Account Development Representative (ADR)

Documo is on a mission to help businesses digitize and streamline their document workflows. As a fast-growing B2B SaaS company, our platform makes it easier to handle unstructured files like faxes and forms through tools like Intelligent Document Processing - turning messy paperwork into structured, usable data. We believe great products start with great people. That’s why we invest in top talent, value strong culture, and prioritize customer success and design excellence. If you’re excited to do impactful work and want to grow with a team that values innovation, collaboration, and purpose - we’d love to meet you! Job title Account Development Representative (ADR) Team Customer Success & Account Management Reports to Director, CS & AM Role Purpose Documo is looking for a driven Account Development Representative (ADR) to help our Account Management team grow revenue within our existing customer base. You'll identify expansion, upsell, and cross-sell opportunities inside current accounts, and generate qualified meetings for our Account Managers. What we Expect Monitor existing account usage, contract terms, and organizational changes to identify expansion, upsell, and cross-sell opportunities Conduct proactive outreach to existing customer contacts through persona based, tactical prospecting campaigns through all channels (phone, email, social media) Qualify expansion opportunities based on usage patterns, contract timing, and stated customer needs Book and hand off qualified meetings to Account Managers Flag renewal timing and account health signals to Account Managers as they come up in the course of outreach Proactively partner with Account Managers and marketing to drive growth within current customer base Keep Salesforce CRM updated with accurate activity, pipeline, and opportunity status Share feedback with Customer Success and Product on expansion trends and customer needs Build a solid understanding of Documo's product suite (cloud fax, IDP, eSign, API integrations) to speak credibly with existing customers about additional use cases Hit monthly and quarterly metrics for calls, emails, meetings booked, and expansion pipeline generated Stay current on industry trends and competitive dynamics in healthcare and other regulated verticals What you get Hands-on training from a team that's invested in your success The chance to work at the intersection of AI and healthcare Competitive pay, commission and benefits Who You Are 1 to 3 years of experience in sales development, inside sales, account management, or a customer-facing B2B role (SaaS preferred) Comfortable with high-volume outreach and resilient when facing rejection Strong communicator, both written and verbal, with a knack for crafting personalized outreach Familiar with CRM platforms (Salesforce preferred) Self-starter who can stay organized and accountable in a fully remote environment Coachable and curious, especially when learning about complex or technical products Technically comfortable enough to discuss APIs, HIPAA compliance, and cloud solutions with confidence Bonus Qualifications Experience with account-based or customer expansion motions Experience selling into healthcare, finance, or other regulated industries Background in cloud fax, document management, or health IT Salesforce certification or formal sales training (Sandler, Challenger, MEDPICC) Proven track record of exceeding quota in an expansion, upsell, or account management support role Why join Documo? Competitive U.S. benefits: medical, dental, vision, and a 401(k) with a strong match. Annual bonus program based on role and company performance. Annual performance reviews with merit increases. In-person company kick-off to connect, collaborate, and celebrate. Equity opportunities to grow with us. Flexible remote work that fits your life, plus flexible paid time off. Competitive paid parental leave, mental health support, and Employee Assistance Programs (EAP). Be part of a small, fast-growing tech company with a supportive, inclusive, and fun culture. We celebrate differences. Documo welcomes applicants from all backgrounds, especially those underrepresented in tech. We do not discriminate based on ancestry, race, place of origin, political belief, religion, marital or family status, physical or mental ability, sex, sexual orientation, gender identity or expression, age, or any other legally protected characteristic. Documo is an equal opportunity employer.