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Manager, Account Development

Req id:  40859

Waterloo, ON, CA

OpenText is a global leader in information management, where innovation, creativity, and collaboration are the key components of our corporate culture. As a member of our team, you will have the opportunity to partner with the most highly regarded companies in the world, tackle complex issues, and contribute to projects that shape the future of digital transformation.



The Account Development Manager will report to the Senior Director of Account Development. They will manage and oversee the hiring, onboarding, coaching, development, performance, and retention of an Account Development team of approximately 10 individual contributors. This includes the qualification and development of inbound leads, as well as strategic outbound prospecting into a named account Sales structure. The Account Development Manager will be responsible for driving all AD programs in working with Sales, Campaigns & Field Marketing within their territories and will be a central point of contact for the Account Development Reps regarding process, strategy, programs and quota requirements. The Account Development Manager will be responsible for generating inbound and outbound lead generation best practices and programs. They will implement cold calling and incentive programs that will generate leads aligned with the primary solution areas. They will work with respective internal groups to identify and manage required training and support for the Account Development Reps to ensure that business goals are achieved.


The Account Development Manager is a frontline leader in our hub. The successful candidate will be strong in attracting and retaining talent while nurturing potential.

  • Leading & coaching a diverse team to achieve business targets - BANT-qualified leads with associated pipeline growth and revenue conversion
  • Managing account-based outreach that aligns with Sales strategy (phone, email, social, video, etc.)
  • Coaching, training, motivating and developing their team to achieve their weekly targets and quarterly KPIs
  • Driving performance to ensure individual and team targets are met/exceeded consistently
  • Conducting 1:1 performance reviews to coach each individual team member; responsibility for all aspects of performance management
  • Engaging and communicating confidently; will present to and collaborate with Sales and Marketing leadership regularly

A qualified candidate should have the following skills and knowledge:

  • 5+ years of relevant people leadership experience in a technology-based pre-sales or inside sales position
  • Strong coaching and development skills
  • Strong customer service skills
  • Strong analytical thinking and problem-solving skills
  • Excellent oral and written communication skills
  • Strong organization and time management skills
  • Adaptable to a fast-paced, technology-driven environment
  • Experience with Microsoft Office,, Outreach, LinkedIn Sales Navigator, DiscoverOrg, Level Eleven, social selling


OpenText's commitment to diversity and inclusion surpasses legal requirements, evident in our Equal Employment Opportunity Statement of Policy which promotes a respectful and empowering environment for employees of all backgrounds, culture, national origin, race, color, gender, gender identification, sexual orientation, family status, age, veteran status, disability, religion, or other basis protected by applicable laws. If you need assistance and/or a reasonable accommodation due to a disability during the application or recruiting process, please contact us at Our proactive approach fosters collaboration, innovation, and personal growth, enriching OpenText's vibrant workplace.

We believe that our values are the compass that steers us in the right direction and helps us stay true to our mission. These values will not only guide our everyday decisions but also influence our strategic direction and the way we work. They reflect who we are as individuals and as a collective force, uniting us in our shared purpose. 

We create economic growth that is inclusive and sustainable. 

The world’s most trusted companies trust OpenText, and we demonstrate this in our actions as individuals, as a company, and as technology. 

We build global communities of purpose and challenge by supporting each other to exceed expectations and solve complex problems. 

We set high standards and exceptions, to learn, to be better. 

We tap into our creativity to deliver incredible experiences for customers, to ourselves, and for our planet. 

We believe a workplace should be human above all else. We ask excellence of our employees and reward it by creating an environment that is welcoming, challenging and that encourages real growth and development, not empty platitudes, or trinkets.” - Mark Barrenechea, CEO & CTO

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