Account development representative (ADR)

An account development specialist works with their company’s most important clients to build prolonged, loyal, strategic cooperation. This position demands a set of skills that include multi-functional leadership, strategic planning, and the ability to effectively close sales. 

You can be a salesperson searching for new career opportunities or an existing account development representative preparing to work with bigger clients. In all cases, this article will be useful for you. If you’ve got everything it takes to be an account development representative, catch the chance and bring more profit to your company. In serious organizations, it will be properly rewarded.

Account development representative job description

To be successful, account development representatives (ADRs) should possess specific soft skills, such as interpersonal communication, empathy, self-confidence, and being customer-oriented.

When it comes to hard skills, candidates should have relevant experience to perform fundamental job duties. This includes account management, experience with CRMs and statistics, etc. Here are the main duties and responsibilities that an ADR is likely to perform in their role:

  • Cultivate new business connections using cold outreach, arranging personal and group meetings with clients, growing existing networks, and using professional social channels like LinkedIn.
  • Communicate with VIP clients to build trustful and loyal relations.
  • Design effective presentations and share them with key-level clients and stakeholders.
  • Grow fruitful relationships with clients and stakeholders, enhancing service quality, efficiently negotiating price, and improving the company’s ROI.
  • Manage ROI analysis, reporting, creative and technical account development.
  • Monitor and manage relevant data in your company’s CRM. Track and record all client interactions in the system.
  • Determine the budget and timeframe for the business project.
  • Research software solutions in your industry that encourage meaningful communications with clients and lead to an increase in sales leads.
  • Create a regulated method of onboarding new ADRs, developing call scripts and email drip campaigns.
  • Interview applicants, coach new ADRs, and teach them the details of the work process.
  • Create and follow an account management strategy.
Account management in a sales funnel
Account management in a sales funnel (Source: Gmelius)

As for the account development representative salary, you can check it here.

What is an account management strategy?

An account management strategy is a plan that helps manage all operations between your company and customers. With this document, you can do the following activities:

  • Identify your business’s goals
  • Consider the objectives and how they are assessed
  • Incorporate your organizational goals into the work with your customers
  • Determine what should be done (and what shouldn’t)
  • Monitor your progress

An account management strategy is not just a list of tasks that helps you achieve your business goals. It’s also the strategy that will help you earn the attention and appreciation of senior stakeholders and encourage your professional growth.

Five key account management skills you need to become an ADR

If you’re considering the opportunity of becoming an ADR, you should know that previous experience in other positions will facilitate your career growth. In particular, experience as a sales representative, an account manager, or a customer service assistant might be a requirement.

ADRs have a significant workload. The key talents they require are not only sales skills but also powerful communication, leadership, and management abilities. Below are the five most important skills you will need to be a successful ADR.

Communication and negotiations

Communication skills are crucial. An ADR must be perfect at negotiations – over the phone, via email, in person, and across teams.

As we have mentioned, ADRs will most likely have to deal with each level of the business to guarantee that the client’s needs and anticipations are met.

ADR’s ultimate goal is to boost customer lifetime value (CLV). That is why they must know how to negotiate deal conditions so that both participants end up happy. This demands a genuine sense of timing, strong presentation skills, and the ability to stand their ground and move back when required.

Customer lifetime value
Customer lifetime value (Source: Qualtrics)

Business and client success expertise

An ADR must nourish strategic connections with top clients, so they should possess an in-depth knowledge of the company and its customers. This skillset helps them recognize the best chances for growth and assistance to the client.

An ADR needs to offer custom solutions tailored to the customer’s particular needs. To do that effectively, they must know every part of the business, present solutions, and create customized offers effectively.

Strategic vision

ADRs need to have a strategic view that exceeds the limits of monetary profits. They must know what deals to offer and what long-lasting strategies to introduce to bring all parties mutual benefits.

That is why top sales reps might not be the best candidates for an ADR position. While powerful selling skills matter a lot, a professional ADR concentrates on long-term involvement over short-term sales goals.

Leadership talent

ADRs are leaders. They should know how to guide a client and organize staff at all levels of negotiations. ADRs should also be confident in their skills, initiative, and gain the respect of both sides, their customers and colleagues.

Value-centered selling

Long-lasting success is based on the skill of presenting value to the client. As an ADR, you will financially and strategically present the value of your offer to your customers.

ADRs with a good knowledge of the business can create personalized offers. This way, they provide more value for their leads, encouraging them to work more productively and maintain long-term business connections.

email drip campaigns

Bottom line

As we can see, an ADR is an excellent next career step for talented and disciplined people who have leadership talent, as well as sales and business administration skills. If you meet all of these requirements, you’ve got all the chances to bring profit to your company, make its key clients happy, and accelerate your career growth.

Take your business to a higher league
Find more leads and accelerate conversions with, an all-in-one toolbox for B2B sales.

No credit card required

Become one of our successful clients

With over 100,000 thriving companies on board, continues helping businesses grow. Here's what our users say about their experience.


"Our sales revenue has grown by 18% since we started using"

Joey Mallat


"With we discovered new ways of lead generation."

Ramzi Barkat


" helped us collect more than 80,000 leads in a month, accelerating our search for emails while reducing the cost per lead."

Dmitry Chervonyi


"We needed something that would help us automate, send emails just in time, yet feel personalized and human. We started looking for a solution, and we found"

Sofiia Shvets


"’s Email Finder reduced the time it took us to find email addresses by almost 50% and the lead generation efforts by 20%."

Jaswant Singh


"One of our clients got 23 email meetings scheduled from just 117 emails sent with"

Deepak Shukla


"We needed an additional contact channel, and discovering has allowed us to boost our conversion rate, both contact-to-reply and contact-to-call."

Kirill Rozhkovskiy


"The open rate for the emails sent to leads collected and verified with tools went from 25% to 73% in just one month, which resulted in 95 business meetings with potential customers. "

Ricard Colom