Account Development Representative (ADR) - US

Cloud9 Account Development Representatives (ADRs) are responsible for identifying and creating new qualified sales opportunities for the Cloud9 sales team.

The ADR manages the inbound lead activity in their territory, qualifying active buying interest and developing opportunities in prospect accounts. The ADR will also coordinate with their AE counterparts to determine the accounts that require research and prospecting activities to secure a sufficient flow of additional qualified opportunities. An implicit responsibility of the ADR is to conduct business dealings in a way that creates a superior prospect experience that will set the stage for effective sales follow-up, as well as future product sales.

We seek a dedicated self-starter with a track record of successful, credible lead follow-up and sales development at multiple executive levels within an organization.

This position is based in Cloud9 headquarters in Redwood Shores, CA. The position reports to the Chief Marketing Officer.


  • Prospect, educate, qualify, and develop target accounts and inbound leads to create sales ready leads (SRLs) and opportunities for account executives
  • Interact with prospects via telephone and email
  • Research accounts, identify key players, generate interest and develop accounts to stimulate opportunity
  • Disseminate opportunities to appropriate AE, educating rep as necessary about the opportunity
  • Successfully manage and overcome prospect objections
  • Become a trusted resource and develop superior relationships with prospects
  • Update prospect interaction in to ensure efficient lead management
  • Consistently achieve daily calling targets and monthly SRL quotas to ensure territory revenue objectives
  • Assist AEs during early stage opportunity development as required
  • Work on special campaigns as defined by marketing team (targeting specific verticals, prospect types, use cases, and more).


  • Proven track record achieving measurable inside sales goals in an automated sales environment where accurate entry and management of lead data in in a CRM system is required (min 1 year)
  • Experience using social networking tools in a professional capacity
  • Proficient with standard corporate productivity tools (email, voicemail, MS Office)
  • College degree or equivalent work experience
  • CRM experience a plus
  • Ability to articulate complex business concept in concise, simplified manner
  • Research and pre-call planning
  • Opportunity qualification and objection handling
  • Call structure and control
  • Time and territory management
  • Ability to work in a sales team environment; team player
  • Positive and energetic phone skills
  • Excellent listening skills
  • Strong writing/skills

Cloud9 is the world’s leader in on-demand sales forecasting and pipeline management solutions. The company’s solutions allow users to actively manage sales performance with intelligence – going beyond traditional CRM applications. Cloud9 allows users to dramatically improve the predictability of their sales forecasts, gives them visibility into exceptions and changes, and allows them to identify risks and opportunities. The result is more accurate forecasts, higher win rates, and accelerated revenue. Cloud9 solutions deliver value in just 24 hours and require zero installation, maintenance, or support from IT. Cloud9 customers include Avaya, BMC Software, Computer Associates, EMC2, Siemens, Splunk, Stanley Black & Decker, Thermo Fisher Scientific, and Thomson Reuters.

We increased our close rates by 5%, resulting in $400k found money every three months.
Dave Fitzgerald,
Dave Fitzgerald,<br>EVP