Account Development Representative

Schellman is a Top 50 CPA firm and a leading provider of attestation and compliance services. Our professional services focus on security and privacy audits, assessments, and certifications. Schellman has become one of the largest cybersecurity assessment firms in the United States without providing any traditional accounting services. We are an accredited multi-framework ISO Certification Body for security, privacy, business continuity, and quality; a globally licensed PCI Qualified Security Assessor and a top provider to clients serving the federal DoD space as a leading FedRAMP 3PAO and the first assessment firm authorized as a CMMC C3PAO. Our specialty and expertise remain in providing best in class Cybersecurity and IT Audits and Attestations. Our culture, approach with clients, and dedication to our values has led us to consistently be a Great Places to Work certified company and rated as a Best Firms to Work For by Accounting Today and a Glassdoor Best Places to Work. We deeply appreciate our employees, as shown by our first core value – People Come First. This is demonstrated in our culture, benefits, and how we handle business. Come see what makes Schellman special!

This is a fully remote position based in the United States. It reports to our Manager of Pipeline Development, Jay Bennett

As our founding outbound Account Development Representative (ADR), we’re looking for an extremely competitive and driven individual to own the top of our sales funnel and build qualified pipeline with our Account Executive team. You’ll be the engine of our growth—executing targeted cold outreach, qualifying prospects, and nurturing relationships through strategic prospecting campaigns. If you’re passionate about sales conversations, love working with data and tools, and are ready to develop into a top-performing Account Executive, this role is your launchpad at Schellman.

Essential Functions

• As our founding Account Development Rep, you’ll help build outbound messaging, talk tracks, and prospecting systems that will scale with the team and become core to Schellman’s outbound motion
• Execute targeted cold outreach campaigns via multiple channels—phone, email, and LinkedIn—qualifying prospects into our Sales Qualified Pipeline through disciplined follow-up and persistence
• Identify prospect pain points, discovery needs, and opportunities for appropriate Schellman services
• Master HubSpot, ZoomInfo, and LinkedIn Sales Navigator to identify target accounts, map buying committees, and prioritize outreach efficiently in partnership with Strategic Account Executives
• Research market trends, competitive landscape, and vertical-specific growth opportunities; collaborate with leadership and Strategic Account Executives on strategic account targeting
• Track, report, and optimize KPIs (weekly/monthly/quarterly)—call volume, meetings set, conversion rates, pipeline generated—to drive continuous improvement

Knowledge, Skills, And Abilities

• Competitive and builder’s mindset; obsessed with metrics and quota, but equally invested in helping build outbound systems, talk tracks and processes that scale and become core to Schellman's culture
• Coachable and resilient; able to handle rejection and leverage feedback to continuously improve
• Excellent communication and interpersonal skills—able to quickly build credibility and rapport with prospects at all levels
• Strong ability to identify, engage, and leverage subject matter experts and Account Executives across service lines to support complex prospect conversations
• Superior organizational, time management, and follow-up discipline; able to juggle multiple prospects and maintain pipeline hygiene
• Fully remote-capable; able to thrive independently while actively collaborating with remote sales, marketing, and support teams
• Commitment to Schellman’s core values, especially People Come First; demonstrates integrity and professional ethics in all prospect interactions
• Strong written and verbal communication skills; able to craft compelling emails, comfortable with high-volume cold calling, and you can articulate complex ideas clearly
• Proficiency with sales and productivity tools (HubSpot, Microsoft Office, LinkedIn); quick learner for new SaaS tools

Education & Experience

• 1+ years of Business Development Representative (BDR) or Sales Development Representative (SDR) experience, preferably in a SaaS environment prospecting into large accounts (500+ employees), with a strong desire to grow into an Account Executive role
• Bachelor's degree in accounting, finance, business management, or other relevant subject area, or equivalent years of experience directly related to the duties and responsibilities specified

Schellman is an equal opportunity employer (EOE) and strongly supports diversity in the workplace; therefore, providing equal employment opportunities to applicants and employees without regard to race, color, religion, age, sex, sexual orientation, gender identity/expression, national origin, protected veteran status, disability status, or any other legally protected basis, including arrest and conviction records, in accordance with applicable law. Schellman uses E-Verify in our hiring process.

At Schellman, we strive to provide a flexible and balanced environment and therefore offer the opportunity to work remotely, unless otherwise stated in the job requirements. Connecting, collaborating and continuous education are also highly valued and therefore we require some travel annually for our Internal Service Delivery roles, which can include in-person training, team meet-ups, and strategy meetings. Service Delivery team members will also be required to travel based on business and client needs.