Senior ABM Account Developer | Pipeline & Outreach

TraceLink, Inc; Barcelona; On-site; EUR 35,000 - 43,000; Full time

Job summary

TraceLink is seeking an experienced Account Development Representative to join our global Marketing, Commercial Operations, and Sales teams from Barcelona. You will drive account research, map decision makers, qualify leads, and diligently engage prospects to generate and progress pipeline within assigned accounts.

You will collaborate with Account Executives, Solution Consultants, and marketing stakeholders to execute highly personalized outbound prospecting, participate in events, and document

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 at least one of the following languages: French, Spanish, 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.

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.

Skills

Account research

Personalization

Stakeholder management

ABM motions

Cross-functional collaboration

B2B SaaS

Salesforce

English fluency

Education

Degree or equivalent

Tools

Salesforce

Marketo

MS Office

Job description

TraceLink is seeking an experienced Account Development Representative to join our global Marketing, Commercial Operations, and Sales teams from Barcelona. You will drive account research, map decision makers, qualify leads, and diligently engage prospects to generate and progress pipeline within assigned accounts.

You will collaborate with Account Executives, Solution Consultants, and marketing stakeholders to execute highly personalized outbound prospecting, participate in events, and document