Breaking into Sales: Lessons from a top ADR

Usually when you think about someone in Sales, it’s someone hustling to book meetings and close deals. They’re probably super extroverted and the entire team has that intense “Wolf of Wall Street” vibe. Sure, some companies do have that culture, but as an Account Development Representative (ADR) at Redpanda, I can say from experience that you can be shy and introverted — and still be a top salesperson. To prove it, I'm proud to say I earned the title of “Top ADR” for hitting 260% of my quarterly sales goal! 

Let me start by saying that I don’t come from a technical background. I’m a massive sports fan and I love to cook. Playing sports in college and abroad sparked my competitive streak, and cooking nudges me to expand my horizons and try new things. In a way, selling is just like cooking: you gather different ingredients, add a little creativity, and experiment until you find the best way of mixing them all together to create something special.

My point is, you don’t have to fit the “sales mold” to succeed in this role. In this post, I’ll give you a taste of my day-to-day, a proven recipe for those starting out in a similar role, and a sprinkle of insight for anyone interested in joining our team.

Why I chose Redpanda

My path to Redpanda wasn't exactly planned, but something about its company vibe caught my eye. I’d scroll on LinkedIn and see Redpanda’s posts about their meetups and quirky company hangouts. At the time, I was in a similar role at another company but I didn’t have that camaraderie with my team.

I knew I wanted that in my next role, so I started researching Redpanda. I didn't come from a technical background so streaming data was totally new to me. What really convinced me to join was a video of Redpanda’s founder, Alex Gallego on NYSE Stock Exchange, where he talked about why he started Redpanda. He was so passionate about changing the data streaming industry that it sealed the deal for me. I always try to surround myself with people who are smarter than me, and Redpanda seemed like it was full of them.

Plus, during the interviews, everyone treated me like a real person, not just another applicant. They’d check in to see how I was doing but were never pushy. I always felt welcomed and cared for even before I started. It made a huge difference.

A typical day as an ADR

My mornings usually kick off pretty early—with coffee, obviously. First, I go through emails and LinkedIn messages from the previous day, just catching up and responding to prospects who got back to me. Usually there’s also a meeting or two, either with my ADRs or other teams. 

Next up, I dive into our reports. These are especially important after big events, like KubeCon. I look at who showed interest, figuring out the best way to reach out—personal emails, phone calls, or quick LinkedIn messages. You have to be strategic here if you want to up your chances of getting a response. 

When lunch rolls around, I sometimes step outside for a quick walk since it’s usually sunny here in Phoenix. After lunch, I'm back at it: more outreach, scheduling follow-ups for tomorrow, and prepping my tasks for the next morning.

Before logging off for the day, I always carve out some time to study. Redpanda’s tech is always evolving so taking a little time each day to learn what’s new helps me feel confident when chatting with prospects. Plus, I recently switched from inbound to outbound, so now I get to “hunt” for new prospects. Sure, I get a lot of people saying “no”, but it just makes that one “yes” feel extra rewarding. 

Tips and honest advice

If you're considering a sales role—especially outbound—my biggest advice is to not fear rejection. It sounds cliché, but it’s true. Not every call or email will lead to a win, but every attempt gets you closer to a meaningful conversation.

Honestly, cold calling takes some practice. You’re calling up strangers and not everyone is going to be happy to hear from you. Occasionally you’ll get an outrageous response but I always try to remember not to take any of it personally. Maintaining that sense of neutrality helps me wake up and just call people no matter the outcome. Redpanda’s product is genuinely changing the data streaming space so it’s easy to talk about it. 

Let’s be real though, this is still Sales. You have to be a little competitive to make it. In my team there’s definitely a competitive nature but it’s healthy, not cut-throat. We’re always trying to outdo the next person but we also help each other out and share outreach or cold-calling tips. A positive environment really motivates you to do better, so always look for that in your next workplace.

Lastly, don’t be discouraged if you don’t have a tech background. All you really need is the right mix of skills. Being curious and open to learning is considered far more important than years of experience here. Lean on your team, ask lots of questions, and share your experiences openly. The more you collaborate, the sooner you'll find your groove.

Want to join Redpanda?

Honestly, you’d love it. It’s all about the people and the culture here. From day one, I've felt genuinely supported by my team and everyone I talk to. Alex’s values—customer obsession, teamwork, and simply being good humans—aren’t just words on a wall; they're what we live by. 

Redpanda is also a place where authenticity and creativity are encouraged. Every person has their own perspective, every idea gets heard, and there’s always room to innovate. Seeing our team’s ideas in action at events and in customer interactions is incredibly satisfying.

So if you're looking for a Sales role where you can truly grow, have real impact, and learn while having a blast with your team, Redpanda is absolutely worth checking out. Take a look at our current career opportunities to find where you fit in!