Account Development Representative (Fed)

Responsibilities

• Run signal-based prospecting across a defined set of intent categories competitive displacement, infrastructure investment, AI/agent initiatives, and more, rather than blanket outbound.
• Partner with Marketing and RevOps to build AI-assisted, auto-personalized outbound sequences across email, LinkedIn, and phone.
• Use AI-enabled prospecting and enrichment platforms to research accounts, tailor messaging, and multi-thread into CFO, CTO, and CISO personas.
• Qualify and convert inbound interest quickly, applying a modern qualification framework built for fast-moving AI buying cycles (tension, economic impact, buying mandate, proof, and optionality) rather than legacy checklist selling.
• Continuously test messaging, sequencing, and calling approaches, treating your pipeline like an experiment you're always optimizing.
• Build a point of view and public presence in the API/AI infrastructure space, becoming a trusted resource for prospects navigating this shift.
• Feed market and competitive intelligence back to GTM leadership to sharpen targeting and messaging over time.
• Deepen your product fluency by partnering closely with Sales and Product, especially on how enterprises are approaching AI Gateway and token governance.
• Your pipeline directly fuels a company at the center of one of the biggest infrastructure shifts in software.

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