Account Development Representative

TraceLink; Barcelona; On-site; EUR 33,000 - 37,000; Full time

Job summary

TraceLink is seeking an Account Development Representative to enhance our outbound and inbound lead efforts across defined accounts in the Barcelona region. You will partner with Account Executives, Solution Consultants and marketing to craft personalized outreach and build a robust pipeline.

You will develop account profiles, map decision makers, and engage stakeholders via email, social channels and events. Fluency in English and French is required; 2–4 years in B2B SaaS sales is desirable.

Qualifications

• Experience in enterprise / ABM motions and multi-stakeholder sales.
• Proven ability to research, qualify and pursue leads across accounts.
• Strong written and verbal communication in English; French is a plus.
• Proficient with Salesforce.com, Marketo and MS Office tools.
• Degree or equivalent experience required; 2–4 years in related roles.
• Able to manage multiple campaigns and meet deadlines.

Responsibilities

• Develop a sales pipeline as part of an Agentic Business deal team.
• Own contextualized account profiles and contact persona maps.
• Drive engagement with multiple stakeholders per account with personalized messaging.
• Qualify and score inbound leads to prioritize opportunities.
• Document activity in Salesforce and report results weekly.

Skills

Account research

Stakeholder management

ABM experience

Cross-functional collaboration

B2B SaaS experience

English

French

Salesforce

Marketo

Time management

Education

Degree or equivalent

Tools

Salesforce.com

Marketo

MS Office

Job description

Company overview:

TraceLink is the world’s largest Agentic Business Network, enabling life sciences and healthcare companies to build and manage a scalable digital workforce of governed, no-code AI agents that execute and coordinate mission-critical supply chain operations alongside human teams. Powered by the Integrate-Once OPUS platform, TraceLink links more than 300,000 network participants, enabling multi-enterprise processes at global scale.

Founded in 2009 with the simple mission of protecting patients, today Tracelink has 5 global offices, over 800 employees and more than 1700 customers in over 60 countries around the world. Our expanding product suite continues to protect patients and now also enhances multi-enterprise collaboration through innovative new applications such as MINT.

Tracelink is recognized as an industry leader by Gartner and IDC, and for having a great company culture by Comparably.

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 French

• 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.

TraceLink is committed to providing competitive compensation and benefits to all employees. This is the estimated base salary range for this role and should serve only as a guide. Final compensation offered may vary based on a variety of factors including but not limited to experience level, fit for the role, skills, domain knowledge, internal equity, budget, and location.

EMEA Pay Range

€32.703,90 — €36.942,93 EUR

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