What are the responsibilities and job description for the Account Development Manager position at NEOGOV?
Please note this is an onsite role Mon-Fri at our Draper, Utah office.
NEOGOV is a fast-growing SaaS leader in the Public Sector with a mission to serve the people who serve the people. Our clients use our software to manage their employee lifecycle from hire to retire by streamlining processes in our centralized platform. We are passionate about technology, focused on customer success, and have an entrepreneurial environment where innovation is encouraged and rewarded.
NEOGOV is one of the top 50 fastest growing private software companies in the U.S. — Sound like a company you'd like to join? We are looking for top talent to make significant contributions to our products, technology, and customers.
The Manager of Account Development is responsible for leading and managing a team of Account Development Representatives (ADRs), with a key focus on driving appointment creation and pipeline generation that directly supports the success of the Account Management team. This role is critical in ensuring the ADR team meets performance targets by effectively qualifying leads, generating high-quality opportunities, and booking appointments for the Account Management team. The Manager will also oversee the team's efforts in conducting account reviews with existing customers to help generate well-qualified appointments. Collaboration with the Director of Account Development and other key stakeholders will ensure alignment with broader sales strategies and pipeline goals.
Team Leadership: Lead, coach, and develop a team of ADRs to meet and exceed appointment creation and pipeline generation targets. Foster a culture of accountability and continuous improvement, focused on driving results that support the Account Management team.
Appointment Creation: Ensure the ADR team consistently generates high-quality appointments that align with the needs of the Account Management team. Collaborate closely with Account Managers to understand their requirements and ensure the appointments booked are relevant and high-value.
Account Reviews: Guide the ADR team in conducting regular account reviews with customers. These reviews will help the team identify upsell opportunities, address customer needs, and generate well-qualified appointments for the Account Management team to pursue.
Pipeline Generation: Manage the team’s contribution to pipeline generation, ensuring a steady flow of qualified opportunities that support the revenue goals of the Account Management team. Track, analyze, and optimize the team’s efforts in creating leads that convert into sales opportunities.
Performance Management: Monitor and evaluate team performance through KPIs and metrics focused on appointment creation, account reviews, and pipeline contribution. Conduct regular one-on-ones to provide feedback, coaching, and support for career development.
Training & Development: Provide ongoing training and development opportunities for ADRs to enhance their ability to conduct account reviews, identify qualified leads, book appointments, and effectively communicate with prospects. Ensure the team is equipped to support the Account Management team’s success.
Process Optimization: Identify and implement best practices for outreach, lead qualification, account reviews, and appointment setting. Work with the Director of Account Development to continually improve processes that drive pipeline growth and smooth handoffs to Account Managers.
Collaboration: Work closely with the Director of Account Development, Account Management, marketing, and sales teams to ensure alignment on lead generation strategies, appointment booking processes, and handoffs to Account Managers. Ensure account reviews are leveraged to improve pipeline quality.
Reporting & Analytics: Maintain detailed reporting on team activities, including account reviews, appointment creation, lead generation, and pipeline contribution. Provide insights and recommendations for optimizing the team's performance and increasing support for the Account Management team’s goals.
- Recruitment & Onboarding: Assist in recruiting, hiring, and onboarding new ADRs. Ensure new team members are effectively trained to drive appointment creation, conduct account reviews, and generate pipeline growth.
Able to analyze data, evaluate performance, and drive improvements based on metrics related to appointments, account reviews, and pipeline generation.
Experienced in managing the lead generation process, including appointment setting, account reviews, and lead qualification.
A strong leader with the ability to coach, mentor, and develop individual contributors to support pipeline, account reviews, and appointment creation targets.
What You Have
At Least 2 years of proven experience managing or leading a team of sales development or account development representatives, with a focus on lead generation, appointment setting, and conducting customer reviews.
Excellent communication and interpersonal skills, with the ability to build strong relationships with Account Managers, customers, and other stakeholders.
Bachelor’s degree in business, marketing, or a related field preferred.
Preferred Experience:
Experience in a SaaS or technology sales environment.
Familiarity with sales processes, appointment creation, account reviews, and lead generation best practices.
Proficiency with CRM tools (e.g., Salesforce, Gong), sales enablement tools, and reporting dashboards.
Competitive Wages
Comprehensive Benefits package (medical, dental, vision, etc.) for full-time employees effective Day 1
Generous PTO to support work-life balance
401K Matching
12-week Paid Parental Leave
Autonomy to grow and find your career path with supportive leadership
Company provided lunches and a kitchen fully stocked with snacks and drinks in the Draper office.
Inclusive and diverse work environment
NEOGOV does not discriminate in employment on the basis of race, color, religion, sex (including pregnancy and gender identity), national origin, political affiliation, sexual orientation, marital status, disability, genetic information, age, membership in an employee organization, retaliation, parental status, military service, or other non-merit factors.
