ADR Manager

DISQO is the brand experience (BX) platform for understanding every customer experience. Businesses trust DISQO to power better decisions for every customer, touchpoint, and outcome. DISQO's insights, agile testing and advertising measurement products are powered by millions of consumers on the industry's largest opt-in consumer data platform. 

When you join DISQO Nation, you join a community that values trust, transparency and innovation. We invest in our employees and apply a bottom-up management approach, rooted in the concept of servant leadership. We approach each day eager to learn, grow, and make a lasting impact. Best of all, we have fun while doing it!

Position Overview: We are seeking a highly motivated and experienced ADR Manager to lead our Account Development team. The ideal candidate will have a track record of success in SaaS sales, a passion for coaching and developing talent, and a data-driven approach to growing pipeline. The ADR Manager will play a pivotal role in driving top-of-funnel activity, helping to shape our sales strategy, and ensuring the success of our ADR team.

What you will do:

• Lead and Manage ADR Team: Recruit, train, and mentor a team of high-performing ADRs to generate qualified leads for the sales team.
• Strategy and Execution: Develop and execute strategies to drive pipeline growth, leveraging industry best practices, outbound prospecting, and technology tools.
• Process Optimization: Continuously refine and improve ADR processes, including outreach strategies, lead qualification, and handoff to Account Executives (AEs).
• Data-Driven Management: Track and analyze key performance metrics (e.g., call activity, conversion rates, pipeline contribution), using data to inform decisions and optimize team performance.
• Collaboration: Partner closely with sales, marketing, and product teams to align ADR efforts with overall company goals and campaigns.
• Tech Stack Management: Leverage CRM and sales engagement tools (e.g., Salesforce, Outreach, SalesLoft, HubSpot) to track activities, optimize workflows, and ensure accurate data entry.
• Training & Development: Provide ongoing training, coaching, and feedback to BDRs, focusing on improving skills like cold outreach, objection handling, and product knowledge.
• Goal Achievement: Drive the team to meet and exceed monthly and quarterly targets for qualified leads, appointments, and opportunities created.
• Reporting: Provide regular updates to senior leadership on team performance, pipeline growth, and opportunities for improvement.

What you bring to the role:

• 4+ years of experience in sales or business development (SDR/BDR/ADR operations), preferably in a SaaS or high-technology environment.
• 2+ years of experience managing a business development team.
• Proven track record of driving pipeline and meeting/exceeding revenue targets.
• Strong leadership and coaching skills, with a passion for developing talent.
• Deep understanding of the SaaS sales cycle and lead generation techniques.
• Excellent communication and interpersonal skills.
• Proficiency with CRM and sales engagement platforms (e.g., Salesforce, Salesloft/Outreach, HubSpot, Zoominfo, etc.).
• Analytical mindset with experience using data to drive decisions and optimize performance.
• Ability to thrive in a fast-paced, dynamic startup environment.

Nice to haves:

• Experience aggressively scaling ADR teams in a startup or high-growth company.
• Knowledge of Advertising Technology software solutions.
• Familiarity with ABM (Account-Based Marketing) strategies.

At DISQO, we pride ourselves on having a positive, performance-oriented workplace that includes a flexible hybrid approach, competitive medical benefits, and an amazing vacation policy. Read more about our culture on Glassdoor.

You can learn more about what’s happening at DISQO by visiting the DISQO Developer Blog or the DISQO Company Blog.

Perks & Benefits:

·100% covered Medical/Dental/Vision for employee, 82% for dependents

·Equity

·401K

·Generous PTO policy

·Flexible workplace policy

·Team offsites, social events & happy hours

·Life Insurance

·Health FSA

·Commuter FSA (for hybrid employees)

·Catered lunch and fully stocked kitchen

·Paid Maternity/Paternity leave

·Disability Insurance

·Travel Assistance Program

·24/7 Counseling Services offered to Employees

·Access to personal and professional growth tools - Calm App & LinkedIn Learning

Note: The benefits noted above are for full time US based employees only.

DISQO is an equal opportunity employer. Discovery, innovation, and growth are possible when we open ourselves to new possibilities, perspectives, and approaches. That’s why, at DISQO, we welcome, support, and empower individuals from diverse backgrounds. Exceptional teams are rooted in extraordinary people, each with a unique story and a compelling set of skills. DISQO does not discriminate against employees based on race, color, religion, sex, national origin, gender identity or expression, age, disability, pregnancy (including childbirth, breastfeeding, or related medical condition), genetic information, protected military or veteran status, sexual orientation, or any other characteristic protected by applicable federal, state or local laws.

*Recruiting firms that submit resumes to DISQO without first entering into a written contract will not be entitled to any compensation on candidates referred by that firm.