discriminate in employment on the basis of race, color, religion, sex (including pregnancy and gender identity), national origin, political affiliation, sexual orientation, marital status, disability, genetic information, age, membership in an employee organization, retaliation, parental status, military service, or other non-merit factors.

Our hiring process may include Artificial Intelligence (AI) screening for keywords and minimum qualifications. Recruiters review all results.