Leader, Sales Development Representative

Cisco • Rtp, NC

4d • Hybrid

About The Position

The Account Development Representative (ADR) Leader will lead, coach, and inspire a frontline pod of 8–10 Account Development Representatives supporting growth segments including Velocity/Mid-Market, Commercial, Public Sector, and Enterprise. The role is part of Cisco’s Americas Virtual Demand Center, which generates and governs Marketing Sourced Pipeline across these segments and connects digital marketing, global events, and Account-Based Marketing initiatives with Cisco Field Sales and Specialists.

The leader is accountable for end-to-end pipeline execution, qualification rigor, new-hire productivity, and alignment with Field Sales and Marketing. The role includes coaching and developing ADRs, supporting onboarding and career progression, governing pipeline metrics and forecasts, coordinating cross-functional sales and marketing pursuits, and maintaining accurate CRM and lead operations. The position requires working on-site at Cisco’s Raleigh/RTP, North Carolina office on weekly collaborative in-office days and living in or within commuting distance of the RTP campus.

Requirements

• At least 5 years of successful experience in sales development, inside sales, business development, or technology pipeline generation.
• At least 1 year of direct people leadership, team lead, or player-coach experience leading SDR/BDR/ADR teams in technology, SaaS, cloud, or networking environments.
• 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.
• Excellent 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.
• Must live in or within commuting distance of the RTP campus.

Nice To Haves

• Familiarity with Cisco’s core architecture portfolio, including Enterprise Networking, Security, Collaboration, and Cloud/AI.
• Experience executing Account-Based Marketing motions, event demand-generation blitzes, and whitespace account prospecting.
• Bachelor’s degree in Business, Marketing, Communications, or equivalent practical sales experience.

Responsibilities

• Lead, develop, and retain a high-performing pod of 8–10 Account Development Representatives while fostering an inclusive, high-accountability team culture.
• Provide hands-on coaching, live call shadowing, and Gong call reviews to improve qualification frameworks, objection handling, and executive conversations.
• Partner with Global Enablement on structured onboarding to accelerate new-hire productivity to 90 days and mentor early-career sellers toward progression into Global Virtual Sales or similar roles within approximately 18 months.
• Drive performance against 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 and provide leadership with accurate visibility into high-confidence pipeline opportunities.
• Partner with Field Sales Leaders, Regional Managers, and Account Executives to coordinate joint account pursuits and move qualified demand to the “Meeting Complete” milestone (Stage 0 Pipeline), where AEs take ownership.
• Work with Field Marketing Directors and Managers on pre- and post-event demand follow-up and multi-touch Account-Based Marketing activities.
• Coordinate with Architecture Hyperspecialists across Networking, Security, Collaboration, and Cloud/AI on multi-product, high-value demand generation plays.
• Maintain pipeline and opportunity hygiene in Salesforce and real-time dashboards; audit lead queues to prevent backlog and ensure timely lead conversion or disposition.

Benefits

• Medical insurance
• Dental insurance
• Vision insurance
• 401(k) plan with Cisco matching contribution
• Paid parental leave
• Short- and long-term disability coverage
• Basic life insurance
• Restricted stock unit grants may be available, subject to eligibility and vesting conditions.
• Paid holidays and a floating holiday for non-exempt employees
• Paid birthday day off
• Paid year-end holiday shutdown
• Paid personal wellness days
• Vacation time or flexible vacation time off, depending on employee classification
• Paid sick time
• Additional paid time away may be requested for critical or emergency family issues
• Optional paid volunteer days
• Sales-plan employees may receive performance-based incentive pay in addition to base salary.

What This Job Offers

• Job Type: Full-time
• Career Level: Manager
• Education Level: No Education Listed