Account Development Representative

Illumio; Sunnyvale (CA); On-site; USD 60,000 - 90,000; Full time

Job summary

Illumio is seeking an Account Development Representative to drive prospecting and qualify leads, contributing to pipeline growth in a dynamic sales team. The ADR will manage outbound activities and collaborate with Sales, Marketing, and channels in Sunnyvale.

The role emphasizes a hunter mentality, ability to engage with both management and technical professionals, and a track record of value-based prospecting.

Qualifications

• 1–2 years of sales development experience.
• Software technology experience preferred.
• Self-starter with strong work ethic.
• Ability to collaborate cross-departmentally.
• Hunter mentality with ability to handle objections.

Responsibilities

• Be a key contributor to Illumio’s sales pipeline and revenue growth through lead qualification and outbound prospecting responsibilities.
• Own account-based prospecting activities in your assigned region and deliver qualified introductory meetings with key decisions that lead to pipeline and revenue.
• Generate prospecting campaigns to canvass and map target accounts, identify stakeholders, and uncover needs.
• Manage inbound leads qualification and channel engagement to support growth in your territory.
• Provide proactive sales development coverage via phone, email, and social selling tactics.
• Be an active member of the Illumio sales, marketing, and channel ecosystem.

Skills

Sales development

Lead generation

Account mapping

Sales qualification

Tools

Salesforce.com

SalesLoft

LinkedIn Sales Navigator

ZoomInfo

Job description

Onwards Together!

Illumio is the leader in ransomware and breach containment, redefining how organizations contain cyberattacks and enable operational resilience.Powered by the Illumio AI Security Graph, our breach containment platform identifies and contains threats across hybrid multi-cloud environments – stopping the spread of attacks before they become disasters.
Recognized as a Leader in the Forrester Wave for Microsegmentation, Illumio enables Zero Trust, strengthening cyber resilience for the infrastructure, systems, and organizations that keep the world running.

Location: Onsite Sunnyvale, CA 4 days per week

Our Team's Vision:

Our Sales team is comprised of high-performing, motivated individuals driven by a relentless pursuit of growth and excellence. We understand that true success is measured by the meaningful impact we make on our customers' businesses. That’s why we invest deeply in both personal and professional development to ensure our team members have the tools and opportunities they need to excel.

By joining our agile Sales team, you will collaborate with industry-leading professionals who are passionate about pioneering Zero Trust Segmentation.

Your Impact:

• As an Account Development Representative (ADR), you will have the opportunity to be a key contributor to Illumio’s sales pipeline and revenue growth through lead qualification and outbound prospecting responsibilities.
• As a member of our sales organization, you will own account-based prospecting activities in your assigned region and deliver qualified introductory meetings with key decisions that ultimately lead to meaningful pipeline and revenue for the company.
• Generate prospecting campaigns to canvass and map target accounts, identify business stakeholders, and uncover existing segmentation related needs/projects.
• Manage inbound leads qualification and channel engagement to support the growth in your designated territory coverage.
• Provide proactive sales development coverage via phone, email, and social selling tactics.
• Be an active and valuable member of the Illumio sales, marketing, and channel ecosystem.

Your Toolkit:

• 1-2 years of sales development experience, software technology preferred.
• A sales hunter mentality with demonstrated ability to engage in meaningful conversations and handle objections with all levels of management and technical professionals.
• Expertise in developing value-based prospecting, account mapping, lead development, and sales qualification.
• Proficiency with marketing & sales technologies, such as Salesforce.com, SalesLoft, LinkedIn Sales Navigator, ZoomInfo, etc.
• A self-starter that can manage themselves and not rely on others to tell them what to do.
• Strong work ethic, positive attitude, and adaptive to rapidly changing environments.
• Ability to collaborate cross-departmentally with Sales, Marketing, and other business units.

#LI-JW1 #LI-Onsite

Our Commitment

Illumio believes that an environment of unique backgrounds, experiences, viewpoints, and individual contributions creates a culture of belonging, drives our future, and makes us stronger together in support of our customers and their success.

All official job offers from our company are extended directly by our recruitment team and will be sent through an official E-Signature document for your review and signature. Please be aware that we do not ask for any personal information in the process of extending offers of employment, such as financial details or social security numbers. Upon acceptance of any offer, we will request such information as part of the onboarding process prior to or on your first day of employment, and only after completing a background check through an authorized third-party vendor. If you receive any communication asking for personal details outside of these processes, please contact us immediately to verify the authenticity of the request. Your security is important to us, and we are committed to a safe and transparent hiring experience.

For roles in San Francisco and Los Angeles: Pursuant to the San Francisco Fair Chance Ordinance and the Los Angeles Fair Chance Initiative for Hiring, Illumio will consider for employment qualified applicants with arrest and conviction records.