The Role
Leads and scales an outbound ADR team by hiring, coaching, onboarding, and managing performance. Owns prospecting strategy, outreach messaging, CRM workflows, qualified meeting and pipeline targets, sales enablement, and lead handoffs. Partners with Marketing, Sales Operations, and Account Executive leadership to improve conversion rates and regional growth. Conducts one-on-ones, call audits, and objection-handling sessions while building repeatable operating rhythms.
Summary Generated by Built In
Sales at TRACTIAN
What you'll do
Responsibilities
Requirements
Bonus Points
Compensation & Benefits
The Sales team is the driving force behind revenue at Tractian, generating new opportunities, acquiring top-tier customers like Hyundai, Bosch, and Kraft Heinz, and strengthening relationships with our current accounts. Backed by strategic investors with a track record of building unicorns, Tractian is poised to set new benchmarks in industrial technology. Recognized on the Forbes AI 50 list in 2024 and ranked in the 98th percentile by RepVue for inbound leads, we deliver undeniable value—boosting machine reliability, delivering immediate ROI, and achieving world-class revenue retention that matches the best in tech. At Tractian, top performers are recognized, rewarded, and empowered to overachieve their goals.
We are looking for an experienced Account Development Rep (ADR) Manager to lead, coach, and scale our outbound prospecting team. You will be responsible for building a high-performing team of ADRs, refining messaging strategies, optimizing tech stack workflows, and ensuring team targets for Qualified Meetings and Pipeline Generation are consistently hit.
Responsibilities
- Build, lead, and scale an outbound sales organization, developing ADR’s to deliver consistent performance across new business and account expansion
- Own regional talent strategy, including hiring, performance management, and succession planning, to ensure sustained leadership depth and organizational stability
- Implement repeatable onboarding, enablement, and operating rhythms that reduce ramp time, increase productivity, and support consistent execution across the team
- Drive the strategy to hit monthly and quarterly targets for Sales Qualified Leads and qualified meetings booked.
- Partner with Marketing and Sales Ops to build multi-channel outreach sequences (email, phone, LinkedIn) aligned with target buyer personas
- Work closely with Account Executive (AE) leadership to streamline lead handoffs and improve conversion rates.
- Conduct weekly 1:1s, call audits, and ongoing objection-handling sessions
Requirements
- 3+ years of experience leading and developing outbound sales teams in a B2B environment.
- A successful track record of selling as a closing Account Executive
- Experience recruiting, onboarding, and training a team of outbound ADRs.
- Experience selling into industrial, manufacturing, maintenance, or reliability-focused organizations, or equivalent exposure to complex technical buying environments.
- Strong operational leadership skills, with deep understanding of enterprise sales methodologies.
- Experience using CRM and sales analytics tools (e.g., HubSpot)
- Strategic, people-focused leader with the ability to scale teams, improve performance, and execute against long-term regional growth objectives.
Bonus Points
- Experience in SaaS or Industrial/IoT sales
- Strong knowledge of cloud-based technologies and the broader SaaS landscape
- Prior MEDDPICC, Command of the Message, or other formalized sales enablement
- Competitive Compensation
- Premium Medical, Dental, and Vision Coverage
- Paid Time Off (PTO): 15 Days
- 401(k) Retirement Plan
- Wellhub Membership - Access a wide range of gyms and training programs.
- Long-Term Benefit - After four years of service, earn a fully funded trip anywhere in the world.
Skills Required
- 3+ years of experience leading and developing outbound sales teams in a B2B environment
- Successful track record of selling as a closing Account Executive
- Experience recruiting, onboarding, and training a team of outbound ADRs
- Experience selling into industrial, manufacturing, maintenance, or reliability-focused organizations, or equivalent complex technical buying environments
- Strong operational leadership skills and deep understanding of enterprise sales methodologies
- Experience using CRM and sales analytics tools, such as HubSpot
- Strategic, people-focused leadership ability to scale teams, improve performance, and execute regional growth objectives
- Experience in SaaS or Industrial/IoT sales
- Strong knowledge of cloud-based technologies and the broader SaaS landscape
- Prior MEDDPICC, Command of the Message, or other formalized sales enablement experience
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The Company
What We Do
Tractian is a machine-intelligence company delivering integrated hardware, cloud software and AI to prevent machine failures and boost industrial uptime. Their offering combines vibration and condition sensors, TracOS maintenance-management software, and AI-driven analytics to enable predictive maintenance, energy optimization and operational visibility for factories and asset-heavy operations globally.
