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Enterprise Account Development Representative

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Avalara

2mo ago

  • Job
    Full-time
    Mid Level
  • Customer Relations
    Sales & Business Development
  • London

AI generated summary

  • You need 3+ years in B2B sales, outbound prospecting, and experience with enterprise accounts. Strong consultative skills, CRM expertise, and a collaborative mindset are essential.
  • You will prospect through phone, email, and LinkedIn, personalize outreach, conduct consultative conversations, collaborate on strategies, and maintain pipeline data in Salesforce.

Requirements

  • Minimum 3 years of sales experience in a similar role (ADR, BDR, or Sales Executive) within B2B professional services, with direct exposure to longer and more complex sales cycles.
  • Experience in outbound prospecting and pipeline generation.
  • Experience engaging large/enterprise accounts is a must, tailoring outreach to multiple stakeholders and navigating complex account structures.
  • A consultative sales approach with the confidence to hold high-value conversations and challenge prospects constructively.
  • Expertise in CRM systems (Salesforce or equivalent) for accurate activity tracking and pipeline management.
  • Experience communicating product benefits appropriate for each prospect.
  • Collaborative mindset, able to partner effectively with Sales and Marketing on account-based strategies.

Responsibilities

  • You will drive outbound prospecting through multi-channel campaigns (phone, email, LinkedIn) to create new business opportunities.
  • You will research and personalize outreach to target accounts and main decision-makers, ensuring relevance and impact in conversations.
  • Conduct consultative conversations to uncover prospect pain points, qualify needs, and set up high-quality discovery meetings for Sales Executives.
  • Collaborate with Sales and Marketing on account-based strategies, while providing feedback on messaging and targeting effectiveness.
  • Maintain accurate pipeline data by tracking activities, leads, and opportunities in Salesforce, ensuring visibility and accountability.

FAQs

What is the primary role of the Enterprise Account Development Representative?

The primary role of the Enterprise Account Development Representative is to drive outbound prospecting through multi-channel campaigns to create new business opportunities and qualify leads for the sales team.

How many years of experience are required for this position?

A minimum of 3 years of sales experience in a similar role (ADR, BDR, or Sales Executive) within B2B professional services is required.

What types of accounts will the Enterprise Account Development Representative be engaging with?

The representative will be engaging with large/enterprise accounts, tailoring outreach to multiple stakeholders and navigating complex account structures.

What is the expected approach to sales in this role?

A consultative sales approach is expected, with the ability to hold high-value conversations and constructively challenge prospects.

What tools will be used to manage pipeline and activities?

CRM systems, particularly Salesforce or equivalent, will be used for accurate activity tracking and pipeline management.

Is collaboration important in this role?

Yes, a collaborative mindset is essential, as the representative will partner effectively with Sales and Marketing on account-based strategies.

What benefits are offered to employees in this role?

Employees receive a great compensation package, paid time off, paid parental leave, and may be eligible for bonuses, along with health and wellness benefits.

What is the company’s stance on diversity and inclusion?

Avalara strongly supports diversity, equity, and inclusion and is committed to integrating these values into its business practices and organizational culture.

What is Avalara's mission?

Avalara's mission is to be part of every transaction in the world, continuing to build an industry-leading cloud compliance platform.

Are accommodations provided during the recruitment process?

Yes, if candidates require any reasonable adjustments during the recruitment process, they are encouraged to let the company know.

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Avalara

Tax compliance done right.

Technology
Industry
1001-5000
Employees
2004
Founded Year

Mission & Purpose

Avalara makes tax compliance faster, easier, more accurate, and more reliable for 30,000+ business and government customers in over 90 countries. Tax compliance automation software solutions from Avalara leverage 1,200+ signed partner integrations across leading ecommerce, ERP, and other billing systems to power tax calculations, document management, tax return filing, and tax content access. Visit avalara.com to improve your compliance journey.