Account Development Representative (ADR)

Description

Account Development Representative (ADR)

Location: Irvine, CA

Department: Sales

Reports To: [SDR Manager / Director of Sales]

Overview

The Account Development Representative (ADR) is responsible for re-engaging and developing opportunities within Super Color Digital’s existing account database of approximately 25,000 accounts.

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.

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.

Key Responsibilities

Account Management & Activation

• 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
  
  

Pipeline Generation

• 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
  
  

Outreach & Engagement

• 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
  
  

CRM & Data Management

• 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
  
  

Collaboration

• Work closely with Account Executives to transition qualified opportunities
• Communicate account insights and activity updates
• Align on priority accounts and target opportunities
  
  

Performance Expectations

The ADR Is Expected To

• 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
  
  

Typical Monthly Targets May Include

• 800–1,200 accounts touched
• 50–70 meetings scheduled
• 35–50 meetings completed
• $100K–$300K in influenced pipeline
  
  

Qualifications

• 1–3 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
  
  

Key Traits for Success

• 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
  
  

Why This Role Matters

This role plays a critical part in unlocking revenue from existing accounts, improving efficiency across the sales organization, and driving predictable pipeline growth.

The ADR ensures that no opportunity within our account base goes untouched.

“This role is a key component of our Revenue Acceleration Initiative, focused on maximizing the value of our existing account base.”