Account Development Representative - FleetWatcher

Job Description:

As an Account Development Representative, your primary focus will be identifying and engaging potential clients, fostering interest in our products and services, and scheduling meetings for our Account Executives to further cultivate business relationships. Success in this role requires a proactive approach to outreach, strategic engagement with contacts and leads, while maintaining close collaboration with the sales team.

Responsibilities:

• Drive prospect engagement by completing a minimum of 90 daily outbound calls or achieving 50 minutes of daily active talk time to drive prospect engagement.
• Set 18+ Strategy Sessions per month (i.e., 1+ set per day to ensure monthly KPIs are achieved) by identifying and targeting high-value prospects.
• Ensure 12+ monthly show-ups (i.e., 67%+ show-up rate) to the Strategy Sessions by nurturing leads and ensuring effective follow-through.
• Secure 12 attended strategy sessions per month, starting in month two, and by month four, start averaging a minimum of one close per month generated from your SQL efforts.
• Conduct direct outreach via phone, email, and LinkedIn, leveraging personalized communication to generate interest and awareness among potential clients.
• Qualify outbound prospects based on established criteria and effectively move them through the sales pipeline by identifying key needs and pain points.
• Build and maintain structured outreach cadences to enhance lead conversion, leveraging data and insights to optimize engagement efforts.
• Collaborate closely with Account Executives to coordinate and execute discovery sessions with qualified leads, ensuring seamless transitions from initial outreach to deepening client relationships.
• Travel to and actively participate in industry trade shows may be requested from time to time, as determined by the company, to represent AlignOps and the FleetWatcher product, supporting new business opportunities.
• Continuously refine outreach techniques by applying key principles from "Challenger Sale," "Never Split the Difference," and "Extreme Ownership," fostering a solution-oriented approach to prospect engagement.
• Conduct cold calls to diverse lead lists, including self-generated leads, to uncover and explore new business opportunities and re-engage dormant prospects.
• Stay up to date on assigned product line(s) and serve as a subject matter expert to ensure effective communication with prospects and partners.
• Other duties as assigned

Qualifications:

• Proven 1–3 years of experience in enterprise sales prospecting and quota attainment, consistently exceeding targets and driving revenue growth as a quota-carrying sales representative.
• Demonstrate honesty and transparency in all interactions, both internally and externally. Uphold ethical standards and build trust with clients and colleagues.
• Exhibit a strong work ethic, consistently striving to meet and exceed daily goals. Approach each day with drive and resilience, maintaining focus even in the face of challenges.
• Clearly articulate value propositions and solutions, positioning yourself as a knowledgeable and confident resource. Communicate effectively across multiple channels (e.g., phone, email) to engage prospects.
• Approach challenges with a solution-oriented mindset, thinking critically to address client needs and objections. Adapt strategies to turn obstacles into opportunities.
• Demonstrate a foundational understanding of sales principles and techniques, including prospecting, qualifying leads, and nurturing relationships. Familiarity with sales methodologies such as "Challenger Sale" is a plus.
• Work seamlessly with Account Executives and cross-functional teams to ensure a cohesive and effective sales process. Proactively share insights and feedback to improve overall team performance.
• Thrive in a fast-paced environment, remaining flexible to evolving targets and market conditions. Quickly learn and apply new tools, technologies, and techniques.
• Proficient in using CRM tools, sales engagement platforms, and social media for outreach and lead tracking. Basic familiarity with data analysis to inform outreach strategies is a bonus.
• Maintain a positive and professional demeanor when interacting with clients, representing the company in a way that strengthens brand reputation.

This is a full-time remote position located in the US; however, it is preferred that the individual work in the St. George, Utah or Indianapolis, IN office. Employees hired within a designated radius of the office are expected to work on-site according to a schedule set by management based on the requirements of their role.

Benefits & Compensation:

• The US base salary range for this full-time position is $60,000-$70,000 + commissions. OTE (base + commissions) for this position is up to $100,000; however, top performers can exceed OTE based on performance. Our salary ranges are determined by role, level, and location.
• The AlignOps benefit program includes health, dental, and vision coverage. In addition, the company offers disability, life insurance, PTO, and a 401(k) plan.