Account Development Representative; ADR

Account Development Representative (ADR)

Location:

Irvine, CA Department:
Sales

Reports To:

[SDR Manager / Director of Sales]Overview The Account Development Representative (ADR) is responsible for re-engaging and developing opportunities within Super Color Digital’s existing account database of approximately 25,000 accounts.

This role focuses on account activation, relationship building, and pipeline generation, working closely with Account Executives to convert existing and dormant accounts into revenue opportunities.

Unlike traditional SDR roles, the ADR will primarily work with known accounts and existing data, requiring strong organizational skills, follow-up discipline, and the ability to identify revenue opportunities within an established customer base.

Key Responsibilities Account Management & Activation Manage and systematically work through a database of ~25,000 accounts

Re-engage dormant and inactive accounts

Identify new opportunities within existing and past customer accounts

Maintain consistent outreach across assigned account segments

Pipeline Generation Schedule meetings between prospects and Account Executives Ensure high-quality, qualified meetings are booked and completed

Maintain consistent pipeline flow for the sales team Prioritize high-value accounts and opportunities

Outreach & Engagement Execute outbound outreach via phone, email, and CRM tools

Follow structured outreach cycles based on account segmentation

Conduct follow-ups with previous opportunities and past customers

Support marketing-driven lead engagementCRM & Data Management Accurately document all outreach and account activity in Salesforce Maintain clean and updated account records

Track engagement, follow-ups, and next steps

Ensure proper attribution for meetings and opportunities

Collaboration

Work closely with Account Executives to transition qualified opportunities

Communicate account insights and activity updates

Align on priority accounts and target opportunities

Performance Expectations The ADR is expected to:

Generate consistent meeting volume for Account Executives Maintain high activity levels across assigned accounts

Reactivate dormant accounts and identify new opportunities

Support overall revenue growth through pipeline development

Typical monthly targets may include:800–1,200 accounts touched
50–70 meetings scheduled
35–50 meetings completed $100K–$300K in influenced pipeline

Qualifications1–3 years of experience in sales, account development, or customer engagement preferred

Strong communication and follow-up skills

Ability to manage a high volume of accounts and activities

Organized and detail-oriented

Experience with CRM systems (Salesforce preferred)
Self-motivated with a results-driven mindset

Key Traits for Success Highly organized and process-driven

Persistent and consistent in outreach

Strong listening and relationship-building skills

Ability to identify opportunities within existing accounts

Comfortable working with data and large account lists

Why This Role Matters This role plays a critical part in unlocking revenue from existing accounts, improving efficiency across the sales organization, and driving predictable pipeline growth.

The ADR ensures that no opportunity within our account base goes untouched.“This role is a key component of our Revenue Acceleration Initiative, focused on maximizing the value of our existing account base.”
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