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Cognite is a leader in industrial digitalization, building AI and data solutions that drive operational improvements across manufacturing and energy sectors. This Account Development Representative (ADR) role is a key entry point in the sales cycle, responsible for identifying, engaging, and qualifying leads to build a strong pipeline for the sales team.
You will drive pipeline growth through a combination of outbound prospecting and inbound lead management. Key responsibilities include:
• Conduct outbound prospecting to identify and engage key decision-makers in target accounts using email, phone, and social media with personalized messaging
• Quickly follow up on inbound marketing leads to identify qualified opportunities and provide relevant information to engaged prospects
• Run qualification meetings to understand prospect needs and determine fit, transferring high-quality opportunities to the sales team
• Collaborate with strategic account executives to develop account intelligence, stakeholder maps, and identify use case opportunities
• Serve as a subject matter expert on Cognite's product offerings, clearly communicating value to prospects
• Conduct thorough research and account planning for target accounts to inform outreach strategy
• Work closely with the Marketing team to support campaigns through initial outreach and post-campaign follow-ups
• Use sales tools (ZoomInfo, Salesforce, LinkedIn Sales Navigator, HubSpot, Outreach, 6Sense) to identify and research potential leads
• Participate in feedback sessions to review challenges, share prospect insights, and discuss improvement strategies
• Maintain accurate CRM records with notes and next steps
• Engage in continuous professional development through industry articles, webinars, and training
You will thrive in a collaborative, global environment that encourages knowledge sharing and continuous learning. The role involves travel across the US and Europe.
REQUIREMENTS:
• 2-5 years of experience in sales development within the technology or industrial sector
• Proficiency in prospecting using sales tools: ZoomInfo, Salesforce, LinkedIn Sales Navigator, HubSpot, Outreach, 6Sense
• Fluent in English plus one additional language (German, French, Spanish, or Italian) is desired
• Experience in the Energy and/or Manufacturing industry is a distinct advantage
• Exceptional oral and written communication skills with ability to listen and foster positive conversations in-person, virtually, and over phone
• Keen ability to understand customer business initiatives, pain points, and requirements, and correlate them with Cognite's business value
• Strong organizational skills to manage multiple requests and time demands while achieving production goals
• Proactive, self-directed, and disciplined with strong work ethics
• Comfortable with travel across US and Europe
• Ability to effectively collaborate with global teams across different time zones
• Confidence in establishing trust and rapport with clients
• Motivated to design and optimize best practices for the ADR role
• Eager to learn about the Manufacturing vertical
PREFERRED:
• Interest and experience within the AI space
