Account Development Representative

As a Strategic, Sr. ADR
, you will focus on expanding relationships across the customer “family tree”—identifying new business units, subsidiaries, and stakeholders to unlock incremental revenue. You will partner closely with Global Account Managers (GAMs) to execute account expansion strategies, build pipeline, and deepen customer penetration.

• Identify and map whitespace opportunities within existing enterprise accounts, including subsidiaries, business units, and global regions
• Prospect into existing customers to expand relationships and generate pipeline aligned to account plans
• Develop and execute multi-threaded outreach strategies across complex organizations

• Build deep understanding of customer organizational structures (parent/child entities, acquisitions, divisions)
• Partner with GAMs to prioritize high‑value expansion pathways across the company ecosystem
• Engage new stakeholders across functions to drive adoption
• Act as a strategic extension of Global Account Managers to co‑own account plans and expansion targets
• Collaborate to identify, qualify, and advance expansion opportunities within key accounts
• Provide insights on account trends, buying signals, and organizational changes

• Articulate the full value of Responsive’s platform by aligning solutions to customer business challenges and growth initiatives
• Lead with business outcomes vs. product features, tailoring messaging to executive and functional stakeholders
• Build and maintain a high‑quality expansion pipeline within assigned strategic accounts
• Execute structured prospecting plans and continuously refine based on performance and insights
• Leverage tools (Salesforce, Outreach, Zoominfo, Qualify, Centralize, Gainsight) to drive efficiency and scale

• Consistently meet or exceed pipeline generation targets
• Execute structured prospecting plans and continuously refine based on performance and insights
• Ability to break into net‑new enterprise accounts
• Strong discovery leading to well‑qualified opportunities for Account Executives or Account Managers
• Continuous improvement in targeting, messaging, and execution
• Curiosity and analytical mindset to understand org structures, market dynamics, and buying signals

• 1–3+ years of SDR, BDR, or outbound enterprise sales experience
• Proven ability to navigate complex organizations and engage multiple stakeholders
• Strong understanding of account‑based selling (ABS) or account‑based marketing (ABM) principles
• Proven ability to generate pipeline through outbound prospecting
• Familiarity with GTM tools such as Salesforce, Outreach, Sales Navigator, or similar
• Familiarity with MEDDPICC
• Strong written and verbal communication skills
• Ability to research accounts and personalize outreach effectively
• Comfort operating in a metrics‑driven environment
• Coachability and a growth mindset

Responsive uses a market‑based compensation philosophy. A candidate’s starting base salary will be determined by the specific responsibilities of the role, as well as job‑related skills, experience, qualifications, location, and current market trends. The compensation range for this role is $75,000 - $80,000 On‑Target Earnings (base + commissions), depending on experience and location. Our recruiting team will provide details on the applicable range as well as other benefits based on your location during the hiring process.

Responsive embraces a global flexible workforce model with offices in Dallas, TX, Kansas City, MO, Coimbatore, India and Dublin, Ireland. For this role, candidates must be located in Dallas, TX. Relocation and visa support is not available for this position.

At Responsive, our values are the foundation of who we are—and we’re equally committed to cultivating a diverse and inclusive culture that reflects and respects the richness of our global community. We welcome individuals of all backgrounds, including different cultures, ethnicities, ages, races, national origins, genders, sexual orientations, religions, and abilities, to apply for our open roles. If you share our commitment to an inclusive workplace and believe you’d thrive on our team, we’d love to hear from you!