Position Overview

TraceLink is looking for experienced Account Development Representatives (ADR) to join our growing team. As an ADR, you will work together with our global Marketing, Commercial Operations, and Sales team members to drive quality account and contact research, account plan development, map out decision making centers, qualify and mature TraceLink’s outbound & inbound leads, and diligently engage prospects to drive executive meetings, and generate and progress pipeline within the target accounts

This role is for a highly motivated individual with experience in generating sales opportunities using account-based selling. You will work closely with the account deal team consisting of an Account Executive (AE), a Solution Consultant (SC), and your marketing stakeholders (Regional Marketing Director and Senior Campaigns Manager) to perform highly-personalized and contextualized outbound prospecting within the assigned territory, following the account-based plan. You will leverage selected campaign messaging, and engagement opportunities such as tradeshows, partner-driven events, and TraceLink owned events to effectively engage strategic stakeholders and decision makers within your set of accounts.

Responsibilities

• Develop a sales pipeline as part of an Agentic Business Solution deal team across a defined list of owned customer or prospect accounts.

• Own the development and maintenance of: (1) Contextualized Account Business Profiles; (2) Account contact persona map (economic buyer, influencers, buying committees, etc.); (3) Network presence and linkage map.

• Drive engagement with multiple stakeholders per account with personalized messaging based on account use-cases and persona;

• Re-activate dormant or stalled accounts; Support upsell, cross-sell, and renewal motions;

• Gather market intelligence and deeply research customer and prospect accounts through public and private data sources.

• Qualify and score inbound leads to identify and prioritize key companies and personas for maximum campaign effectiveness.

• Monitor public information sources to augment accounts, leads, and opportunities with data to enhance prospecting effectiveness.

• Develop personalized strategies for using email, social media, and other channels to engage prospects to increase engagement rates.

• Ensure timely follow-up on marketing campaigns to create and maintain account intelligence briefs for Account Executives (AEs) to prepare them for prospect and customer meetings.

• Liaise with teammates (Marketing, Sales Ops, ADRs, and AEs) to develop targeted lists, call and email strategies, and messaging to drive opportunities and prospecting activities.

• Identify, document and share best practices with a global ADR team and Field teams.

• Work with partners including Finance, Marketing, Sales Operations, and Business Management to enrich, cleanse and triage account data.

• Partner closely with AEs, SCs, AMs, and CSMs and engage across functions to understand business priorities.

• Document activity in Salesforce and report qualitative and quantitative results on a weekly basis.

Qualifications

• Strong account research & personalization skills

• Stakeholder management & business acumen

• Experience in enterprise / ABM motions

• Ability to collaborate cross-functionally, and manage multiple projects/campaigns in parallel

• Experience with B2B SAAS or enterprise software

• 2-4 years of experience in Market Development, Sales Development, Business Development, or similar roles in a software organization

• Eagerness for continuous learning, and leveraging new tools to drive better business outcomes and operational efficiency

• Required fluency in English and Italian

• Proven ability to effectively research, qualify, and react to leads and business opportunities

• Exhibit a professional communication style through both written and verbal channels

• Confident user of Salesforce.com, Marketo, or similar applications and the MS Office Suite

• Operate in a professional and empathetic manner capable of managing time and prioritizing tasks effectively

• Educated to degree level or equivalent experience.