Account Development Representative

Warehouse on Wheels; Phoenix (AZ); On-site; USD 50,000 - 70,000; Full time

Job summary

Warehouse on Wheels is seeking an Account Development Representative (ADR) to drive retention, reactivate dormant accounts, grow existing relationships, and generate new business in assigned territories.

In this role you will manage a balanced portfolio of current, inactive, and prospective customers, engaging in meaningful conversations and disciplined follow-up to deliver measurable commercial results.

Qualifications

• 1+ years of inside sales or account management experience.
• Experience with HubSpot or similar CRM preferred.
• Strong phone communication skills with outbound calling ability.
• Commercial mindset: identify customer needs, opportunities, and act within guidelines.
• Excellent organization and follow-up across multiple accounts.

Responsibilities

• Conduct structured account review calls with existing and inactive customers to understand current needs, rental activity, service experience, future demand, and competitive risk.
• Assess account usage and activity to identify at‑risk, declining, or dormant customer relationships.
• Identify and develop opportunities to retain, reactivate, upsell, and cross‑sell customer business.
• Determine and present rental pricing within established pricing guidelines and exercise discretion regarding rates, free periods, delivery fees, and other terms.
• Escalate pricing or commercial exceptions that fall outside established authority levels.
• Recommend and execute retention strategies for at‑risk accounts, including pricing, rental terms, and service options.
• Coordinate resolution of billing, service, or operational issues with internal teams as needed.
• Document conversations, opportunities, risks, next steps, and follow‑ups in HubSpot.
• Maintain accurate pipeline, activity, and opportunity records in HubSpot.

Skills

Inside sales

HubSpot CRM

Phone communication

Account management

Sales prospecting

Customer retention

Cross-sell / upsell

MS Office

Education

Associate degree

Tools

HubSpot CRM

Job description

The Account Development Representative (ADR) is responsible for driving customer retention, reactivation, account growth, and new business generation across assigned territories. ADRs manage a balanced portfolio of existing customers, inactive customers, and new prospects, with a focus on meaningful customer conversations, disciplined follow-up, and measurable commercial results.

Core Account Focus

• Existing Customers - strengthen relationships, identify growth opportunities, and proactively reduce churn risk.
• Inactive Customers - understand why business was lost or became dormant and pursue appropriate reactivation opportunities.
• New Prospects - identify, qualify, and develop new rental opportunities within assigned markets.

Duties & Responsibilities

Customer Retention, Reactivation & Account Growth

• Conduct structured account review calls with existing and inactive customers to understand current needs, rental activity, service experience, future demand, and competitive risk.
• Assess account usage and activity to identify at‑risk, declining, or dormant customer relationships.
• Identify and develop opportunities to retain, reactivate, upsell, and cross‑sell customer business.
• Determine and present rental pricing within established pricing guidelines and exercise approved discretion regarding rates, free periods, delivery fees, and other commercial terms based on account value, competitive risk, and deal urgency.
• Escalate pricing or commercial exceptions that fall outside established authority levels.
• Recommend and execute appropriate retention strategies for at‑risk accounts, including pricing, rental terms, service solutions, and other approved commercial options.
• Coordinate resolution of billing, service, or operational issues that may impact the customer relationship, using sound judgment and engaging the appropriate internal teams when necessary.
• Document customer conversations, opportunities, risks, next steps, and follow‑up commitments in HubSpot.

New Business Development Work

• assigned prospect lists and territories to identify and qualify net‑new rental opportunities.
• Use phone, email, CRM tools, and other approved outreach methods to create meaningful conversations with prospective customers.
• Schedule and transition qualified opportunities to the appropriate field sales, General Manager, Regional Manager, or account management resource when applicable.
• Maintain ownership of assigned opportunities and follow‑up activity until the opportunity is closed, transitioned to the appropriate owner, or formally disqualified.
• Maintain accurate pipeline, activity, and opportunity records in HubSpot.

Sales Execution & Accountability

• Manage a mixed workload across existing, inactive, and new customer segments based on assigned priorities.
• Meet defined expectations for outreach activity, meaningful customer contacts, opportunity generation, follow‑up, retention, reactivation, and rental/revenue performance.
• Use CRM data, customer history, market information, and available sales tools to prioritize accounts and determine the most appropriate next action.
• Partner effectively with field leadership, operations, Sales Enablement, RevOps, and other internal teams to move opportunities forward and support customer needs.

Success Measures

• Customer retention and churn prevention.
• Reactivation of inactive or dormant accounts.
• Expansion of rental activity within existing customer relationships.
• Qualified new‑business opportunities generated.
• Trailers and/or containers placed on rent and associated revenue generated.
• Meaningful customer conversations and consistent follow‑up.
• Pipeline quality, CRM accuracy, and timely documentation of next steps.

Required Skills & Competencies

• 1+ years of inside sales, account management, customer retention, business development, or comparable commercial experience; phone‑based experience preferred.
• Hands‑on experience with HubSpot or a comparable CRM preferred.
• Strong phone communication skills and confidence initiating outbound customer conversations.
• Commercial mindset with the ability to identify customer needs, recognize opportunities, and make sound decisions within established guidelines.
• Strong organization and follow‑up discipline; able to manage multiple accounts and opportunities at different stages.
• Comfortable working in a performance‑driven environment with both activity and results‑based expectations.
• Strong proficiency with Microsoft Office, including Excel, Outlook, Word, and Teams.
• Associate degree preferred.
• Familiarity with AI‑enabled productivity or sales tools is a plus, but not required.

Ideal Candidate Profile

The ideal ADR is persistent, curious, commercially minded, and comfortable initiating conversations with customers and prospects. This role is best suited for someone who can balance high outbound activity with thoughtful account management, ask strong discovery questions, recognize opportunities or risks, follow through consistently, and take ownership of commercial outcomes rather than simply completing call activity.