Job Description

Sales at Tractian

The Sales team is the driving factor behind revenue at Tractian. We focus on generating new opportunities, acquiring new customers, and building even stronger relationships with our current accounts. Our Enterprise customers are comprised of Fortune 500 companies, such as Hyundai, Bosch, Unilever, P&G, PepsiCo, L'Oréal, JBS, and others.

Tractian's Net Revenue Retention (NRR) is as strong as Silicon Valley startups, such as Snowflake (158%) and Twilio (155%), which highlights the stickiness and essentiality of our products. We make sure that top performers are recognized and consistently incentivized to over-beat quota.

What you'll do

As a Account Development Representative (ADR), your primary focus will be on accelerating the company's growth by generating new business. You will be responsible for identifying, prospecting, and qualifying market opportunities that are not yet in our database. Leveraging advanced outbound sales techniques (actively approaching potential clients) and business intelligence tools, your goal is to apply strategic vision, commercial mindset, intensity, and discipline to open doors, spark interest among decision-makers, and schedule qualified meetings for our Account Executives (AEs).

Responsibilities

• Outbound Prospecting: Execute a daily cadence of cold calls, emails, and LinkedIn outreach to reach decision-makers in previously mapped strategic accounts.
• Account Mapping: Investigate the structure of target companies, identify the right personas (maintenance managers, industrial directors, plant managers), and build a tailored entry strategy for each account.
• Interest Generation: Spark curiosity in prospects through consultative and personalized messaging, translating real industrial pain points into relevant conversations with Tractian.
• Lead Qualification: Perform initial qualification/diagnosis to understand the lead's pain points and whether they fit our Ideal Customer Profile (ICP).
• HubSpot Funnel Management: Maintain a strictly updated CRM, ensuring traceability of all interactions and the status of each lead in the sales funnel.
• Market Intelligence: Utilize tools such as Apollo, Lusha, and LinkedIn Sales Navigator to find the right decision-makers and map strategic accounts.
• Collaboration with AEs: Work in sync with Account Executives to ensure an effective hand-off and provide strategic context for each scheduled opportunity.
• Exceeding Targets: Hit and exceed monthly quotas, leveraging outbound prospecting as a key driver to achieve these goals.
• Representing the Company: Attend industry events, identifying opportunities for business expansion.

Requirements

• Availability to work in São Paulo.
• Bachelor's degree in Engineering, Business Administration, IT, or a related field.
• 2+ years of experience in pre-sales, preferably in a B2B company.
• Proven track record of achieving sales targets and driving revenue growth.
• Excellent interpersonal and relationship-building skills.
• Advanced prospecting and cold calling skills, including proficiency in platforms like Apollo, Lusha, ZoomInfo, etc.
• Ability to engage in high-level intellectual conversations.
• Desire to become an Account Executive in 6 months.

Bonus Points

• Proven proficiency in using HubSpot CRM for effective business development and client management.
• Advanced training or certifications in sales and business development.
• Fluent English: For interfacing with global teams or prospecting in international markets.

Compensation & Benefits

• Competitive Compensation
• 30 days of paid annual leave
• Education and courses stipend
• Earn a trip anywhere in the world every 4 years
• R$1.035/month for meals allowance
• Health plan with national coverage and without coparticipation
• Dental Insurance: we help you with dental treatment for a better quality of life.
• Wellhub Membership: Access a wide range of gyms and training programs.