Note: The job is a remote job and is open to candidates in USA. Documo is a fast-growing B2B SaaS company dedicated to helping businesses digitize and streamline their document workflows. They are seeking a driven Account Development Representative (ADR) to identify expansion, upsell, and cross-sell opportunities within existing accounts and generate qualified meetings for Account Managers.
Responsibilities
- Monitor existing account usage, contract terms, and organizational changes to identify expansion, upsell, and cross-sell opportunities
- Conduct proactive outreach to existing customer contacts through persona based, tactical prospecting campaigns through all channels (phone, email, social media)
- Qualify expansion opportunities based on usage patterns, contract timing, and stated customer needs
- Book and hand off qualified meetings to Account Managers
- Flag renewal timing and account health signals to Account Managers as they come up in the course of outreach
- Proactively partner with Account Managers and marketing to drive growth within current customer base
- Keep Salesforce CRM updated with accurate activity, pipeline, and opportunity status
- Share feedback with Customer Success and Product on expansion trends and customer needs
- Build a solid understanding of Documo's product suite (cloud fax, IDP, eSign, API integrations) to speak credibly with existing customers about additional use cases
- Hit monthly and quarterly metrics for calls, emails, meetings booked, and expansion pipeline generated
- Stay current on industry trends and competitive dynamics in healthcare and other regulated verticals
Skills
- 1 to 3 years of experience in sales development, inside sales, account management, or a customer-facing B2B role (SaaS preferred)
- Comfortable with high-volume outreach and resilient when facing rejection
- Strong communicator, both written and verbal, with a knack for crafting personalized outreach
- Familiar with CRM platforms (Salesforce preferred)
- Self-starter who can stay organized and accountable in a fully remote environment
- Coachable and curious, especially when learning about complex or technical products
- Technically comfortable enough to discuss APIs, HIPAA compliance, and cloud solutions with confidence
- Experience with account-based or customer expansion motions
- Experience selling into healthcare, finance, or other regulated industries
- Background in cloud fax, document management, or health IT
- Salesforce certification or formal sales training (Sandler, Challenger, MEDPICC)
- Proven track record of exceeding quota in an expansion, upsell, or account management support role
Benefits
- Competitive U.S. benefits: medical, dental, vision, and a 401(k) with a strong match.
- Annual bonus program based on role and company performance.
- Annual performance reviews with merit increases.
- In-person company kick-off to connect, collaborate, and celebrate.
- Equity opportunities to grow with us.
- Flexible remote work that fits your life, plus flexible paid time off.
- Competitive paid parental leave, mental health support, and Employee Assistance Programs (EAP).
- Be part of a small, fast-growing tech company with a supportive, inclusive, and fun culture.
Company Overview