Account Development Representative



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Job Description

Aptean, a global leader in enterprise application software (EAS), gives businesses of all sizes a competitive edge. We empower people and businesses with end-to-end, industry-specific solutions to address complex business challenges more effectively. Our software applications and professional business services enable more than 9,000 customers, in more than 100 countries, to more successfully manage their business. Software built specifically for our target markets, aligned with deep knowledge across vertical industries, allow businesses to satisfy their customers; operate most efficiently; and stay at the forefront of their industry. The core values within our culture are intelligence, intensity and integrity.  For more information, visit

The Role of the Account Development Representative (ADR) is to penetrate new business account opportunities in one or more defined target markets for specific Aptean product lines. This role will focus on booking meetings at a senior executive level (EVP’s, SVP, C’s). This inside sales role will take a “campaign approach” to targeting companies using a variety of mediums to make initial contact and then qualify and secure meetings. In addition to outbound prospecting, the Account Development Representative will qualify inbound leads from marketing programs and pass them to the appropriate point in Aptean’s sales cycle.

The Account Development Representative's responsibilities include:

  1. Qualify inbound leads in or out of product line target market and into the appropriate point in sales cycle
  2. Nurture in target leads for brand and product awareness
  3. Outbound prospecting and cold calling, including strategic company/vertical targeting and personalized campaigns
  4. E-mail, direct mail and outbound campaign generation and execution
  5. Pipeline management and reporting
  6. Development and maintenance of prospect database
  7. Deep account/contact profiling
  8. Assist at trade shows as required
  9. Produce weekly lead generation reports using Excel / CRM
  10. Ability to talk to senior management and articulate a clear benefit case
  11. Provide feedback to marketing on quality of programs


  • College degree
  • 2 years + of inside sales experience
  • Experience with B2B sales in software / business service / consulting arena
  • Proven references with ability to demonstrate successful track record
  • Prior experience or ability to develop deep understanding of one or more target industries in product line target market
  • Prior experience or ability to develop deep understanding of one or more Aptean software applications
  • Excellent written and verbal communication/sales skills – must be confident in communicating on behalf of Aptean with executives and other leadership and VP roles
  • Creative and strong business acumen – must be able to communicate intelligently with senior contacts about their pain points and how Aptean’s solutions can address them
  • Exhibit Aptean’s core values: Integrity, Intelligence, Intensity