Account Development Representative (ADR)

Tractian; Poznań; On-site; PLN 189,553 - 273,799; Full time

Job summary

A growing industrial technology company located in Poznań is searching for an Account Development Representative to aid in generating new business opportunities. The ideal candidate will have over 2 years of experience in outbound prospecting and will utilize HubSpot CRM for managing prospects. Responsibilities include engaging customers through structured outreach and collaborating closely with Account Executives. This position offers opportunities for career progression within the sales department based on performance.

Qualifications

• 2+ years of experience in outbound prospecting or sales development.
• Ability to generate qualified pipeline through structured activities.
• Experience in a performance-driven sales environment.

Responsibilities

• Proactively generate new qualified business opportunities.
• Use HubSpot CRM to manage prospect interactions and pipeline.
• Collaborate with Account Executives on sales strategies.

Skills

Outbound prospecting

Sales development

Business development

Strong communication skills

Relationship-building

Analytical mindset

Proficiency in CRM systems

Tools

HubSpot

Apollo

Lusha

Job description

Sales at TRACTIAN

The Sales team is the driving force behind revenue at Tractian, generating new opportunities, acquiring top-tier customers like Hyundai, Bosch, and Kraft Heinz, and strengthening relationships with our current accounts. Backed by strategic investors with a track record of building unicorns, Tractian is poised to set new benchmarks in industrial technology. Recognized on the Forbes AI 50 list in 2024 and ranked in the 98th percentile by RepVue for inbound leads, we deliver undeniable value—boosting machine reliability, delivering immediate ROI, and achieving world-class revenue retention that matches the best in tech. At Tractian, top performers are recognized, rewarded, and empowered to overachieve their goals.

What You’ll Do

As an Account Development Representative (ADR) at Tractian, you will support revenue growth by identifying and qualifying new business opportunities within your assigned market. You will engage prospective customers through structured outbound and inbound outreach, build early-stage pipeline, and partner closely with Account Executives to support successful deal progression.

You will use HubSpot CRM to manage prospect interactions, track activity, and ensure accurate pipeline visibility, while developing a strong understanding of Tractian’s software and hardware solutions to effectively communicate value to potential customers.

Responsibilities:

• Proactively prospect and generate new qualified business opportunities through structured outbound and inbound outreach activities.
• Research and identify target accounts, contacts, and buying signals to support effective pipeline development.
• Qualify inbound and outbound leads against defined criteria and schedule meetings for Account Executives.
• Use HubSpot CRM to track prospect interactions, manage activity, and maintain accurate pipeline and reporting data.
• Collaborate closely with Account Executives and Sales Engineering to align messaging, handoffs, and qualification standards.
• Analyze market segments, customer profiles, and outreach performance to continuously improve prospecting effectiveness.
• Participate in industry events, campaigns, and targeted initiatives to support new opportunity creation when applicable.
• Provide regular updates on outreach activity, pipeline contribution, and progress toward individual and team targets.

Requirements:

• 2+ years of experience in outbound prospecting, sales development, or business development, preferably within a B2B software, industrial technology, or SaaS environment.
• Demonstrated ability to generate qualified pipeline through structured outbound activities, including cold calling, email outreach, and account-based prospecting.
• Experience working toward clearly defined activity and pipeline targets in a performance-driven sales environment.
• Proficiency using CRM systems (e.g., HubSpot) to manage prospect interactions, track activity, and maintain accurate reporting.
• Strong communication and relationship-building skills, with the ability to engage professionally with a range of customer stakeholders.
• Experience using outbound prospecting and sales engagement tools such as Apollo, Lusha, or similar platforms (in compliance with local data protection regulations).
• Analytical and curious mindset, with the ability to quickly understand customer challenges and articulate value in early-stage conversations.
• Interest in long-term career development within sales, with the potential to progress into an Account Executive role based on performance.