Account Development Representative

Schellman

2d • Remote

About The Position

Schellman is a Top 50 CPA firm and a leading provider of attestation and compliance services, focusing on security and privacy audits, assessments, and certifications. We are a leading cybersecurity assessment firm in the United States, accredited for ISO, PCI, FedRAMP, and CMMC. Our culture, client approach, and dedication to values have led to consistent recognition as a Great Place to Work and Best Firm to Work For. Our core value, 'People Come First,' is demonstrated in our culture, benefits, and business practices. This is a fully remote position based in the United States. As our founding outbound Account Development Representative (ADR), we are seeking a highly competitive and driven individual to manage the top of our sales funnel and generate qualified pipeline for our Account Executive team. You will be instrumental in our growth by executing targeted cold outreach, qualifying prospects, and nurturing relationships through strategic prospecting campaigns. This role is ideal for individuals passionate about sales conversations, adept with data and tools, and eager to develop into a top-performing Account Executive.

Requirements

• 1+ years of Business Development Representative (BDR) or Sales Development Representative (SDR) experience, preferably in a SaaS environment prospecting into large accounts (500+ employees), with a strong desire to grow into an Account Executive role.
• Bachelor's degree in accounting, finance, business management, or other relevant subject area, or equivalent years of experience directly related to the duties and responsibilities specified.
• Competitive and builder’s mindset; obsessed with metrics and quota, but equally invested in helping build outbound systems, talk tracks and processes that scale and become core to Schellman's culture.
• Coachable and resilient; able to handle rejection and leverage feedback to continuously improve.
• Excellent communication and interpersonal skills—able to quickly build credibility and rapport with prospects at all levels.
• Strong ability to identify, engage, and leverage subject matter experts and Account Executives across service lines to support complex prospect conversations.
• Superior organizational, time management, and follow-up discipline; able to juggle multiple prospects and maintain pipeline hygiene.
• Fully remote-capable; able to thrive independently while actively collaborating with remote sales, marketing, and support teams.
• Commitment to Schellman’s core values, especially People Come First; demonstrates integrity and professional ethics in all prospect interactions.
• Strong written and verbal communication skills; able to craft compelling emails, comfortable with high-volume cold calling, and you can articulate complex ideas clearly.
• Proficiency with sales and productivity tools (HubSpot, Microsoft Office, LinkedIn); quick learner for new SaaS tools.

Nice To Haves

• Promotions only from within.
• Ability to contribute and be heard.
• Great work-life balance.

Responsibilities

• Build outbound messaging, talk tracks, and prospecting systems that will scale with the team and become core to Schellman’s outbound motion.
• Execute targeted cold outreach campaigns via phone, email, and LinkedIn, qualifying prospects into our Sales Qualified Pipeline through disciplined follow-up and persistence.
• Identify prospect pain points, discovery needs, and opportunities for appropriate Schellman services.
• Master HubSpot, ZoomInfo, and LinkedIn Sales Navigator to identify target accounts, map buying committees, and prioritize outreach efficiently in partnership with Strategic Account Executives.
• Research market trends, competitive landscape, and vertical-specific growth opportunities; collaborate with leadership and Strategic Account Executives on strategic account targeting.
• Track, report, and optimize KPIs (weekly/monthly/quarterly)—call volume, meetings set, conversion rates, pipeline generated—to drive continuous improvement.

Benefits

• Opportunity to work remotely.
• Some travel annually for Internal Service Delivery roles, which can include in-person training, team meet-ups, and strategy meetings.
• Travel based on business and client needs for Service Delivery team members.

What This Job Offers

• Job Type: Full-time
• Career Level: Entry Level
• Education Level: Associate degree