Mid-Market Account Development Representative

factory· GTM
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📍 San Francisco, CAFullTime

About this role

Job Description

We are hiring a Mid-Market Account Development Representative (ADR) to be one of the first dedicated outbound sellers on our Mid-Market team. You will own the top of the funnel for engineering organizations of roughly 0–1,500 employees—researching accounts, opening conversations with VPs of Engineering, CTOs, and Platform leaders, and qualifying opportunities for our Account Executives. This is a high-impact role for someone who wants to learn modern enterprise software sales from the ground up, work directly with a world-class GTM team, and play a foundational role in shaping our Mid-Market motion.

What You'll Do

  • Own outbound prospecting into a defined territory of Mid-Market accounts globally.

  • Build target account lists in partnership with your Account Executives, leveraging sales tools to identify the right buyers and timing signals.

  • Run multi-channel outbound sequences—email, phone, LinkedIn, and creative direct outreach—that earn responses from technical leaders.

  • Qualify inbound and outbound opportunities against our ICP, uncover pain, and book qualified discovery meetings for Account Executives.

  • Become a credible voice on Factory's product, the agentic coding category, and the technical workflows of modern engineering teams.

  • Partner closely with Sales Leadership, Marketing, and Operations to feed back what's working in market and continuously refine messaging, segmentation, and playbooks.

  • Maintain disciplined CRM hygiene in Salesforce and contribute to forecasting and pipeline reviews.

  • Hit and exceed monthly quotas for qualified meetings and opportunities generated.

What We're Looking For

  • 1–3 years of full-time professional experience, ideally including 6+ months in an SDR/BDR/ADR role at a B2B SaaS company (developer tools, infrastructure, or AI is a strong plus).

  • A track record of consistently hitting or exceeding outbound quota.

  • Excellent written and verbal communication—able to write a cold email a busy CTO will actually open and reply to.

  • High intellectual curiosity: you can hold your own in a conversation about CI/CD, code review, agents, or platform engineering after a few weeks of ramp.

  • Self-starter mindset; you thrive in ambiguity and don't wait for a playbook to be handed to you.

  • Strong organization and a bias toward measurement—you instrument your own funnel and iterate weekly.

  • Comfortable working with modern sales stack: Salesforce, MixMax, LinkedIn Sales Navigator, Gong, Apollo, Clay (or similar).

Nice to Have

  • Experience selling into engineering, DevOps, or platform buyers.

  • Background as a technical founder, computer science student, or hands-on developer.

  • Exposure to Mid-Market or Enterprise sales cycles (multi-stakeholder, technical evaluation).

  • Familiarity with AI-native tooling and the developer productivity landscape.

Why Factory

  • Be one of the first ADRs on our Mid-Market team with a clear path to Account Executive.

  • Work side-by-side with experienced GTM leaders and a product team shipping at a generational pace.

  • Sell a product that engineers genuinely love and that delivers measurable, defensible ROI.

  • Competitive base + uncapped variable, meaningful early-stage equity, and full health, dental, and vision benefits.

  • Premium hardware, generous learning budget, and team offsites.

Frequently Asked Questions

Is the salary disclosed for the Mid-Market Account Development Representative position at factory?
The salary for this Mid-Market Account Development Representative role at factory is not publicly listed. Click "Apply Now" to learn more about the compensation package on their official careers page.
Where is the Mid-Market Account Development Representative position at factory located?
This Mid-Market Account Development Representative role at factory is based in San Francisco, CA. The position is listed as on-site or hybrid. Check the full job description or apply directly to confirm the work arrangement.
Is the Mid-Market Account Development Representative role at factory full-time or part-time?
This is listed as a FullTime position. It is posted as a Mid-Market Account Development Representative role in the GTM department at factory.
Which team or department does the Mid-Market Account Development Representative at factory belong to?
This Mid-Market Account Development Representative position is part of the GTM department at factory. See the full job description for more information about the team structure and responsibilities.
How do I apply for the Mid-Market Account Development Representative position at factory?
Click the "Apply Now" button on this page. You will be redirected to factory's official application portal hosted on ashby where you can submit your application directly.
When was the Mid-Market Account Development Representative job at factory posted?
This Mid-Market Account Development Representative position at factory was posted on May 12, 2026. Apply as soon as possible — early applications are often reviewed first.
Mid-Market Account Development Representative
factory
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