Description
The Americas Virtual Demand Center (VDC) at Cisco generates and governs over $1.0B in Marketing Sourced Pipeline (MSP) across Commercial, Public Sector, and Enterprise theaters.
As an Account Development Representative (ADR) Leader, you will lead, coach, and inspire a frontline pod of 8-10 Account Development Representatives covering key growth segments.
Responsibilities:
- Lead, develop, and retain a high-performing pod of ADRs, fostering an inclusive, high-accountability team culture.
- Partner with Global Enablement to execute structured onboarding frameworks, accelerating new hire time-to-productivity to 90 days.
- Drive pod performance against core pipeline KPIs, including Outbound Prospecting, Marketing Event and Campaign alignment, lead-to-opportunity conversion, SLAs, and quarterly pipeline generation targets.
- Lead weekly forecast commit reviews providing leadership with accurate visibility into high-confidence pipeline opportunities.
- Partner closely with Field Sales Leaders, Regional Managers, and Account Executives to orchestrate joint account pursuits.
- Collaborate proactively with Field Marketing Directors and Managers to execute pre- and post-event demand follow-ups.
- Orchestrate alignment with Architecture Hyperspecialists on multi-product, high-value demand generation plays.
- Maintain rigorous pipeline and opportunity hygiene in Salesforce (SFDC) and real-time dashboards.
Requirements:
- 5+ years of successful experience in sales development, inside sales, business development, or technology pipeline generation.
- 1+ years of direct people leadership, team lead, or player-coach experience leading SDR/BDR/ADR teams within technology, SaaS, cloud, or networking environments.
- Deep practical knowledge of sales qualification frameworks (such as ANUM, BANT, Command of the Message, or MEDDPICC).
- Hands-on proficiency with Salesforce CRM, Gong.io, LinkedIn Sales Navigator, ZoomInfo, or modern sales engagement platforms.
- Strong pipeline forecasting, metric analysis, and operational planning capabilities.
- Exceptional verbal, written, and executive presentation skills with the ability to influence cross-functional leaders.
- Ability to work on-site at Cisco's Raleigh / RTP, North Carolina office on weekly collaborative in-office days.
Preferred Qualifications:
- Familiarity with Cisco's core architecture portfolio (Enterprise Networking, Security, Collaboration, and Cloud/AI).
- Experience executing Account-Based Marketing (ABM) motions, event demand generation blitzes, and whitespace account prospecting.
- Bachelor's degree in Business, Marketing, Communications, or equivalent practical sales experience.
Benefits:
- Medical, dental and vision insurance
- 401(k) plan with a Cisco matching contribution
- Paid parental leave
- Short and long-term disability coverage
- Basic life insurance
- 10 paid holidays per full calendar year, plus 1 floating holiday for non-exempt employees
- 1 paid day off for employee's birthday, paid year-end holiday shutdown, and 4 paid days off for personal wellness
- Non-exempt employees receive 16 days of paid vacation time per full calendar year
- Exempt employees participate in Cisco's flexible vacation time off program
- 80 hours of sick time off provided on hire date and each January 1st thereafter
- Optional 10 paid days per full calendar year to volunteer