Account Development Representative (ADR) Manager

What you’ll do

We are seeking an experienced Account Development Representative Manager to build and lead our Account Development Representative (ADR) team. By setting and achieving targets, developing and implementing effective sales tactics and processes, and managing the outbound lead generation process, the ADR Manager will ensure that the company meets its pipeline goals.

We’re currently going through key inflection points of revenue growth and scalability and offer you the opportunity to make an impact by joining an early sales organization. You will be measured on the qualified pipeline your team generates.

This position is based out of our London office and will be expected to work in the office in a hybrid capacity.

Key Responsibilities:

• Build the ADR team including processes, outreach tactics, and hiring criteria

• Recruit, coach, manage, and optimise the ADR team

• Lead and support the team to meet and exceed their weekly pipeline goals (weekly team meetings, trainings and 1:1s)

• Develop and monitor key performance metrics and dashboards

• Analyse team activity and performance data to identify trends and areas for improvement

• Develop a reporting process to communicate strategies and results to senior leadership

• Drive ADR programs by establishing cadences, writing and call scripts, and other ADR plays

• Partner with demand gen to develop and implement integrated marketing campaigns that effectively engage Lilt’s target customers

• Relay any information that may be of value to the team, whether it be best practices, new features, competitive analysis, etc.

Skills/Qualifications:

5+ years of ADR leadership with complex sales (mid-market & enterprise sales) experience, including similar:

• Average order size

• Sales cycle time

• Multi-persona

• SaaS experience (+ services preferred)

1. Minimum 2 years’ experience prospecting, prospect messaging, or cold calling experience

2. Demonstrated achievement of team quota attainment in new pipeline

3. Track record of sustained high activity levels paired with personalised, customised outreach

4. Track record of strong talent recruitment, with scaled programmatic and 1:1 coaching and training people experience

5. Demonstrated ability to coach ADRs to performance/enablement experience

6. Worked in highly fluid, fast-paced environment

7. Proven experience in AB outbound play testing

8. Evidence of being able to sustain high levels of tailored (researched) outbound activity with multi-threaded email, cell phone call, LN campaigns to achieve weekly meeting and monthly pipeline goals to executive and director level decision makers.

9. Proficient in tools such as Salesforce, LinkedIn Sales Navigator, and Outreach.io, or Salesloft

10. Experience with growth stage enterprise SaaS sales organisation(s)

Other requirements:

• Excellent written and verbal communication skills

• Strong time management and prioritisation skills

• Significant outbounding experience, with an emphasis on high-volume calling and willingness to knock down barriers to sale

• BA/BS degree or higher from an accredited university

Benefits:

• Competitive salary and meaningful equity

• Employer-subsidised medical, dental, and vision coverage

• Pension

• Company sponsored perks through Fringe

Who we are:

Lilt is the leading AI solution for enterprise translations. Our stack made up of our Contextual AI Engine, Connector APIs, and Human Adaptive Feedback enable global organisations to adopt a true AI translation strategy, focusing on business outcomes instead of outputs. With Lilt, innovative, category-defining organisations like Intel, ASICS, WalkMe, and Canva are using AI technology to deliver multilingual, digital customer experiences at scale.

Our founders, Spence and John met at Google working on Google Translate. As researchers at Stanford and Berkeley, they both worked on language technology to make information accessible to everyone. They were amazed to learn that Google Translate wasn’t used for enterprise products and services inside the company and left to start a new company to address this need – Lilt.

At its core, Lilt has always been a machine learning company since its incorporation on March 6, 2015. At the time, machine translation didn’t meet the quality standard for enterprise translations, so Lilt assembled a cutting-edge research team tasked with closing that gap. While meeting customer demand for translation services, Lilt has prioritised investments in Large Language Models, believing that this foundation was imperative to the future of enterprise translation.

As a result, Lilt’s AI technology foundation is similar to ChatGPT and Google Translate, before our patented Contextual AI Engine, connector-first approach, and human-adapted feedback.

Our team is located globally in San Francisco, Berlin, Indianapolis, and London, with hubs located in Washington DC, NYC, Boston, and Dublin.

Authorization to work in the UK is a precondition of employment.

Lilt is an equal opportunity employer. We extend equal opportunity to all individuals without regard to an individual’s race, religion, color, national origin, ancestry, sex, sexual orientation, gender identity, age, physical or mental disability, medical condition, genetic characteristics, veteran or marital status, pregnancy, or any other classification protected by applicable local, state or federal laws. We are committed to the principles of fair employment and the elimination of all discriminatory practices.