Account Development Manager

About the role

For over 25 years, NEOGOV has been at the forefront of public‑sector innovation, building technology that helps government and education organizations work smarter, move faster, and better serve their communities. We are a team of cutting‑edge technologists, operators, and problem‑solvers with top‑tier skills and a shared ambition: to build the most efficient operating model in GovTech. We combine deep public‑sector expertise with modern SaaS practices, AI‑enabled workflows, and a relentless focus on execution. At our core, we are a people‑first company. We empower our customers to support the public servants they employ, the communities they serve, and the talented teams that bring our platform to life. Our solutions support the entire employee journey, from hire to retire. By transforming complex HR and compliance workflows into simple, intuitive experiences, we help public‑sector organizations reduce friction, improve efficiency, and focus on what matters most: making a difference. The Manager of Account Development is responsible for leading and managing a team of Account Development Representatives (ADRs), with a key focus on driving appointment creation and pipeline generation that directly supports the success of the Account Management team. This role is critical in ensuring the ADR team meets performance targets by effectively qualifying leads, generating high‑quality opportunities, and booking appointments for the Account Management team. The Manager will also oversee the team's efforts in conducting account reviews with existing customers to help generate well‑qualified appointments. Collaboration with the Director of Account Development and other key stakeholders will ensure alignment with broader sales strategies and pipeline goals. This posting is for an existing vacancy.

Schedule

Fully onsite role at the Draper, Utah office, Monday–Friday.

Responsibilities

• Lead, coach, and develop a team of ADRs to meet and exceed appointment creation and pipeline generation targets. Foster a culture of accountability and continuous improvement, focused on driving results that support the Account Management team.
• Ensure the ADR team consistently generates high‑quality appointments that align with the needs of the Account Management team. Collaborate closely with Account Managers to understand their requirements and ensure the appointments booked are relevant and high‑value.
• Guide the ADR team in conducting regular account reviews with customers. These reviews will help the team identify upsell opportunities, address customer needs, and generate well‑qualified appointments for the Account Management team to pursue.
• Manage the team’s contribution to pipeline generation, ensuring a steady flow of qualified opportunities that support the revenue goals of the Account Management team. Track, analyze, and optimize the team’s efforts in creating leads that convert into sales opportunities.
• Monitor and evaluate team performance through KPIs and metrics focused on appointment creation, account reviews, and pipeline contribution. Conduct regular one‑on‑ones to provide feedback, coaching, and support for career development.
• Provide ongoing training and development opportunities for ADRs to enhance their ability to conduct account reviews, identify qualified leads, book appointments, and effectively communicate with prospects. Ensure the team is equipped to support the Account Management team’s success.
• Identify and implement best practices for outreach, lead qualification, account reviews, and appointment setting. Work with the Director of Account Development to continually improve processes that drive pipeline growth and smooth handoffs to Account Managers.
• Work closely with the Director of Account Development, Account Management, marketing, and sales teams to ensure alignment on lead generation strategies, appointment booking processes, and handoffs to Account Managers. Ensure account reviews are leveraged to improve pipeline quality.
• Maintain detailed reporting on team activities, including account reviews, appointment creation, lead generation, and pipeline contribution. Provide insights and recommendations for optimizing the team's performance and increasing support for the Account Management team’s goals.
• Assist in recruiting, hiring, and onboarding new ADRs. Ensure new team members are effectively trained to drive appointment creation, conduct account reviews, and generate pipeline growth.

Requirements

• Able to analyze data, evaluate performance, and drive improvements based on metrics related to appointments, account reviews, and pipeline generation.
• Experienced in managing the lead generation process, including appointment setting, account reviews, and lead qualification.
• A strong leader with the ability to coach, mentor, and develop individual contributors to support pipeline, account reviews, and appointment creation targets.
• At least 2‑3 years of proven experience managing or leading a team of sales development or account development representatives, with a focus on lead generation, appointment setting, and conducting customer reviews.
• Exc