Account Development Representative

Momentive

6d•Remote

About The Position

Momentive Software is hiring an Account Development Representative to create top-of-funnel cross-sell pipeline from its existing client base for the SMB sales team. This individual identifies expansion opportunities, acts on relevant client signals, and creates qualified cross-sell meetings that can progress to pipeline and closed business. The role partners closely with Business Development, SMB Sales, Client Success, Marketing, and Go-To-Market teams to prioritize high-propensity accounts, conduct targeted outreach, and support a coordinated client experience. It is an individual-contributor position focused on qualified expansion opportunities, pipeline hygiene, and clear handoffs to the appropriate sales owner. The role may require travel of less than 10% as needed. Momentive Software provides cloud-based software and services to purpose-driven organizations, including nonprofits and associations. Its solutions support fundraising, learning, events, careers, volunteering, accounting, and association management.

Requirements

1–2 years of experience in sales development, business development, or a similar prospecting role.
A track record of building qualified pipeline through outbound prospecting and account research.
Experience tailoring outreach based on account signals, buying triggers, or intent data.
Comfort partnering with Sales, Marketing, and Client Success to coordinate a consistent client experience.
Daily use of Salesforce or a comparable CRM to track accounts, activity, and pipeline handoffs.
Comfort with sales engagement tools such as Salesloft, Outreach, or Gong.
Proficiency with Microsoft Office 365.
Self-directed and motivated, with the discipline to independently meet pipeline and meeting targets.
Strong written and verbal communication skills.
Curiosity and a consultative approach to uncovering client needs before pitching.
Organization skills to manage a high volume of accounts and outreach follow-ups.
Collaborative approach to working across Sales, Marketing, and Client Success.
Willingness to travel less than 10% as needed.

Nice To Haves

Experience in B2B SaaS.
Familiarity with the association, nonprofit, or membership technology space.
Familiarity with intent or signal data platforms such as 6sense or ZoomInfo.

Responsibilities

Prospect proactively for cross-sell opportunities within the existing Momentive client base, focusing on SMB accounts and high-potential white-space opportunities.
Research client accounts to understand current products, product gaps, organizational priorities, buying centers, and expansion triggers.
Use account signals, intent data, relationship context, and internal guidance to prioritize outreach and select relevant cross-sell motions.
Create personalized, multichannel outreach that connects product value to clients’ operating environments and business priorities.
Book and progress qualified cross-sell meetings for SMB sellers, ensuring meetings are prepared, documented, and tied to a clear business opportunity.
Maintain strong pipeline hygiene and provide clear handoffs to the appropriate sales owner.
Coordinate with Business Development, SMB Sales, Client Success, Marketing, and Go-To-Market teams to support a consistent client experience.