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Account Development Representative



Sales & Business Development
Tokyo, Japan
Posted on Friday, May 26, 2023

No Agency Submissions Accepted.

In this role, you will be an Account Development Representative (ADR) at Illumio, responsible for contributing to the company's sales pipeline and revenue growth by qualifying leads and conducting outbound prospecting activities.

Everyday, you will own account-based prospecting in your assigned region, engaging with key decision-makers to generate qualified introductory meetings that drive meaningful pipeline and revenue.

To thrive in this role, you must have 1-2 years of sales development experience, exhibit a sales hunter mentality, possess expertise in value-based prospecting and lead development, and be proficient in utilizing sales and marketing technologies.

About the Team:

The Illumio Sales team consists of individuals who are already at the top of their game – and yet know there is always more to learn. We came here because we want to invest in our personal performance and growth, beyond but also including, our commission checks. We are looking for fellow team members who believe that they will maximize their success by making a real impact in their customer’s business.

Illumio protects one third of the US economy including over $1 trillion dollars of transactions at just one bank. We protect our customers’, and even our competitors’, sales pipelines on over 100k machines. We protect the personal and financial details of every US homeowner at Fannie Mae. When you order your coffee, think of Illumio, we protect one of the largest retailer’s production data centers. What we do protects millions of people and billions of transactions. When we sell, risk goes down for our customers–we are building trust in the infrastructure of the economy and reputations, stock prices, and the future of commerce takes a critical step forward.

Key Responsibilities:

  • As an Account Development Representative (ADR), you will have the opportunity to be a key contributor to Illumio’s sales pipeline and revenue growth through lead qualification and outbound prospecting responsibilities

  • As a member of our sales organization, you will own account-based prospecting activities in your assigned region and deliver qualified introductory meetings with key decisions that ultimately lead to meaningful pipeline and revenue for the company

  • Generate prospecting campaigns to canvass and map target accounts, identify business stakeholders, and uncover existing segmentation related needs/projects.

  • Manage inbound leads qualification and channel engagement to support the growth in your designated territory coverage

  • Provide proactive sales development coverage via phone, email, and social selling tactics

  • Be an active and valuable member of the Illumio sales, marketing, and channel ecosystem


  • 1-2 years of sales development experience, software technology preferred

  • Conversational level English is preferred
  • A sales hunter mentality with demonstrated ability to engage in meaningful conversations and handle objections with all levels of management and technical professionals

  • Expertise in developing value-based prospecting, account mapping, lead development, and sales qualification

  • Proficiency with marketing & sales technologies, such as, SalesLoft, LinkedIn Sales Navigator, ZoomInfo, etc.

  • A self-starter that can manage themselves and not rely on others to tell them what to do

  • Strong work ethic, positive attitude, and adaptive to rapidly changing environments

  • Ability to collaborate cross-departmentally with Sales, Marketing, and other business units

About Illumio:

Illumio, the pioneer and market leader of Zero Trust segmentation, prevents breaches from becoming cyber disasters. Illumio protects critical applications and valuable digital assets with proven segmentation technology purpose-built for the Zero Trust security model. Illumio ransomware mitigation and segmentation solutions see risk, isolate attacks, and secure data across cloud-native apps, hybrid and multi-clouds, data centers, and endpoints, enabling the world’s leading organizations to strengthen their cyber resiliency and reduce risk.

Illumio believes that an environment of unique backgrounds, experiences, viewpoints, and individual contributions drives our success and makes us stronger together. We are dedicated to creating and maintaining a diverse culture and emphasizing inclusion and belonging. #LI-ND1 #LI-Remote


At Illumio we offer a wide range of benefits to our eligible team members. Our benefit programs vary by location and can include Medical, Dental, Vision Coverage – Health and Dependent Savings Accounts – Life and Disability Programs – Paid Parental Leave – Voluntary Benefit Programs – Company Sponsored Wellness Program – Wellness Reimbursement Program - Retirement Savings – Equity Opportunities – Paid time off and Paid Holidays – Employee Incentive Program.