Account Development Representative

This is a fully remote position, open to applicants in Washington.

📋 Description

• Collaborate with Customer Success and Marketing on Tier 1 and Tier 2 customer accounts to identify unengaged buying centers, including SecOps, InfoSec, DevOps, Identity/IdP Admins, and related business units.

• Reach out to contacts within the customer base who have not engaged in the past 90 days to discover new expansion use cases.

• Provide education to existing clients on AI Security and Adaptive Defense platforms, automated security responses, AI agent security, machine identity management, and real-time threat remediation.

• Execute personalized, account-based outreach campaigns utilizing email, phone, video, LinkedIn, and warm referral introductions.

• Schedule expansion discovery meetings and facilitate cross-sell and upsell opportunities.

• Utilize Clay and Claude Code to analyze account technology stacks, identify expansion signals, and create personalized messaging at scale.

• Partner with SDR Leadership, Account Executives, Customer Success, and Marketing to develop joint account strategies.

⛳️ Requirements

• 2 to 4+ years of outbound SDR/XDR experience in a B2B SaaS environment.

• Preferably, previous exposure to cybersecurity, identity management (IAM/IdP), AI security, or IT infrastructure.

• Established history of multi-threading complex enterprise accounts and penetrating new departments within existing clients.

• Strong interest in AI-driven cybersecurity tools, threat signal intelligence, and autonomous security workflows; prior experience is a plus.

• Proficient in leveraging AI tools for research and workflow automation while ensuring authentic human-to-human communication.

• Ability to collaborate closely with SDR Leadership, Account Executives, Customer Success, and Marketing teams.

• Familiarity with Salesforce.

• Experience using Outreach.

• Knowledge of Clay, ZoomInfo, Apollo, Zapier, LLMs, or similar tools.

• Experience with Crossbeam.

• Proficient in using LinkedIn Sales Navigator, Gong / Chorus, RB2B, Vector, or similar intelligence and research tools.

🏝️ Benefits

• Comprehensive health benefits package.

• Opportunities for professional development and training.

• Flexible work hours and remote work options.

• Collaborative and innovative team environment.

• Competitive salary and performance-based bonuses.