Strategic ABM Account Development Specialist

TraceLink; Barcelona; On-site; EUR 40,000 - 55,000; Full time

Job summary

TraceLink is seeking an Account Development Representative (ADR) to join our growing team. You will collaborate with Marketing, Commercial Operations, and Sales to generate opportunities, map decision-makers, and advance pipeline within assigned accounts.

You will work in an ABM-driven environment, developing contextual account profiles and personalized outreach across channels to engage strategic stakeholders and drive executive meetings.

Qualifications

• Strong account research and personalization skills.
• Experience in enterprise / ABM motions.
• Ability to manage multiple campaigns in parallel.
• Experience with B2B SaaS or enterprise software.
• Proven lead qualification and prospecting ability.

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; (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.
• Liaise with teammates 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 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

ABM motions

Cross-functional collaboration

B2B SaaS experience

English fluency

French fluency

Salesforce

Marketo

Time management

Education

Degree or equivalent experience

Tools

MS Office

Salesforce

Marketo

Job description

TraceLink is seeking an Account Development Representative (ADR) to join our growing team. You will collaborate with Marketing, Commercial Operations, and Sales to generate opportunities, map decision-makers, and advance pipeline within assigned accounts.

You will work in an ABM-driven environment, developing contextual account profiles and personalized outreach across channels to engage strategic stakeholders and drive executive meetings.