Kinney Group, Inc.

Account Development Rep, Team Lead

2 weeks ago
Job ID
Sales Development - 320
Security Clearance Level Required
No clearance required


The primary mission for the ADR Team Lead (Account Development Representative) is to enable a team of outbound caller marketers to execute campaigns in an analytics-driven fashion.  This mission is multifaceted and will include the following core activities and responsibilities:


  • Working with the Kinney Group VP of Sales and Marketing, Demand Generation Manager, VP of Product, Salesforce Analyst to enable a team of the Account Development Representatives in order to lead execution on industry best practice, frameworks, playbooks, and requirements for outbound demand generation
  • Acting as a “Player-Coach” on a team. Like a player, holding a quota (# of calls/ day, # of appointments/ week, # campaigns completed/ month, adherence to quality criteria). Like a coach, owning managerial duties and acting as a leader and motivator.
  • Implementing and managing a comprehensive use of and Pardot marketing automation for executing and managing sales team short term tasks and long term goals
  • Developing and leading a team of inside sales professionals; this effort will include hiring new personnel, training new and existing personnel, and managing the execution of key productivity metrics, as well as acquiring organizational resources to overcome roadblocks to team achievement
  • Coach to behaviors, such as overcoming objections, tone, creativity within call flows, as well as coaching to critical day-to-day inside sales metrics
  • Leading the ongoing execution and providing feedback on the development of the Kinney Group’s inside sales playbook, which is the standard outbound demand generation framework for campaign execution
  • Leading identification of contemporary best practices for selling enterprise information technologies in order to meet and exceed inside sales team goals
  • Dedicate time each week to reviewing phone calls and appointments, developing constructive feedback, and coaching to quality criteria in an ongoing fashion


Account Development Representative (ADR) Team Lead is willing to lead by example.  This individual will have had first-person experience in sales and will have been a demonstrated high-level performer throughout his or her career. The ADR Team Lead will lead the effort associated with ongoing training, quality management, and motivation for a team with regular weekly cadence.


For 2018, the ADR Team Lead should ensure three critical outcomes:

  1. Successful execution of account development rigor against a campaign calendar in target areas.
  2. Develop and grow a core team of successful ADR personnel, and empower them to own outcomes on understanding territory, technology platforms, and associated business value.
  3. Achieve the new customer and revenue targets for 2018.

Desired Skills & Experience

  • 2+ years of successful experience as ADR/ SDR/ BDR function with manager/mentor traits
  • Ensure execution and collaborate on creation of outbound campaign calendars
  • Experience sourcing leads based on buyer persona requirements from marketing databases or in real time (at a tradeshow, with field rep collaboration, or on a social media platform, for example)
  • Extensive experience with use of for managing a sales team, including the ability to scrub lists based on a territory strategy/ target persona and orchestrate over time/ considering omi-channel lead scoring and qualification.
  • Experience in developing demand generation campaigns to include the development of call scripts, call flows, and success metrics.
  • Excellent writing and presentation skills in terms of delivering non-technical demos/ solution overviews sourced from ADR function


Preferred Skills and Experience:

  • 2-5+ years of successful experience as a call center team lead or manager, potentially having closed business or managed colleagues that carried a quota for IT sales
  • Experience with multiple communications channels (e.g. web, social media, etc.) and how they can be combined and leveraged in a sales campaign is strongly preferred.
  • Experience in selling an IT-related product or service in an inside sales model is strongly preferred, then the ability to craft effective outbound messaging to the right persona of IT.


More about Kinney Group:
Kinney Group is a cloud solutions integrator harnessing the power of IT in the cloud to improve lives. Automation is in Kinney Group's DNA, enabling the company to integrate the most advanced security, analytics, and infrastructure technologies as an optimized solution powering IT-driven mission and business processes in the cloud for federal agencies and Fortune 1000 companies. We are an elite team with a unique combination of credentials for strict security environments.
Our colleagues subscribe to a shared ethos and purpose for the company to achieve clarity and organizational health. This translates across every customer touch point within the organization. We offer compelling work as well as leadership commitment to ongoing training and development.  
Kinney Group, Inc is an Equal Employment Opportunity employer.


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