• Demonstrate basic functionality of our product. • Identify potential clients and generate new business opportunities for the company • Cold call potential clients to generate interest in our products and services • Send out personalized emails and LinkedIn messages to potential clients to nurture leads • Monitor appropriate social media groups/communities for potential leads • Schedule appointments with potential clients for the sales team • Provide accurate and up-to-date information on our products and services to potential clients, and this includes product and service demonstrations using presentation materials • Work with the sales team to develop strategies for lead generation and follow-up • Track progress towards meeting sales goals • Collaborate with the sales team to develop strategies for reaching sales targets • Use customer relationship management (CRM) software to manage leads and sales activities • Stay up-to-date on market trends, competition, and industry developments • Provide regular reports on sales activities and results to management.

• Leverage AI to dynamically adapt playbooks based on real-time intent, ensuring the team isn't just following a static, manual script to drive measurable productivity improvements. • Lead, mentor, and develop a world-class global Sales Development team with clear performance expectations and career pathways. • Define and own the global inbound and outbound Sales Development strategy aligned with quarterly and annual revenue goals to help increase pipeline amounts, win rates, and reduce CaC. • Drive SDR-sourced pipeline targets with accountability for quality, conversion, and ARR impact, not just activity volume. • Champion modern outbound tooling, including sequencing platforms, AI-driven personalization, intent data, and automation • Use data and analytics to refine targeting, messaging, and performance management • Continuously evaluate emerging technologies to increase scale without proportional cost growth • Partner with Marketing, Field Sales, Enablement, and RevOps to streamline lead motion, optimize routing, and increase conversion efficiency. • Own forecasting, capacity planning, performance modeling, and analytics to inform decisions and fuel continuous improvement. • Develop SDR managers as operational leaders who understand both sales economics and how to leverage new tools and trends, and people-first coaching.

• Own inbound speed-to-lead: respond quickly, qualify inbound interest, and schedule high-quality meetings. • Execute consistent outbound prospecting every week, regardless of inbound volume. Deliver a strong buyer experience through clear communication, storytelling, and discovery-driven conversations. • Research accounts and personas to tailor messaging that resonates in your region and language market. • Partner with your Drive Team to align on territory strategy, target accounts, and follow-through plans. • Drive pipeline that becomes qualified pipeline, validated by the Sales Rep and moved into active working pipeline. • Maintain accurate activity and pipeline tracking in Salesforce and engagement tools. • Continuously improve outreach and qualification through coaching, iteration, and market insights.

Title: Account Development Representative Job Description: Job Type Full-time Description Location: Hybrid - Indianapolis, IN | Austin, TX | Tallahassee, FL Department: Sales Reports to: Senior Director, Sales Administration Job Description: Who We Are Scale Computing is a global leader in edge computing, hyperconverged infrastructure, and managed networking solutions. We deliver innovative, secure, and scalable technology that powers critical operations worldwide. Job Overview The Account Development Representative (ADR) is an entry-level sales role at Scale Computing, serving as the first point of contact for prospective clients. In this role, you'll engage and qualify both inbound and outbound leads, converting interest into high-value opportunities for our Regional Sales Teams. This position is designed as a launchpad for motivated individuals who are ready to master the art of prospecting - with a clear, defined path from ADR to Regional Sales Associate (RSA) and beyond. Responsibilities: - Execute high-volume outreach across email, phone, chat, and social channels to engage prospective clients - Engage with Marketing-led Sales Assigned Leads (SALs) to qualify prospect needs and advance them through the pipeline - Identify and reach out to Sales Qualified Leads (SQLs) to develop new relationships and expand our pipeline - Create, test, and refine outreach cadences to continuously improve conversion metrics - Log all activity meticulously in Salesforce and Salesloft, maintaining clean and accurate records - Deliver weekly productivity reports to the Senior Director, Sales Administration - Coordinate seamless handoffs of qualified prospects to Regional Sales Teams, and build expertise in Scale Computing's products, competitive landscape, and the unique challenges our customers face Requirements Required Qualifications: - At least 1 year of experience in an inside sales role (ADR, BDR, or SDR) with a demonstrated track record of hitting or exceeding targets - Must reside in or be able to commute to one of our hub locations: Indianapolis, IN; Austin, TX; or Tallahassee, FL, with the ability to work in-office a minimum of 3 days per week - Results-driven and resourceful, with a low fear of rejection and a readiness to engage with prospects within the first two weeks Preferred Qualifications: - Familiarity with Salesforce; Salesloft experience is a strong plus - Strong written and verbal communication skills - Eagerness to build knowledge of Scale Computing's products, the competitive landscape, and the unique challenges our customers face - Ability to manage high-volume outreach while staying organized and detail-focused - Team-oriented with a proactive approach and a drive to continuously improve Education or Experience - Bachelor's or associate degree preferred - Equivalent experience in a sales environment will be considered Perks of Scale Computing - Health benefits start on first of the month following date of hire - 401(k), FSA, HSA - Casual dress code - Fully stocked kitchen - Vibrant and Inclusive Workplace Atmosphere - Paid company holidays - Discretionary time off policy - Flexible work environment and an opportunity to grow as we grow. Scale Computing is a global business with offices around the world, thousands of customers, and countless applications running on our industry-leading platforms. We enjoy this success because we have made a conscious effort to build this company by hiring amazing people. Scale Computing was founded on the belief that transparency and collaboration create a culture of ownership, success, and empowerment; more empowered employees are more productive employees. At Scale, we build empowerment through diversity and our core values of the V.O.I.C.E. of the Customer. Scale Computing is an equal-opportunity employer. The final candidates will be subject to a pre-employment background check. Salary Description $55,000 OTE (base + commission)