Account Development Representative (ADR) is a sales role focused on identifying, engaging, and qualifying potential accounts that fit a company’s ideal customer profile - usually in the B2B space. Unlike Sales Development Representatives (SDRs), who often target individual leads, ADRs take a more account-based approach, looking at entire companies or buying committees as potential customers.

Their job is to research target accounts, connect with the right decision-makers, spark interest, and set up meetings for Account Executives (AEs) to close the deal. ADRs play a critical role in outbound prospecting strategies and are often the first point of contact between a company and its future customers.

In short, ADRs don’t just chase leads - they open doors.

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