Account Development Representative (ADR)

Job title Account Development Representative (ADR)

Team Customer Success & Account Management

Reports to Director, CS & AM

Role Purpose

Documo is looking for a driven Account Development Representative (ADR) to help our Account Management team grow revenue within our existing customer base. You'll identify expansion, upsell, and cross-sell opportunities inside current accounts, and generate qualified meetings for our Account Managers.

What we Expect

• Monitor existing account usage, contract terms, and organizational changes to identify expansion, upsell, and cross-sell opportunities
• Conduct proactive outreach to existing customer contacts through persona based, tactical prospecting campaigns through all channels (phone, email, social media)
• Qualify expansion opportunities based on usage patterns, contract timing, and stated customer needs
• Book and hand off qualified meetings to Account Managers
• Flag renewal timing and account health signals to Account Managers as they come up in the course of outreach
• Proactively partner with Account Managers and marketing to drive growth within current customer base
• Keep Salesforce CRM updated with accurate activity, pipeline, and opportunity status
• Share feedback with Customer Success and Product on expansion trends and customer needs
• Build a solid understanding of Documo's product suite (cloud fax, IDP, eSign, API integrations) to speak credibly with existing customers about additional use cases
• Hit monthly and quarterly metrics for calls, emails, meetings booked, and expansion pipeline generated
• Stay current on industry trends and competitive dynamics in healthcare and other regulated verticals

What you get

• Hands-on training from a team that's invested in your success
• The chance to work at the intersection of AI and healthcare
• Competitive pay, commission and benefits

Who You Are

• 1 to 3 years of experience in sales development, inside sales, account management, or a customer-facing B2B role (SaaS preferred)
• Comfortable with high-volume outreach and resilient when facing rejection
• Strong communicator, both written and verbal, with a knack for crafting personalized outreach
• Familiar with CRM platforms (Salesforce preferred)
• Self-starter who can stay organized and accountable in a fully remote environment
• Coachable and curious, especially when learning about complex or technical products
• Technically comfortable enough to discuss APIs, HIPAA compliance, and cloud solutions with confidence

Bonus Qualifications

• Experience with account-based or customer expansion motions
• Experience selling into healthcare, finance, or other regulated industries
• Background in cloud fax, document management, or health IT
• Salesforce certification or formal sales training (Sandler, Challenger, MEDPICC)
• Proven track record of exceeding quota in an expansion, upsell, or account management support role