Account Development Representative
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Job Description
Account Development Representative at Bonusly focusing on outbound and inbound sales processes. Engaging with HR leaders to generate leads and closing SMB deals under $5K.
Responsibilities:
- Outbound (50%) Build and run multi-touch sequences across email, phone, and LinkedIn targeting HR, People, and Culture leaders at companies with 100–1,000 employees.
- Cold call with purpose: research before you dial, personalize what you say, and track what works.
- Use ZoomInfo, LinkedIn, and Bonusly's internal AI tools to find signals then build lists that actually convert.
- Work directly with AEs to support personalized outreach on active pipeline deals.
- Inbound (50%) Own first-response on leads across our funnel, including PLG-influenced leads, demo requests, and content-driven inbound.
- Qualify and route with speed and judgment.
- Book discovery calls for AEs with clear context and strong handoff notes.
- Be the human in the loop for leads where timing, fit, or intent needs a real conversation.
- Small Deal Ownership (earned, not assigned) Deals under $5K at smb companies are yours to close if you sourced them. You run discovery, you do the demo, you get it across the line. If complexity emerges post-discovery, you bring in a senior AE and stay on the deal. This isn't a separate function, it's what pipeline generation looks like when it compounds.
Requirements:
- 1–2 years in an SDR, BDR, or outbound-focused sales role
- Cold calling you're not afraid of, and personalization that actually shows
- Genuine AI fluency: you use these tools, you experiment with them, and you know how to build workflows that give you an edge
- Strong written communication – the human kind: we use AI to accelerate the conversation, but the connection starts with you
- Self-directed, organized, and accountable to a number
- Nice to have: HubSpot, ZoomInfo, Gong, UserGems, and Claude/ChatGPT in your current stack
- Experience selling to HR, People, or Culture teams
- Any closing reps experience, even informal: late-stage support, trial conversions, renewals
- Comfort building or contributing to sales plays and campaign structures
Benefits:
- Fully remote (US-based)
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