The Account Development Representative (ADR) is a hybrid role responsible for driving revenue growth by skillfully managing and qualifying both inbound leads and executing strategic outbound prospecting. This role is the essential bridge between Marketing and Sales, ensuring a robust pipeline of high-quality opportunities for the Account Executive team, focused on companies utilizing vehicles and heavy equipment.  Roles and Responsibilities  I. Strategic Outbound Pipeline Generation (Core Focus)  - Targeted Account Ownership: Own and execute outbound prospecting strategy within a set of high-value, complex, or MMBII or ENT-level accounts, collaborating closely with assigned Account Executives.  - Deep Research & Personalization: Conduct in-depth research on target accounts, including company financial health, competitive landscape, specific fleet challenges, and organizational structure, to craft highly personalized and compelling messaging.  - Multi-Channel Strategy: Develop and execute sophisticated multi-touch, multi-channel (phone, email, social) outreach sequences to engage C-level and VP-level personas (e.g., VP of Operations, Chief Safety Officer) in the fleet and field operations space.  - Opportunity Creation: Consistently meet and exceed monthly quotas for Sales Qualified Opportunities (SQOs) and overall pipeline generated, focusing on high-quality, high-value deals that accelerate time-to-close.  - Market Intelligence: Gather and synthesize market feedback from outbound efforts to inform and refine the company's Ideal Customer Profile (ICP) and go-to-market strategy.  - Strategic Inbound Management & Conversion (High-Value Focus)  - High-Value Lead Prioritization: Act as the primary point of contact for high-value inbound "hand-raisers," including demo requests, paid lead, and tradeshow inquiries, ensuring "speed-to-lead" is a top priority.   - Inbound-to-S2 Conversion: Conduct deep-dive qualification calls with inbound prospects to assess fit, identify pain points, and build initial value, with the primary goal of converting leads into S2 (Discovery) meetings for Account Executives.  - Lead Nurturing: Manage a pipeline of high-potential inbound leads that are not yet "sales-ready," utilizing personalized follow-up and content delivery to move them toward an S2 stage.  - Quality Control: Ensure that only leads meeting strict Ideal Customer Profile (ICP) and qualification criteria are passed to the sales team, maintaining a high S2-to-S3 conversion rate.  III. Collaboration & Continuous Improvement  - Sales & Marketing Alignment: Provide crucial feedback to the Marketing team on the quality of inbound leads and the effectiveness of messaging in outbound campaigns.  - Product Expertise: Become a subject matter expert on the IntelliShift platform, including GPS Fleet Tracking, AI Dash Cams, Digital Inspections, and Maintenance solutions , and stay current on fleet industry trends and competitor offerings.  - Training & Development: Participate in ongoing sales, product, and industry training to continuously improve selling techniques and product knowledge.

• Partner closely with the VP to define and execute the overarching vision and strategic roadmap • Audit and refine end-to-end processes across membership sales, onboarding, event programming, and day-to-day operations • Work closely with internal teams (Operations, Marketing, Finance, VIP, Talent, and Membership) • Identify, evaluate, and activate new business opportunities, brand partnerships, and experiential collaborations • Ensure every touchpoint within Foundation Room upholds the highest standards of premium hospitality • Act as a liaison between corporate leadership and field teams

• Conduct deep-dive assessments of competitors' strengths, weaknesses, and incumbent footprints • Monitor federal budget cycles, agency strategic plans, and emerging procurement vehicles • Design, develop, and maintain internal BD tools using Power BI, Tableau, or advanced Excel • Provide data-backed recommendations for "Go/No-Go" decisions • Deliver monthly and quarterly market outlooks to executive leadership

• Research, identification and qualification of potential customers and target accounts • Proactive outreach to leads via phone, email and digital channels • Scheduling and conducting initial conversations with prospective customers • Building and maintaining a structured, well-documented sales pipeline • Recording all activities in the CRM • Handing over qualified leads to the sales team and working closely with Account Executives • Continuous development of your sales skills through training, coaching and feedback