Job Location (Short): Hoofddorp, Netherlands | Madrid, Spain | Garching b. Muenchen, Germany | Swindon, United Kingdom
Workplace Type: Hybrid
Req Id: 3143
Responsibilities
The Account Development Representative (ADR) is responsible for generating qualified pipeline through structured outbound prospecting. Working closely with Account Executives and the broader EMIA Sales Development team, the ADR identifies, engages, and qualifies prospects within assigned accounts — converting outreach activity into Stage 1 qualified opportunities (S1s) that progress through the sales cycle.
Key Responsibilities
* Conduct outbound prospecting through phone, email, and social channels to identify and engage potential buyers within assigned target accounts.
* Qualify prospects using the SPICED framework, ensuring opportunities meet the criteria for a Stage 1 qualified opportunity (S1) before handoff to Account Executives.
* Facilitate and participate in introductory calls, confirming genuine interest, stakeholder alignment, and a credible path forward.
* Consistently meet or exceed the quarterly S1 qualified opportunity quota, as defined in the annual compensation plan.
* Drive stage progression by maintaining momentum on qualified opportunities and supporting S1-to-S2 conversion in collaboration with Account Executives.
* Follow up systematically with prospects not yet qualified, identifying alternative stakeholders or decision-makers where initial contacts do not progress.
* Develop and execute multi-channel outreach strategies — including personalised email sequences, social selling, and phone outreach — to improve engagement and conversion rates.
* Build deep knowledge of Octave's product portfolio, key buyer personas, and the industry segments relevant to your assigned accounts.
* Operate within the Account-Based Prospecting (ABP) methodology, adhering to the Ideal Client Profile (ICP) and account assignments provided by your team lead.
* Maintain accurate, up-to-date records in GO Win CRM and execute outreach sequences through Salesloft, following team standards for data hygiene and activity logging.
* Collaborate closely with Account Executives to accelerate pipeline creation and align prospecting efforts with key account strategies.
* Stay current with evolving company goals, target segments, and account assignments, adapting approach as directed.
Education / Qualifications
* Strong verbal and written communication skills, with the ability to engage senior stakeholders in enterprise environments.
* Familiarity with CRM and sales engagement platforms; experience with GO Win or Salesloft is an advantage.
* Comfortable working in a structured, target-driven environment with clear KPIs and regular performance feedback.
* Ability to research accounts, understand industry dynamics, and articulate relevant buyer pain points.
* Highly organised, with strong attention to detail in follow-up, documentation, and pipeline management.
* Coachable and growth-oriented — open to feedback and committed to deliberate skill development.
* Fluency in German and English.
EEO Statement
Everyone is welcome. At Octave, we believe that diverse and inclusive teams are critical to the success of our people and our business. We do not discriminate. We embrace differences and are fully committed to creating equal opportunities, an inclusive environment, and fairness for all. Respect is the cornerstone of how we operate, so speak up and be yourself. You're valued here.
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