<p>Location: Los Angeles, CA</p><br/><p>Employment Type: Full Time</p><br/><p>Team: Enterprise Marketing</p><br/><div><span style="font-size: 16px;">DISQO is an Experience AI Platform that helps brands create more meaningful interactions by providing accurate and authentic insights into every brand experience. We achieve this by connecting everyday consumers with the brands they value, capturing their sentiment and journeys and then utilizing AI to provide brands with actionable insights. DISQO is changing the way that the world’s largest brands, agencies and media companies increase the effectiveness of their advertising to grow their brands. Our mission is to build the world’s most trusted platform that fuels brand growth.</span></div><div><br></div><div><span style="font-size: 16px">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!</span></div><div><br></div><div><b style="font-size: 16px;">Position Overview: </b><span style="font-size: 16px;">We are seeking a highly motivated and experienced </span><b style="font-size: 16px;">ADR Manager</b><span style="font-size: 16px;"> 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.</span></div><h3>What you will do:</h3><br/><ul><li><b>Lead and Manage ADR Team:</b> Recruit, train, and mentor a team of high-performing ADRs to generate qualified leads for the sales team.</li><li><b>Strategy and Execution:</b> Develop and execute strategies to drive pipeline growth, leveraging industry best practices, outbound prospecting, and technology tools.</li><li><b>Process Optimization:</b> Continuously refine and improve ADR processes, including outreach strategies, lead qualification, and handoff to Account Executives (AEs).</li><li><b>Data-Driven Management:</b> Track and analyze key performance metrics (e.g., call activity, conversion rates, pipeline contribution), using data to inform decisions and optimize team performance.</li><li><b>Collaboration:</b> Partner closely with sales, marketing, and product teams to align ADR efforts with overall company goals and campaigns.</li><li><b>Tech Stack Management:</b> Leverage CRM and sales engagement tools (e.g., Salesforce, Outreach, SalesLoft, HubSpot) to track activities, optimize workflows, and ensure accurate data entry.</li><li><b>Training &amp; Development:</b> Provide ongoing training, coaching, and feedback to BDRs, focusing on improving skills like cold outreach, objection handling, and product knowledge.</li><li><b>Goal Achievement:</b> Drive the team to meet and exceed monthly and quarterly targets for qualified leads, appointments, and opportunities created.</li><li><b>Reporting:</b> Provide regular updates to senior leadership on team performance, pipeline growth, and opportunities for improvement.</li></ul><br/><h3>What you bring to the role:</h3><br/><ul><li>4+ years of experience in sales or business development (SDR/BDR/ADR operations), preferably in a SaaS or high-technology environment.</li><li>2+ years of experience managing a business development team.</li><li>Proven track record of driving pipeline and meeting/exceeding revenue targets.</li><li>Strong leadership and coaching skills, with a passion for developing talent.</li><li>Deep understanding of the SaaS sales cycle and lead generation techniques.</li><li>Excellent communication and interpersonal skills.</li><li>Proficiency with CRM and sales engagement platforms (e.g., Salesforce, Salesloft/Outreach, HubSpot, Zoominfo, etc.).</li><li>Analytical mindset with experience using data to drive decisions and optimize performance.</li><li>Ability to thrive in a fast-paced, dynamic startup environment.</li></ul><br/><h3>Nice to haves:</h3><br/><ul><li>Experience aggressively scaling ADR teams in a startup or high-growth company.</li><li>Knowledge of Advertising Technology software solutions.</li><li>Familiarity with ABM (Account-Based Marketing) strategies.</li></ul><br/><div>#LI-MV1</div><div><br></div><div><span style="font-size: 16px">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 </span><a class="postings-link" style="font-size: 16px" href="https://www.glassdoor.com/Reviews/DISQO-Reviews-E2266003.htm">Glassdoor</a><span style="font-size: 16px">.</span></div><div><br></div><div><span style="font-size: 16px">You can learn more about what’s happening at DISQO by visiting the </span><a class="postings-link" style="font-size: 16px" href="https://developer.disqo.com/">DISQO Developer Blog</a><span style="font-size: 16px"> or the </span><a class="postings-link" style="font-size: 16px" href="https://www.disqo.com/resources/articles/">DISQO Company Blog</a><span style="font-size: 16px">.</span></div><div><br></div><div><b style="font-size: 16px">Perks &amp; Benefits:</b></div><div><br></div><div><span style="font-size: 16px">·100% covered Medical/Dental/Vision for employee, competitive dependent coverage</span></div><div><span style="font-size: 16px">·Equity</span></div><div><span style="font-size: 16px">·401K</span></div><div><span style="font-size: 16px">·Generous PTO policy</span></div><div><span style="font-size: 16px">·Flexible workplace policy</span></div><div><span style="font-size: 16px">·Team offsites, social events &amp; happy hours</span></div><div><span style="font-size: 16px">·Life Insurance</span></div><div><span style="font-size: 16px">·Health FSA</span></div><div><span style="font-size: 16px">·Commuter FSA (for hybrid employees)</span></div><div><span style="font-size: 16px">·Catered lunch and fully stocked kitchen</span></div><div><span style="font-size: 16px">·Paid Maternity/Paternity leave</span></div><div><span style="font-size: 16px">·Disability Insurance</span></div><div><span style="font-size: 16px">·Travel Assistance Program</span></div><div><span style="font-size: 16px">·24/7 Counseling Services offered to Employees</span></div><div><span style="font-size: 16px">·Access to personal and professional growth tools - Calm App &amp; LinkedIn Learning</span></div><div><br></div><div><i><b style="font-size: 16px">Note: The benefits noted above are for full time US based employees only.</b></i></div><div><br></div><div><b style="font-size: 16px">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.</b></div><div><br></div><div><b><i style="font-size: 16px">*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.</i></b></div>

Location: Los Angeles, CA

  

Employment Type: Full Time

  

Team: Enterprise Marketing

  

DISQO is an Experience AI Platform that helps brands create more meaningful
interactions by providing accurate and authentic insights into every brand
experience. We achieve this by connecting everyday consumers with the brands
they value, capturing their sentiment and journeys and then utilizing AI to
provide brands with actionable insights. DISQO is changing the way that the
world’s largest brands, agencies and media companies increase the
effectiveness of their advertising to grow their brands. Our mission is to
build the world’s most trusted platform that fuels brand growth.

  

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.

  

#LI-MV1

  

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](https://www.glassdoor.com/Reviews/DISQO-Reviews-E2266003.htm).

  

You can learn more about what’s happening at DISQO by visiting the [DISQO
Developer Blog](https://developer.disqo.com/) or the [DISQO Company
Blog](https://www.disqo.com/resources/articles/).

  

 **Perks & Benefits:**

  

·100% covered Medical/Dental/Vision for employee, competitive dependent
coverage

·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._**

