Business Development Representative

cognite; Amsterdam; On-site; EUR 45,000 - 70,000; Full time

Job summary

Cognite is seeking an Account Development Representative (ADR) to drive pipeline growth by identifying and qualifying leads in the manufacturing sector. You will engage prospects across email, phone, and social channels, and work with sales and marketing to nurture opportunities through the funnel.

You will follow up on inbound leads, attend events, and develop market insights to support account planning and sales strategy. Collaboration across Cognite teams will be essential to success.

Qualifications

• 2–5 years of sales development experience in technology or industrial sectors.
• Proficient in prospecting with sales tools (ZoomInfo, Salesforce, LinkedIn Sales Navigator, HubSpot).
• Ability to identify and qualify opportunities and move them through the sales funnel.

Responsibilities

• Own outbound prospecting to identify and qualify key accounts.
• Follow up inbound leads promptly and manage event leads.
• Collaborate with sales and marketing to nurture prospects and feed the pipeline.
• Maintain updated CRM with engagement details and next steps.
• Prepare account planning and outreach strategies for target accounts.

Skills

Prospecting

Lead qualification

Account outreach

Tools

ZoomInfo

Salesforce

LinkedIn Sales Navigator

HubSpot

Job description

What Cognite is: Relentless to achieve

Cognite operates at the forefront of industrial digitalization, building AI , and data solutions that solve the world's hardest, highest-impact problems. With unmatched industrial heritage and a comprehensive suite of AI capabilities, including low-code AI agents, Cognite accelerates the digital transformation to drive operational improvements.

We thrive in challenges. We challenge assumptions. We execute with speed and ownership. If you view obstacles as signals to step forward - not backwards - you'll feel right at home here.

Our Moonshot is bold: Unlock $100B in customer value by 2035, and redefine how global industry works. Join us in this venture where AI and data meet ingenuity, and together, we will forge the path to a smarter, more connected industrial future.

How you'll demonstrate Ownership

The Account Development Representative (ADR) drives pipeline growth by identifying, engaging, and qualifying leads. This role is one of the first touchpoints for prospects, and it has the opportunity to set the tone for the sales cycle that follows. You will possess expertise in understanding the unique challenges faced by clients in the manufacturing sector, and your role is crucial in initiating relationships with potential customers.

A significant part of your job will involve following up with inbound leads promptly, ensuring that no opportunities are missed. You will also attend events, manage event leads, and conduct outreach to nurture these relationships through the sales funnel. Working closely with the sales team and marketing, your proactive approach will ensure a steady flow of high-quality leads, enabling the sales team to focus on closing deals and expanding existing accounts.

In this role, you will gather valuable market insights, contributing to our understanding of customer needs and preferences. You will thrive in a collaborative environment that encourages knowledge sharing, idea generation, and continuous learning.

The Impact you bring to Cognite

Take the lead in outbound prospecting: identifying, engaging, and qualifying key decision-makers in target accounts through personalized outreach across email, phone, and social media.

Follow up on inbound marketing leads, identifying qualified opportunities and providing the right level of information to engaged prospects.

Run qualification meetings with prospects to deeply understand their needs and determine fit. The goal is to transfer as many high-quality opportunities as possible to the sales team.

Collaborate closely with strategic account executives to develop account intelligence, stakeholder maps, and use case opportunities through direct engagement and insight tools.

Partner effectively with Cogniters across various teams to enhance collaboration and achieve shared goals.

Engage in bright and meaningful phone, email, and social media conversations to build relationships with potential clients.

Serve as the subject matter expert on Cognite's product offerings, clearly conveying their value to prospects.

Craft personalized messages for key stakeholders in target accounts and develop effective outreach tactics.

Continuously seek to improve and optimize both outbound and inbound efforts to enhance overall effectiveness.

Conduct thorough research and account planning for target accounts to inform your outreach strategy.

Work closely with the Marketing team to support campaigns through initial outreach and post-campaign follow-ups, driving engagement with target accounts.

Quickly follow up on any new inbound leads to ensure timely engagement with interested prospects.

Prospecting by using sales tools like ZoomInfo, Sales Navigator, Salesforce, and LinkedIn to identify and research potential leads within target accounts.

Conducting outreach activities through phone calls, emails, and social media, personalizing messages based on the prospect's needs and industry.

Following up with leads generated from recent outreach efforts or events, ensuring that prospects remain engaged.

Researching target accounts to understand their pain points and identify new opportunities for engagement.

Participating in feedback sessions with the team or manager to review challenges, share insights from interactions with prospects, and discuss strategies for improvement.

Wrapping up the day by reviewing accomplishments, updating CRM systems with notes and next steps, and planning outreach activities for the following day.

Allocating time for professional development by engaging with industry articles, webinars, or training sessions to enhance skills and knowledge relevant to the role.

Required Qualifications

You bring 2-5 years of experience in sales development within the technology or industrial sector, showcasing your ability to drive results and foster relationships.

You are proficient in prospecting using various sales tools, including Zoominfo, Salesforce, LinkedIn Sales Navigator, HubSpot, Outre