Manager, Account Development Representative

As a Manager for Account Development Representatives at Red Canary, you'll be tasked with training and mentoring a team of ADRs, focusing on generating qualified meetings and achieving pipeline goals. This includes hiring and onboarding new team members, conducting weekly meetings for performance reviews, and collaborating across departments to enhance outreach strategies.

To be considered for the Manager position at Red Canary, candidates should have at least 2 years of ADR management experience. A passion for coaching and a strong track record of achieving goals in a rapidly changing environment are essential. Familiarity with tools like Salesforce, ZoomInfo, and SalesLoft is a plus, especially in B2B or cybersecurity sectors.

Red Canary places a strong emphasis on continuous improvement, offering ample opportunities for professional development. As a Manager, you will receive support through coaching sessions, team meetings, and cross-departmental collaborations, allowing you to enhance your leadership skills and drive your team’s success.

The compensation for the Manager, Account Development Representative at Red Canary ranges from $62,720 to $105,000 as a base salary, with an estimated on-target earnings (OTE) potential of between $89,600 and $150,000, including commission and equity opportunities.

At Red Canary, the culture is rooted in authenticity, collaboration, and a shared commitment to customer success. Managers are expected to embody these values, ensuring their teams can thrive in a supportive environment where everyone's input is valued and continuous improvement is encouraged.

The Manager, Account Development Representative position is based in Denver, CO, offering a vibrant work environment and a community passionate about improving cybersecurity outcomes for all organizations.

Red Canary is recognized as one of Forbes' Best Start-up Employers in 2022, making it stand out as an employer of choice in the cybersecurity industry. With a strong focus on employee well-being, competitive compensation, a rich benefits program, and a commitment to authenticity, working at Red Canary is an exciting opportunity.

When training a new ADR, I would first focus on understanding their background and tailoring the training process to suit their learning style. This would include hands-on demonstrations, shadowing experienced team members, and gradually providing them with client interactions while continuously offering feedback and support.

In my previous role, our team was struggling to meet pipeline goals. I implemented a new outreach strategy based on data analysis and conduct regular performance reviews. By focusing on consistent coaching and aligning our team efforts, we were able to exceed our quarterly KPIs by 30%.

I find Salesforce, SalesLoft, and LinkedIn SalesNavigator extremely effective. They provide critical insights into customer interactions and aid in managing outreach processes. Using these tools allows for better tracking of performance metrics and helps create effective training content based on real data.

Motivation during challenging times is vital. I prioritize open communication, acknowledging challenges, and celebrating small victories. Additionally, introducing incentive programs that reward exceptional efforts can drive motivation and focus among the ADR team.

I regularly review performance data from our outreach tools, identify trends, and provide feedback to the team. I focus on continuous optimization by testing different communication approaches and evaluating their effectiveness, leading to adjustments in cadence strategies.

In my previous roles, I regularly collaborated with marketing, sales, and operations to align our outreach strategies. I believe that understanding the goals of different departments enhances our opportunity management and allows us to create tailored messaging that resonates with our target audience.

Prioritizing tasks involves assessing deadlines and understanding which objectives most significantly impact team performance and company goals. I prefer to focus on high-impact activities with measurable outcomes, ensuring my team is aligned and supported in their tasks.

Feedback plays a crucial role in my management approach. I conduct weekly one-on-ones with team members where we address performance, challenges, and development opportunities. Constructive feedback fosters growth, increases accountability, and enhances the overall performance of the ADR team.

My leadership style is collaborative and coaching-oriented. I believe in empowering my team members by providing them with the tools and resources they need to succeed while being there to mentor and guide them along the way.

Having worked in B2B environments and specifically in cybersecurity, I understand the challenges and trends affecting our target customers. This knowledge not only informs my team's outreach strategies but also helps us establish credibility and build trust with potential clients.