Account Development Representative

Job Description

About Cognex

Cognex Corporation is the world’s leading provider of industrial machine vision systems, sensors, and enterprise barcode readers. Our technology infuses artificial intelligence and advanced optics into manufacturing and logistics processes, helping global automation leaders eliminate defects and track parts seamlessly. We operate in a highly dynamic, fast-paced environment where innovation, persistence, and teamwork drive our unmatched industry success.

Role Overview

As an Account Development Representative, you will own the localized execution of our Account-Based Marketing (ABM) outbound strategy. Operating within your assigned geographic region (e.g., Americas, EMEA, or Greater China), you will partner intensely with regional sales teams to break into high-priority enterprise accounts.

In addition to traditional high-value outbound prospecting, you will act as a modern revenue technologist. You will monitor, manage, and optimize automated digital agents executing front-line sequences, scaling our reach while maintaining brand and conversion quality.

Essential Functions & Responsibilities

• ABM Outbound Strategy Execution: Execute highly tailored multi-channel outbound campaigns (phone, personalized email, social selling) targeting tier-one accounts within your assigned geographic region.
• AI & Automation Agent Management: Supervise, review, and optimize automated outbound and inbound digital agents. Tweak sequences, manage intent-trigger responses, and continuously refine performance data.
• Tight Sales & Marketing Alignment: Maintain a high cadence of collaboration with Field Sales Directors and Account Engineers to align on active campaigns, account priorities, and target buying centers.
• On-Site Seminar Management: Drive attendance for on-site seminars at top-tier corporate accounts. Partner with local Field Sales and Technical Application Engineers who deliver the content.
• Intent-Driven Prospecting: Utilize intent intelligence platforms to identify accounts showing active buying signals and deploy rapid-response outreach.
• Account Mapping: Research and navigate highly complex industrial organizations to pinpoint key decision-makers—such as Plant Managers, Automation Engineers, Maintenance and Quality Directors.
• Data & Tooling Integrity: Rigorously track and log all prospect interactions, account hierarchies, and pipeline metrics within our modern sales technology stack.

• Technical Product Expertise: Develop and maintain knowledge of Cognex machine vision systems, AI software, industrial sensors, and barcode reading solutions to effectively qualify customer applications.

Key Performance Indicators (KPIs)

Your performance and impact will be measured across the following core metrics:

• Target Account Engagement: Number of net-new relevant contacts and qualified meetings secured within designated target ABM accounts.
• New Target Account Acquisition: Success rate in penetrating and opening up previously unengaged priority target accounts.
• Pipeline Contribution: Total dollar value of qualified sales pipelines generated through outbound efforts and optimized automation sequences.

Required Knowledge, Skills, and Abilities

• Language Proficiency: Must be fluent in English and German.
• High Technology Fluency: Advanced proficiency in navigating enterprise-grade revenue tech stacks. You must be comfortable managing workflows across systems like Salesforce CRM, 6sense, Qualified, ZoomInfo, and Gong.
• Automation Familiarity: Comfort or direct experience monitoring automated sales sequences, marketing automation tools, or AI-driven outreach platforms.
• ABM Methodology Mastery: Deep understanding of Account-Based Marketing concepts, including multi-threaded prospecting, persona-based messaging, and identifying buying committees.
• Analytical Mindset: Ability to read data dashboards, spot drop-offs in sequence performance, and proactively pivot messaging to optimize open and conversion rates.

• Technical Solution Knowledge: Ability to understand and articulate complex technical products and qualify customer applications.

Minimum Education and Experience

• Bachelor’s degree in Business, Marketing, Engineering, or a related industrial discipline.
• Fluency in English (C1 or C2)
• Fluency in German (C1 or C2)
• 1–3 years of experience in an outbound B2B tech BDR/SDR role, with a documented track record of executing ABM frameworks.
• Experience selling into industrial manufacturing, logistics, automation, or enterprise hardware sectors is highly desirable.

Office location: An der RaumFabrik 33 B. 76227 Karlsruhe

Additional Job Description