Account Development Representative

<meta><p style="font-family:" basel="" grotesk",arial,sans-serif;font-size:11pt;font-weight:400;line-height:1.6;letter-spacing:0.25px;margin:4px="" 0px;padding:0px;text-align:justify;"=""><b><strong style="color:rgb(0,0,0);font-size:11pt;white-space:pre-wrap;">About the Role</strong></b></p><p style="font-family:" basel="" grotesk",arial,sans-serif;font-size:11pt;font-weight:400;line-height:1.6;letter-spacing:0.25px;margin:4px="" 0px;padding:0px;text-align:justify;"=""><span style="color:rgb(0,0,0);font-size:11pt;white-space:pre-wrap;">Bonusly is hiring an Account Development Representative, and this role is not a support function. It's a growth engine. Half your time is outbound: building account lists, running sequences, making cold calls, and finding creative ways into conversations that matter. The other half is inbound qualification: taking our funnel seriously, moving fast on MQLs, and making sure every lead gets a real human in the loop.</span></p><p style="font-family:" basel="" grotesk",arial,sans-serif;font-size:11pt;font-weight:400;line-height:1.6;letter-spacing:0.25px;margin:4px="" 0px;padding:0px;text-align:justify;"=""><br></p><p style="font-family:" basel="" grotesk",arial,sans-serif;font-size:11pt;font-weight:400;line-height:1.6;letter-spacing:0.25px;margin:4px="" 0px;padding:0px;text-align:justify;"=""><span style="color:rgb(0,0,0);font-size:11pt;white-space:pre-wrap;">This role also comes with closing authority. If you source an SMB deal, you can own it end-to-end: run discovery, do the demo, close it. You won't be handed those opportunities, you'll earn them by building the pipeline first. That's the point. Pipeline generation is the job. The ability to close is what makes this a real career.</span></p><p style="font-family:" basel="" grotesk",arial,sans-serif;font-size:11pt;font-weight:400;line-height:1.6;letter-spacing:0.25px;margin:4px="" 0px;padding:0px;text-align:justify;"=""><br></p><p style="font-family:" basel="" grotesk",arial,sans-serif;font-size:11pt;font-weight:400;line-height:1.6;letter-spacing:0.25px;margin:4px="" 0px;padding:0px;text-align:justify;"=""><span style="color:rgb(0,0,0);font-size:11pt;white-space:pre-wrap;">You are AI-native, not AI-curious. You know how to use tools to do more, think faster, and run plays that a rep a year ago couldn't. Bonusly uses AI better than most companies our size, and you'll be joining that ecosystem from day one.</span></p><p style="font-family:" basel="" grotesk",arial,sans-serif;font-size:11pt;font-weight:400;line-height:1.6;letter-spacing:0.25px;margin:4px="" 0px;padding:0px;text-align:justify;"=""><br></p><p style="font-family:" basel="" grotesk",arial,sans-serif;font-size:11pt;font-weight:400;line-height:1.6;letter-spacing:0.25px;margin:4px="" 0px;padding:0px;text-align:justify;"=""><b><strong style="color:rgb(0,0,0);font-size:11pt;white-space:pre-wrap;">What You'll Own</strong></b></p><p style="font-family:" basel="" grotesk",arial,sans-serif;font-size:11pt;font-weight:400;line-height:1.6;letter-spacing:0.25px;margin:4px="" 0px;padding:0px;text-align:justify;"=""><i><em style="color:rgb(0,0,0);font-size:11pt;white-space:pre-wrap;">Outbound (50%)</em></i></p><p style="font-family:" basel="" grotesk",arial,sans-serif;font-size:11pt;font-weight:400;line-height:1.6;letter-spacing:0.25px;margin:4px="" 0px;padding:0px;text-align:justify;"=""><span style="color:rgb(0,0,0);font-size:11pt;white-space:pre-wrap;">Build and run multi-touch sequences across email, phone, and LinkedIn targeting HR, People, and Culture leaders at companies with 100–1,000 employees. Cold call with purpose: research before you dial, personalize what you say, and track what works. Use ZoomInfo, LinkedIn, and Bonusly's internal AI tools to find signals then build lists that actually convert. Work directly with AEs to support personalized outreach on active pipeline deals.</span></p><p style="font-family:" basel="" grotesk",arial,sans-serif;font-size:11pt;font-weight:400;line-height:1.6;letter-spacing:0.25px;margin:4px="" 0px;padding:0px;text-align:justify;"=""><br></p><p style="font-family:" basel="" grotesk",arial,sans-serif;font-size:11pt;font-weight:400;line-height:1.6;letter-spacing:0.25px;margin:4px="" 0px;padding:0px;text-align:justify;"=""><i><em style="color:rgb(0,0,0);font-size:11pt;white-space:pre-wrap;">Inbound (50%)</em></i></p><p style="font-family:" basel="" grotesk",arial,sans-serif;font-size:11pt;font-weight:400;line-height:1.6;letter-spacing:0.25px;margin:4px="" 0px;padding:0px;text-align:justify;"=""><span style="color:rgb(0,0,0);font-size:11pt;white-space:pre-wrap;">Own first-response on leads across our funnel, including PLG-influenced leads, demo requests, and content-driven inbound. Qualify and route with speed and judgment. Book discovery calls for AEs with clear context and strong handoff notes. Be the human in the loop for leads where timing, fit, or intent needs a real conversation.</span></p><p style="font-family:" basel="" grotesk",arial,sans-serif;font-size:11pt;font-weight:400;line-height:1.6;letter-spacing:0.25px;margin:4px="" 0px;padding:0px;text-align:justify;"=""><br></p><p style="font-family:" basel="" grotesk",arial,sans-serif;font-size:11pt;font-weight:400;line-height:1.6;letter-spacing:0.25px;margin:4px="" 0px;padding:0px;text-align:justify;"=""><i><em style="color:rgb(0,0,0);font-size:11pt;white-space:pre-wrap;">Small Deal Ownership (earned, not assigned)</em></i></p><p style="font-family:" basel="" grotesk",arial,sans-serif;font-size:11pt;font-weight:400;line-height:1.6;letter-spacing:0.25px;margin:4px="" 0px;padding:0px;text-align:justify;"=""><span style="color:rgb(0,0,0);font-size:11pt;white-space:pre-wrap;">Deals under $5K at smb companies are yours to close if you sourced them. You run discovery, you do the demo, you get it across the line. If complexity emerges post-discovery, you bring in a senior AE and stay on the deal. This isn't a separate function, it's what pipeline generation looks like when it compounds.</span></p><p style="font-family:" basel="" grotesk",arial,sans-serif;font-size:11pt;font-weight:400;line-height:1.6;letter-spacing:0.25px;margin:4px="" 0px;padding:0px;text-align:justify;"=""><br></p><p style="font-family:" basel="" grotesk",arial,sans-serif;font-size:11pt;font-weight:400;line-height:1.6;letter-spacing:0.25px;margin:4px="" 0px;padding:0px;text-align:justify;"=""><b><strong style="color:rgb(0,0,0);font-size:11pt;white-space:pre-wrap;">How You'll Be Measured</strong></b></p><p style="font-family:" basel="" grotesk",arial,sans-serif;font-size:11pt;font-weight:400;line-height:1.6;letter-spacing:0.25px;margin:4px="" 0px;padding:0px;text-align:justify;"=""><span style="color:rgb(0,0,0);font-size:11pt;white-space:pre-wrap;">Your primary number is monthly SQOs. That's the job. Quota is made up of opportunities generated for the sales team.</span></p><p style="font-family:" basel="" grotesk",arial,sans-serif;font-size:11pt;font-weight:400;line-height:1.6;letter-spacing:0.25px;margin:4px="" 0px;padding:0px;text-align:justify;"=""><span style="color:rgb(0,0,0);font-size:11pt;white-space:pre-wrap;">Your secondary number is bookings influenced. This can happen three ways: you sourced and closed a small deal yourself; you re-engaged a cold or stalled inbound lead and it later closed with an AE; or you actively supported an in-funnel deal through outreach, research, or champion reactivation and it closed. All three count. None of them replace the SQO number.</span></p><p style="font-family:" basel="" grotesk",arial,sans-serif;font-size:11pt;font-weight:400;line-height:1.6;letter-spacing:0.25px;margin:4px="" 0px;padding:0px;text-align:justify;"=""><span style="color:rgb(0,0,0);font-size:11pt;white-space:pre-wrap;">The total compensation (OTE) is base salary plus variable compensation. The variable compensation is primarily SQO-based. When deals you have influenced close, you earn a direct percentage of closed ARR. The mechanics are simple: generate first and benefit from what you generate.</span></p><p style="font-family:" basel="" grotesk",arial,sans-serif;font-size:11pt;font-weight:400;line-height:1.6;letter-spacing:0.25px;margin:4px="" 0px;padding:0px;text-align:justify;"=""><br></p><p style="font-family:" basel="" grotesk",arial,sans-serif;font-size:11pt;font-weight:400;line-height:1.6;letter-spacing:0.25px;margin:4px="" 0px;padding:0px;text-align:justify;"=""><b><strong style="color:rgb(0,0,0);font-size:11pt;white-space:pre-wrap;">What We're Looking For</strong></b></p><p style="font-family:" basel="" grotesk",arial,sans-serif;font-size:11pt;font-weight:400;line-height:1.6;letter-spacing:0.25px;margin:4px="" 0px;padding:0px;text-align:justify;"=""><span style="color:rgb(0,0,0);font-size:11pt;white-space:pre-wrap;">Must have:</span></p><ul data-pattern="discCircleSquare" data-depth="1" style="font-family:" basel="" grotesk",arial,sans-serif;font-size:11pt;font-weight:400;margin:8px="" 0px;line-height:1.6;padding:0px="" 0px="" 32px;list-style-type:disc;"=""><li style="color:rgb(0,0,0);font-size:11pt;margin:3px 0px;letter-spacing:0.25px;line-height:1.6;"><span style="color:rgb(0,0,0);font-size:11pt;white-space:pre-wrap;">1–2 years in an SDR, BDR, or outbound-focused sales role</span></li><li style="color:rgb(0,0,0);font-size:11pt;margin:3px 0px;letter-spacing:0.25px;line-height:1.6;"><span style="color:rgb(0,0,0);font-size:11pt;white-space:pre-wrap;">Cold calling you're not afraid of, and personalization that actually shows</span></li><li style="color:rgb(0,0,0);font-size:11pt;margin:3px 0px;letter-spacing:0.25px;line-height:1.6;"><span style="color:rgb(0,0,0);font-size:11pt;white-space:pre-wrap;">Genuine AI fluency: you use these tools, you experiment with them, and you know how to build workflows that give you an edge</span></li><li style="color:rgb(0,0,0);font-size:11pt;margin:3px 0px;letter-spacing:0.25px;line-height:1.6;"><span style="color:rgb(0,0,0);font-size:11pt;white-space:pre-wrap;">Strong written communication – the human kind: we use AI to accelerate the conversation, but the connection starts with you</span></li><li style="color:rgb(0,0,0);font-size:11pt;margin:3px 0px;letter-spacing:0.25px;line-height:1.6;"><span style="color:rgb(0,0,0);font-size:11pt;white-space:pre-wrap;">Self-directed, organized, and accountable to a number</span></li></ul><p style="font-family:" basel="" grotesk",arial,sans-serif;font-size:11pt;font-weight:400;line-height:1.6;letter-spacing:0.25px;margin:4px="" 0px;padding:0px;text-align:justify;"=""><span style="color:rgb(0,0,0);font-size:11pt;white-space:pre-wrap;">Nice to have:</span></p><ul data-pattern="discCircleSquare" data-depth="1" style="font-family:" basel="" grotesk",arial,sans-serif;font-size:11pt;font-weight:400;margin:8px="" 0px;line-height:1.6;padding:0px="" 0px="" 32px;list-style-type:disc;"=""><li style="color:rgb(0,0,0);font-size:11pt;margin:3px 0px;letter-spacing:0.25px;line-height:1.6;"><span style="color:rgb(0,0,0);font-size:11pt;white-space:pre-wrap;">HubSpot, ZoomInfo, Gong, UserGems, and Claude/ChatGPT in your current stack</span></li><li style="color:rgb(0,0,0);font-size:11pt;margin:3px 0px;letter-spacing:0.25px;line-height:1.6;"><span style="color:rgb(0,0,0);font-size:11pt;white-space:pre-wrap;">Experience selling to HR, People, or Culture teams</span></li><li style="color:rgb(0,0,0);font-size:11pt;margin:3px 0px;letter-spacing:0.25px;line-height:1.6;"><span style="color:rgb(0,0,0);font-size:11pt;white-space:pre-wrap;">Any closing reps experience, even informal: late-stage support, trial conversions, renewals</span></li><li style="color:rgb(0,0,0);font-size:11pt;margin:3px 0px;letter-spacing:0.25px;line-height:1.6;"><span style="color:rgb(0,0,0);font-size:11pt;white-space:pre-wrap;">Comfort building or contributing to sales plays and campaign structures</span></li></ul><p style="font-family:" basel="" grotesk",arial,sans-serif;font-size:11pt;font-weight:400;line-height:1.6;letter-spacing:0.25px;margin:4px="" 0px;padding:0px;text-align:justify;"=""><br></p><p style="font-family:" basel="" grotesk",arial,sans-serif;font-size:11pt;font-weight:400;line-height:1.6;letter-spacing:0.25px;margin:4px="" 0px;padding:0px;text-align:justify;"=""><b><strong style="color:rgb(0,0,0);font-size:11pt;white-space:pre-wrap;">What You'll Learn Here</strong></b></p><p style="font-family:" basel="" grotesk",arial,sans-serif;font-size:11pt;font-weight:400;line-height:1.6;letter-spacing:0.25px;margin:4px="" 0px;padding:0px;text-align:justify;"=""><span style="color:rgb(0,0,0);font-size:11pt;white-space:pre-wrap;">You'll be trained on Bonusly's full outbound playbook: ICP and persona research, sequence design, call structure, objection handling, and how to use AI tools to outperform reps who rely on volume alone. You'll also learn how to plug into a PLG motion, engage with product-qualified leads, and operate in a stack that genuinely treats AI as infrastructure, not novelty. If you want to come out of this role as a modern sales professional who knows how AI changes the job, this is the place to build that.</span></p><p style="font-family:" basel="" grotesk",arial,sans-serif;font-size:11pt;font-weight:400;line-height:1.6;letter-spacing:0.25px;margin:4px="" 0px;padding:0px;text-align:justify;"=""><br></p><p style="font-family:" basel="" grotesk",arial,sans-serif;font-size:11pt;font-weight:400;line-height:1.6;letter-spacing:0.25px;margin:4px="" 0px;padding:0px;text-align:justify;"=""><b><strong style="color:rgb(0,0,0);font-size:11pt;white-space:pre-wrap;">Compensation</strong></b></p><ul data-pattern="discCircleSquare" data-depth="1" style="font-family:" basel="" grotesk",arial,sans-serif;font-size:11pt;font-weight:400;margin:8px="" 0px;line-height:1.6;padding:0px="" 0px="" 32px;list-style-type:disc;"=""><li style="color:rgb(0,0,0);font-size:11pt;margin:3px 0px;letter-spacing:0.25px;line-height:1.6;"><span style="color:rgb(0,0,0);font-size:11pt;white-space:pre-wrap;">Base salary: $52,000–$60,000 depending on experience </span></li><li style="color:rgb(0,0,0);font-size:11pt;margin:3px 0px;letter-spacing:0.25px;line-height:1.6;"><span style="color:rgb(0,0,0);font-size:11pt;white-space:pre-wrap;">Total On-target Earnings (OTE), including salary: $78,000–$90,000 (based on influenced and self-sourced closed ARR)</span></li></ul><p style="font-family:" basel="" grotesk",arial,sans-serif;font-size:11pt;font-weight:400;line-height:1.6;letter-spacing:0.25px;margin:4px="" 0px;padding:0px;text-align:justify;"=""><span style="color:rgb(0,0,0);font-size:11pt;white-space:pre-wrap;">Fully remote (US-based)</span></p>

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Common Interview Questions And Answers

1. HOW DO YOU PLAN YOUR DAY?

This is what this question poses: When do you focus and start working seriously? What are the hours you work optimally? Are you a night owl? A morning bird? Remote teams can be made up of people working on different shifts and around the world, so you won't necessarily be stuck in the 9-5 schedule if it's not for you...

2. HOW DO YOU USE THE DIFFERENT COMMUNICATION TOOLS IN DIFFERENT SITUATIONS?

When you're working on a remote team, there's no way to chat in the hallway between meetings or catch up on the latest project during an office carpool. Therefore, virtual communication will be absolutely essential to get your work done...

3. WHAT IS "WORKING REMOTE" REALLY FOR YOU?

Many people want to work remotely because of the flexibility it allows. You can work anywhere and at any time of the day...

4. WHAT DO YOU NEED IN YOUR PHYSICAL WORKSPACE TO SUCCEED IN YOUR WORK?

With this question, companies are looking to see what equipment they may need to provide you with and to verify how aware you are of what remote working could mean for you physically and logistically...

5. HOW DO YOU PROCESS INFORMATION?

Several years ago, I was working in a team to plan a big event. My supervisor made us all work as a team before the big day. One of our activities has been to find out how each of us processes information...

6. HOW DO YOU MANAGE THE CALENDAR AND THE PROGRAM? WHICH APPLICATIONS / SYSTEM DO YOU USE?

Or you may receive even more specific questions, such as: What's on your calendar? Do you plan blocks of time to do certain types of work? Do you have an open calendar that everyone can see?...

7. HOW DO YOU ORGANIZE FILES, LINKS, AND TABS ON YOUR COMPUTER?

Just like your schedule, how you track files and other information is very important. After all, everything is digital!...

8. HOW TO PRIORITIZE WORK?

The day I watched Marie Forleo's film separating the important from the urgent, my life changed. Not all remote jobs start fast, but most of them are...

9. HOW DO YOU PREPARE FOR A MEETING AND PREPARE A MEETING? WHAT DO YOU SEE HAPPENING DURING THE MEETING?

Just as communication is essential when working remotely, so is organization. Because you won't have those opportunities in the elevator or a casual conversation in the lunchroom, you should take advantage of the little time you have in a video or phone conference...

10. HOW DO YOU USE TECHNOLOGY ON A DAILY BASIS, IN YOUR WORK AND FOR YOUR PLEASURE?

This is a great question because it shows your comfort level with technology, which is very important for a remote worker because you will be working with technology over time...