Enterprise Account Development Representative (ADR)

About Gruntwork:

Gruntwork is on a mission to transform the way DevOps is done. Let’s face it: designing, launching, and managing infrastructure is still a terrible experience for most organizations, but it doesn’t have to be that way!

We are globally recognized both for our open source tools used by thousands of companies from startups to Fortune 500s, and our thought leadership on how DevOps should be done.

About this Role:

Step into a dynamic and fast-growing environment as an Enterprise Account Development Representative (ADR) at Gruntwork, where your drive and ambition will fuel the next chapter of our success story.

As an ADR at Gruntwork, you’ll be the driving force behind our revenue growth strategy. You’ll leverage your intelligence and communication skills to engage with key decision-makers—CTOs, enterprise architects, and DevOps directors—at Fortune 2000 companies. Your efforts will help clients unlock the full potential of their cloud infrastructure, making a tangible business impact every day. This isn’t just a job; it’s a launchpad for your tech sales career, offering you an MBA-level experience in one of the most dynamic and high-reward fields.

Qualities for Great Applicants:

• Elite Performance: You aim high and inspire others to rise to the challenge.

• Relentless Drive: You’re not just a goal-setter, but a goal-smasher.

• Curious Mind: You’re always seeking to learn and adapt quickly.

• Business Savvy: You understand how automation and innovation can transform industries.

What Sets You Apart:

• Action-Oriented: You execute with precision and never lose sight of the goal, all while maintaining a healthy work-life balance.

• Passion: You care deeply about helping clients, supporting the team, and making an impact.

• Boldness: You aren’t afraid to speak up when you have a better solution and always choose integrity over convenience.

Key Responsibilities:

• Create a strategy for North America demand-generation and sales development.

• Deliver a personalized, value-driven experience for Gruntwork’s enterprise customers.

• Collaborate with our Sales Leadership to shape a cutting-edge, scalable sales strategy.

• Craft and execute creative outreach strategies for major enterprise accounts.

• Build a strategic plan for generating leads across multiple territories.

• Work closely with world-class Account Executives to learn and grow.

• Partner with Marketing to ensure top-quality leads and prompt follow-up.

• Provide real-time feedback to influence our messaging and market positioning.

• Get on the path to becoming an Account Executive in 18-24 months.

What You Bring to the Table:

• Bachelor’s degree with a GPA of 3.3 or higher.

• 1+ years of experience in an SDR/BDR/ADR role, preferably in tech sales to DevOps or platform engineering teams.

• Hands-on experience in Account-Based Sales Development.

• Familiarity with Open-Source technologies and sales tools like ZoomInfo, Outreach, Hubspot, and LinkedIn.

• Strong communication, presentation, and teamwork skills.

• A passion for technology and the ability to translate technical features into business outcomes.

About the team:

We're a close-knit team, and you'll engage with nearly all of us. You'll work in our sales team to meet technical requirements of prospective clients, with our engineers and SMEs to understand deep technical questions, and with our product and marketing teams to collaborate on customer needs.

About you:

We’re looking for a Grunt who:

• Loves making customers happy. You're on a mission to making customers happy and successful. You're eager to leverage your talents to meet their needs.

• Loves to learn. You're excited abut learning new things, and looking to be at the forefront of Sales and DevOps best practices.

• Loves a challenge. You like to perform at your best by aiming high while also taking care of yourself and those around you.

• Cares about your fellow humans. You look to make personal connections with the people you work with, and you want to work for a company whose mission and people you believe in.

• Has extensive AWS foundations experience. You have worked for years with AWS, have deep familiarity with AWS networking (VPC), foundational best practices (Organizations, SCPs, Landing Zone), and security best practices.

• Has extensive Terraform experience. You have directly authored plenty of Terraform modules, you've operated Terraform in prod and can speak from your years of experience, and you're excited to use OpenTofu.

• Has a passion for DevOps best practices. You're passionate about the best way to run modern cloud infrastructure in a secure, convenient, and enjoyable way.

• Has a strong interest in Sales. You love to perform and persuade. You’re driven to win and compete.

About the company:

• No investors, no debt. We control our own destiny and are focused on building a company that customers love.

• 100% remote. We've been 100% remote from day 1, however we're all in USA time zones and regularly collaborate together.

• In-person meetups every few months. We meet in person every ~4 months in a beautiful location to foster close relationships among our team.

• Transparent financials. We share our full financials every month with every member of the company.

• Systematically above-market salary. We compute all salaries using a formula designed to systematically pay above market, wherever you live.

• Above-market equity. We offer above-market equity grants, and we’ve even put in place a “progressive equity” plan where if there is a large exit event, employees end up with a progressively larger portion of the proceeds than their pro-rata equity holdings.

• Profit-sharing bonus. We set aside a pot of money at the end of each year based on profits and distribute bonuses according to a formula that uses as inputs your level within the company and the length of your tenure at the company.

• Hardware budget. We'll buy you a brand new state-of-the-art 16" Apple MacBook Pro (or other computer of your choosing of equivalent value) upon joining. It will be owned by you, not the company.

• Personal Budget. We'll give you a personal budget of $1,000 USD per month (yes, per month) to spend on your workspace (e.g., a co-working space), health (e.g., gym, yoga), time (e.g., babysitter), and/or learning (e.g., books, courses).

• Medical/Dental/Vision Insurance. We offer a range of high-quality plans with a large portion paid by the company. For countries other than the US, this includes extra coverage on top of your statutory insurance.

• Pension/401(k) contributions. We contribute 3% of your salary to your pension or 401(k).

About your time zone:

One of our values is that work-life balance leads to both better work and a better life, so we require that all our team members live in a time zone between Los Angeles and New York, inclusive. You can be located anywhere in the western hemisphere, though most of our team is in the USA and Canada.

Our interview process:

After you apply for this role, here's the process we'll go through to evaluate a mutual fit:

1. Phone screen. We'll do a quick phone screen to assess a general fit.

2. Technical interview. We'll talk shop with you to see if we're on the same page about the technical requirements for the role.

3. Customer-facing skills interview. We'll try to get a feel for how well we think you'll work with both customers and our team.

4. Paid trial project. We'll pay you for the opportunity to work together for 1 day.

5. Reference checks. We'll ask your prior colleagues about where you thrive most.

6. Offer! We're very pleased to be working together!