Account Development Representative - UK

Who we are: The company (NYSE: IOT) is the pioneer of the Connected Operations™ Cloud, which is a platform that enables organizations that depend on physical operations to harness Internet of Things (IoT) data to develop actionable insights and improve their operations. At the company, we are helping improve the safety, efficiency and sustainability of the physical operations that power our global economy. Representing more than 40% of global GDP, these industries are the infrastructure of our planet, including agriculture, construction, field services, transportation, and manufacturing.

About the Role: As an Account Development Representative (ADR) at the company, you will be trained, both on the job and with formal training programs led by a world‑class team of sales professionals, to take on your next role as closing Account Executive. On a daily basis, you will be responsible for sourcing pipelines for our EMEA business, generating opportunities via outbound outreach. This is a hybrid position requiring 2 days per week in our London office and 3 days working remotely, open to candidates based in the United Kingdom. Relocation assistance will not be provided for this role.

You should apply if:

• You want to impact the industries that run our world: Your efforts will result in real‑world impact—helping to keep the lights on, get food into grocery stores, and most importantly, ensure workers return home safely.
• You are the architect of your own career: If you put in the work, this role won’t be your last at the company. Successful ADRs can see promotion to a closing role in two years or less.
• You love talking to people: In this role, you will average 60+ calls to prospective customers daily.
• You have an innate curiosity about how businesses work: One day you’ll meet with someone in waste management and the next you may be learning about the inner workings of a food distribution center.
• You treat rejection as a learning experience: In this role, you will get hung up on and you will get told no. You need to have the resilience to pick up the phone again and again to sell the company’s mission.
• You want to be with the best: The company’s high‑performance Sales culture means you’ll be surrounded by the best and challenged to go farther than you have before.

In this role, you will:

• Drive pipeline through personalized outreach to prospects via phone, emails and LinkedIn.
• Have the opportunity to participate in trade/shows events to represent the company brand and connect with prospective customers and partners.
• Become a product expert and learn the company way of selling.
• Keep meticulous records of interactions with accounts in our CRM (Salesforce.com).
• Champion, role model, and embed the company’s cultural principles (Focus on Customer Success, Build for the Long Term, Adopt a Growth Mindset, Be Inclusive, Win as a Team) as we scale globally and across new offices.

Minimum requirements for the role:

• 1-3 years professional experience, ideally in customer facing roles.
• 6-12 months sales experience as a minimum.
• Highly motivated and committed, with strong desire to work in target driven sales.
• Proven track record of consistent over achievement of targets/expectations of previous roles.
• Excellent communication skills, verbal and written.
• Curious and able to ask insightful questions.
• A champion of a Growth Mindset.
• Highly proficient in English.

This role is a hybrid position that will require working from our London office at 1 Alie Street, Aldgate East, E1 8DE twice per week.

An ideal candidate also has:

• Experience in closing-sales roles.
• Proven track record of achievements beyond work (e.g. academics, sports, charity).
• Willingness to collaborate and influence in a “win as a team” environment.
• Excitement about solving new problems in innovative ways.
• Motivation to help build a fast-growing business in the IoT and SaaS space.

ADR pathways: Through the company’s ADR program, there are always opportunities to move to the next level and take on more responsibility during the program and beyond—those who work hard to grow quickly will have the opportunity to advance their careers. With emphasis on continued professional development, the training doesn't stop after onboarding—we provide opportunities to expand ADRs’ understanding of the market and our competitors, develop hard skills needed in the Sales function, and work with mentors to help our representatives progress through the three levels of our ADR program.

ADR I representatives focus on inbound leads—conducting a high volume of conversations, sharing the ins and outs of our products, and fostering relationships with those prospects interested in the company. At the ADR I level, we provide plenty of learning opportunities including call sessions with more senior Sales team members, training on tools (Salesforce, Salesloft, Lusha), product knowledge, objection handling, and more.

The next level in the program is ADR II, where our representatives work on top of funnel movement, creating high quality sales engagements, and supporting our Account Executives. Along with the leap into outbound work, those at the ADR II level are continually exposed to learning opportunities and enrolled in specialized trainings including professional writing, persona based messaging, cold calling 2.0, and collaboration and communication with Account Executives.

After building their skills in outbound sales and earning sales certifications, our representatives graduate to the final level of the program. The highest level within our organization is ADR III. These ADRs work hand‑in‑hand with field Account Executives and Enterprise Regional Sales Managers at the company. They partner closely on large accounts, implementing detailed territory plans, participating in weekly strategy meetings, and scheduling and attending customer demos. Additionally, ADR IIIs partake in a mentorship program to learn from leadership on the Account Executive team who provide exposure and training ahead of their interview for an Account Executive position.

Total Rewards: At the company, we build for the people who keep the global economy moving. We want owners, not passengers, which is why our rewards are designed to fuel high performance.