Job Details
Account Development Representative
2026-03-10 Procense Santa Rosa,CAAccount Development Representative (BDR)
San Francisco, CA | Full-Time | Early-Stage Equity
About Procense
Procense.ai is building the next leader in industrial automation — starting with process manufacturers. From food and pharmaceuticals to chemicals and personal care, process manufacturers produce the essential goods that power our daily lives. Yet many of these operations still rely on outdated, paper-based, and legacy systems for managing production and quality.
Procense is changing that. We're building an AI-powered software and industrial-grade IoT platform that helps manufacturers modernize how they collect, analyze, and act on critical production and quality data — resulting in faster production, improved efficiency, and higher quality.
We're gaining real traction:
- Pre-seed round led by Kevin Mahaffey (Business Insider's #1 Seed Investor of 2025) and HighSage Ventures
- Post product-market fit with marquee enterprise customers including Tyson Foods, J&J, and Dr. Squatch
- Bootstrapped ARR with a fast-growing pipeline of 6-figure deals
About the Role
The ADR role is the launching point for a high-growth career in enterprise SaaS sales. You'll be at the front of Procense's go-to-market strategy — hunting for leads, mapping manufacturing accounts, and building demand for our AI-powered production and quality platform across process manufacturers nationwide.
This is a volume-first role. You'll make 80+ calls a day to operations leaders, plant managers, and VPs of Manufacturing — every day. But the best person for this role doesn't just grind. They also think like a builder, using AI tools and automation to prospect smarter, personalize at scale, and continuously iterate on what's working. If cold calling AND engineering workflows with Claude that cuts your research time in half both sound exciting — you're who we're looking for.
Top performers in this role earn accelerated commissions and have a clear path to a closing Account Executive role within one year.
You Should Apply If...
- You love talking to people: You will average 80+ calls to prospective customers per day, ev ery day. You w
- ant a career in tech sales: Top ADRs at Procense can see promotion to a closing role in two years or less.You'r
- e a builder: When you find something that works, you immediately ask how to automate and scale it You w
- ant to be with the best: You'll be working directly with the CEO and surrounded by people who are serious about winning. You h
- ave a growth mindset: You treat every call as a chance to get better. You h
- ave experience with AI tools: You use Chat GPT/Claude to do your job faster and better.
- You aren't ok with rejection. You will get hung up on and told no, a lot. You need the resilience to continue calling, refine your pitch and continue to get better.
- You need a fully built playbook. We're early stage. The process is being built alongside you. Rigid scripts and hand-holding aren't available here.
- You aren't willing to put in the work. 80+ calls a day isn't easy. You will not get a day off from that call load. But if you put in the work, the commissions and career growth are real.
- You treat AI tools as a nice-to-have. At Procense, using AI to build workflows, automate research, and work smarter is the norm.
- You aren't a team player. We're small and scrappy. We share what's working, we help each other, and we win together.
- Cold Outreach: Make 80+ cold calls per day to operations leaders, plant managers, and supply chain executives — the phone is your primary weapon
- Own Outbound: Run high-volume multi-channel outbound across email, phone, and LinkedIn — hitting daily and weekly activity targets consistently
- Build Pipeline: Research and build targeted account lists across process manufacturing verticals (chemicals snd personal care) using Amplemarket and LinkedIn Sales Navigator. Automate & Iterate: Leverage AI tools to personalize outreach at scale, automate list-building, and iterate on messaging — always testing subject lines, CTAs, and call openers
- Build Workflows: Build internal AI-powered workflows that make you faster: automated research, enrichment pipelines, follow-up triggers — proactively build these, don't wait to be asked
- Set Meetings: Set qualified meetings for the CEO and sales team — this is how your success is measured
- Partner with Leadership: Partner with the CEO on messaging experiments, ICP refinement, and go-to-market strategy as we scale
- Own Your Numbers: Keep meticulous CRM records — you own your data, your activity, and your numbers
- Genuine excitement about building a career in enterprise tech sales.
- Previous cold calling experience and comfort in a high-volume, quota-carrying environment
- Resilience and a growth mindset — you strike to get better with every rep
- Strong interpersonal and communication skills, both on the phone and in writing
- Hands-on experience with AI tools (ChatGPT, Claude, Clay or similar) as actual daily tools, not just things you've heard of
- Comfort with ambiguity and early-stage environments where you're building the playbook as you go
- 1–3 years of BDR/SDR/ADR experience in B2B SaaS or enterprise software
- Experience selling into manufacturing, industrial, food & beverage, pharma, or supply chain verticals is a plus
- Familiarity with ERP, MES, QMS, or IoT platforms is a plus but not requir e
- Prior startup experience
- CRM: HubSpot
- Sequencing: Amplemarket
- Prospecting & Enrichment: Amplemarket
- AI & Automation: ChatGPT, Claude, Make/Zapier, custom GPT workflows
- Research: LinkedIn Sales Navigator
- Be one of the first GTM hires at a well-funded, high-traction startup with a clear path to Account Executive
- Work directly with the CEO — your work will have immediate and visible impact on the business
- Sell a product that solves a real, painful problem in a massive underserved market
- Competitive base + accelerated commissions + early-stage equity
- SF-based, high-performance culture where the best reps rise fast
This May Not Be the Right Job If...
What You'll Do
What We're Looking For
Minimum Requirements
Nice to Have
Tools You'll Use
Why Join Procense
Compensation
Annual OTE: $60,000 – $100,000+ (base + commission)
Top performers eligible for accelerated commissions above target
Early-stage equity + full benefits
Clear path to Account Executive — top ADRs can promote in one to two years