Account Development Representative (ADR) - UK

Cloud9 Account Development Representatives (ADRs) are responsible for identifying and creating new qualified sales opportunities in Target Accounts for their regional Account Executives (AEs).

The ADR manages the inbound lead activity in their territory, qualifying active buying interest and developing opportunity 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.

Based in the UK, this ADR will report to the Director of Account Development in Cloud9’s Redwood City, CA headquarters with dotted line responsibility to the VP of Sales, EMEA.


  • Prospect, educate, qualify, and develop target accounts and inbound leads to create sales ready leads (SRLs) and opportunities for AE’s
  • 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


  • Proven track record achieving measurable inside sales goals in an automated sales environment where accurate entry and management of lead data in a CRM system was 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

75% of our sales reps reported that coaching sessions improved or significantly improved.
Dave Henrichs,
Dave Henrichs,<br>BDM