Remote - Account Development Representative Ii

Location:REMOTEin AR, AZ, CO, FL, GA, IA, MD, MO, NC, NE, NV, OH, PA, TN, TX, UT, VA, and WA.

About Arbinger:

The Arbinger Institute is a fast-growing leadership development and culture transformation organization. We help leaders, teams, and organizations create people-centric cultures that drive exceptional organizational results. Through an innovative process of training, coaching, and consulting, we help people adopt an outward mindset which is integral to accelerating performance, creating genuine inclusivity, and ensuring sustainable change. We work with thousands of organizations of all sizes across a broad spectrum of industries, including manufacturing, technology, non-profits, healthcare, law enforcement, finance, and the federal government.

The Arbinger Institute was founded over 40 years ago. Arbinger is an equal opportunity employer committed to diversity and inclusion in the workplace. Arbinger has been named a Top Workplace by the Salt Lake Tribune for three years running (2020-22) and is a 2022 and 2023 recipient of the HIRE Vets Medallion Award for our commitment to hire, develop, and retain our United States veterans.

The Position:

The Account Development Representative II at The Arbinger Institute plays a vital role in our sales funnel, reporting directly to the Director of ABX Sales Development. This role is engaged in personalized prospecting activities, transitioning from relatable information to tailored messaging aligned with the SPICED framework. The primary focus will be nurturing marketing qualified accounts and leads into sales opportunities for AEs through channels like phone calls, emails, and LinkedIn. Expect to communicate effectively with C-suite executives, HR professionals, and Learning & Development experts, presenting proven leadership development and culture transformation solutions.

Roles and Responsibilities:

• Perform regular self-assessments using Arbinger’s 3A+ assessment tool to gauge and enhance individual performance impact.
• Identify and generate potential sales opportunities through various channels, including outbound cold calling, emailing, and social media prospecting.
• Evaluating and qualifying leads to ensure they meet predefined criteria and align with the company's target customer profile.
• Conduct research on potential clients and industries to gather relevant information, understand their needs, and tailor communication accordingly.
• Initiate contact with leads via phone calls, emails, and social platforms to introduce the company's products or services and create interest.
• Schedule appointments, demos, or meetings between qualified leads and Account Executives.
• Update and maintain accurate and detailed records of lead interactions in the Customer Relationship Management (CRM) system.
• Work closely with marketing and sales teams to align strategies, share insights, and optimize lead generation processes. Staying informed about industry trends, product knowledge, and sales techniques to enhance effectiveness in lead generation.
• Maintain a customer-centric approach, understanding the needs and pain points of potential customers to effectively position the company's solutions.
• Adapt to changes in sales strategies, product offerings, or market dynamics and adjust outreach approaches accordingly.
• Consistently meet or surpass assigned metrics and targets, demonstrating a commitment to achieving and exceeding performance expectations.
• Collaborate with Account Executives to transition qualified leads and ensure a seamless handover for further sales processes.
• Leads team enablement sessions for ADR level I, assists in mentoring, and onboarding ADR level I.
• Other duties as assigned.

Required Capabilities:

• Proficient in written and verbal communication, adept at conveying messages effectively through various mediums, including phone calls and video conferences, especially when engaging with executives and senior leaders at prospecting organizations.
• Possesses a sales-oriented mindset, demonstrating diligence, understanding, curiosity, and active listening skills. Capable of guiding an audience toward valuable solutions that address their specific needs.
• Exhibits a high level of business acumen, an understanding of industry dynamics, market trends, and the ability to align strategies with organizational goals. Target-oriented with a focus on achieving measurable outcomes.
• Proven track record in efficiently managing a high volume of incoming leads, ensuring prompt and effective follow-up to nurture prospects through the sales funnel.
• Highly motivated by goal accomplishment, with a track record of meeting and exceeding quotas. Driven to achieve success and consistently strives for excellence.
• Inherently motivated to help individuals and organizations find solutions to challenges. Possesses a proactive and solution-oriented mindset.
• Possesses a sales-oriented mindset, demonstrating diligence, understanding, curiosity, and active listening skills. Capable of guiding an audience toward valuable solutions that address their specific needs.
• Capable of working independently, managing tasks and schedules efficiently. Demonstrates the ability to prioritize and organize workload effectively.
• Adept at communicating seamlessly and collaboratively with diverse cross-functional teams. Able to bridge communication gaps, ensuring cohesive and productive collaboration across various departments and disciplines.
• Demonstrates a solid comprehension of the SPICED sales framework or similar (Challenger, Customer Centric Selling, etc.)

Preferred Capabilities:

• An understanding of the principles in Arbinger’s international best-selling books is a plus (Leadership and Self-Deception, The Anatomy of Peace, and The Outward Mindset).
• Successfully utilized Salesforce CRM platform, showcasing the ability to navigate and leverage its features effectively. Additionally, experience in working with Sales Engagement Platforms such as Outreach or Salesloft (or similar software) to optimize sales processes.
• Skilled in utilizing project management software such as Asana, Smartsheet, and Jira to streamline workflow, enhance collaboration, and ensure efficient project execution.
• Proven ability to connect with peers and mentor.

Education and Experience:

• Bachelor’s degree or equivalent work experience required.
• 12+ months of sales experience as SDR/ADR/BDR or AE preferred.
• Previous experience in ABM (account-based marketing) and research/personalization strategies required.

Physical Requirements:

• Prolonged periods of sitting at a desk, working on a computer, and detailed work on multiple monitors.
• Occasional travel to conferences & events with prolonged periods of walking & standing.

Salary: Starting from $46,000 plus commissions

Arbinger Benefits:

• Leadership Training
• DEIA Workshops
• Health Benefits
• Health Savings Account (HSA)
• 401K Plan
• Accident Coverage
• Critical Illness Coverage
• Disability Coverage
• Life Insurance
• Paid Time Off (PTO)
• Paid Parental Leave
• Discounted Gym Memberships
• Pet Insurance
• Comprehensive Employee Assistance Program
• Birthday and Anniversary celebrations
• 11 Company Paid Holidays
• Company Paid Veterans Day off for all Veterans

• Note: the job description is not meant to cover all responsibilities but only provides an overview of the role.

** Arbinger is an equal-opportunity organization. We recruit, employ, train, compensate, and promote without regard to race, religion, color, national origin, age, gender, sexual orientation, gender identity, marital status, disability, protected veteran status, or any other basis protected by applicable federal, state or local law.