As an Account Enrichment Specialist, you will play a key role in supporting the sales development team by conducting in-depth account research and identifying the right decision-makers within target accounts. Your efforts will help SDRs tailor their outreach strategies to book high-quality discovery meetings with prospective clients.
Key Responsibilities:
1.Account Research and Data Enrichment
oResearch target accounts based on Ideal Customer Profile (ICP) criteria.
oIdentify key decision-makers, influencers, and relevant personas within accounts (e.g., C-suite executives, VPs, directors).
oLeverage tools like LinkedIn Sales Navigator, ZoomInfo, Apollo.io, and company websites to gather data.
oEnrich CRM (e.g., Salesforce or HubSpot) records with accurate and up-to-date contact details, job titles, and organizational insights.
2.Segmentation and Prioritization
oCategorize accounts into segments (Tier 1, Tier 2, Tier 3) based on company size, industry, and strategic importance.
oPrioritize accounts based on intent data, engagement triggers, or other signals provided by marketing or RevOps.
3.Insights Gathering
oProvide detailed account insights: recent news, company initiatives, tech stack, mergers/acquisitions, and leadership changes.
oIdentify pain points or buying signals from public content and align with SDR goals.
4.Collaboration and Reporting
oWork closely with your manager to refine targeting criteria and deliver actionable account lists.
oRegularly report progress and highlight enriched accounts ready for outreach to your manager.
5.Process Optimization
oContinuously improve research methodologies for accuracy and speed.
oMaintain high data hygiene standards across tools and platforms.
Qualifications:
•Bachelor’s degree in Business, Marketing, or related field.
•1–3 years of experience in sales research, market research, or account/data enrichment roles.
•Proficiency with tools like LinkedIn Sales Navigator, ZoomInfo, or similar.
•Experience working with CRMs (Salesforce) and Excel.
•Strong analytical skills and attention to detail.
•Ability to demonstrate grit and resilience.
•Excellent written and verbal communication skills.
Preferred Skills:
•Prior experience in a SaaS or B2B environment.
•Prior experience with ABM tools like 6Sense or Demandbase
•Familiarity with Account-Based Marketing (ABM) strategies.
•Ability to meet research deadlines and work with minimal supervision.
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