Director, Account Development Representatives

Company Description

Illumio, the leader in micro-segmentation, prevents the spread of breaches inside data center and cloud environments. Enterprises such as Morgan Stanley, BNP Paribas, Salesforce, and Oracle NetSuite use Illumio to reduce cyber risk and achieve regulatory compliance. The Illumio Adaptive Security Platform® uniquely protects critical information with real-time application dependency and vulnerability mapping coupled with micro-segmentation that works across any data center, public cloud, or hybrid cloud deployment on bare-metal, virtual machines, and containers. For more information, or follow us @illumio.

Job Description

Build and direct Account Development team, including the outbound lead development strategy, lead conversions, pipeline contribution, and ADR individual and team based performance objectives and comp plans while working closely with the BDR and Regional Sales teams; reporting to the Director of Lead Development and Marketing Operations.

Major Performance Objectives

  • Hiring, onboarding, retention, offboarding of outbound team and third-party firms
  • Drive outbound prospecting activities and strategy
  • Develop target account penetration strategy
  • Meet or exceed individual and team-based quotas in fast-paced, high-growth environment


Key tasks in achieving Performance Objectives

  •  Enable individual ADR and team ADR performance to meet weekly, monthly, quarterly, and annual goals and related performance objectives
    • Manage outbound activities and rep productivity (incld. no. of dials, no. of emails, etc.)
    • Meeting schedule/completed
    • SQL conversions and pipeline attribution
    • Track and optimize individual and team performance
    • Identify and analyze leading indicators and conversion trends
  • Manage and optimize prospecting tools, enablement assets, and outbound programs
    • Establish best practices
    • Work closely with Sales Enablement to deliver ongoing training and align with sales training initiatives
    • Establish best practices and ADR playbook
  • Regional Sales team alignment: closed-loop meetings and qualification feedback
  • Inbound team alignment: success of one team member is success for all

Additional Information

All your information will be kept confidential according to EEO guidelines.

Meet Some of Illumio's Employees

Andrew R.

CEO & Founder

As chief executive officer and founder, Andrew is responsible for the overall strategy, vision, and funding of Illumio.

Joy S.

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