Account Development Lead — North America

Location: Miami, FL (preferred); remote considered for exceptional candidates with willingness to travel Reports to : Head of Sales US Compensation: $85K-$105K base, $50K-$75K variable, $135K-$180K OTE + founding-team equity About FullEnrich FullEnrich is the contact data enrichment infrastructure that go-to-market teams rely on. Our 20+ provider waterfall delivers verified contact data at scale — emails, phone numbers, intent signals — to revenue teams at companies like AWS, Shopify, Deel, and HubSpot. We're a Paris-origin company with operations in the US, UK, and France, and we're scaling our go-to- market team to support continued expansion. The opportunity This is a founding hire on FullEnrich's Account Development team in the US. You're not joining a system; you're building one. You'll be FullEnrich's first dedicated Account Development Lead in North America. The role has Strategic account expansion (>500 employees). Work alongside our Enterprise AE on the named-account portfolio — mapping accounts, identifying expansion paths, multi- threading into new buying centers, and developing pipeline that's currently locked up in under-penetrated accounts. Quarterly target: $500K in strategic pipeline. Inbound qualification (all segments). Own the inbound qualification motion for the US. Every signup, form fill, and campaign response routes to you. You qualify rigorously and pass Sales Qualified Opportunities (SQOs) to our AEs, who close. In your first year, you'll build the playbook for both motions and the operational rhythm that lets the function scale. By the end of Q4 (performance-gated on hitting your strategic pipeline targets), you'll hire and onboard a junior Account Development Rep underneath you — they'll take over the under-500 segments while you focus exclusively on strategic accounts and team leadership. This is the path to running our entire US Account Development function. The progression is explicit, not speculative. What you'll do Run rigorous discovery on every inbound opportunity and pass only SQOs to AEs Build and maintain named-account maps for the US strategic portfolio: current revenue, expansion potential, capability use, named contacts, next-step plans Partner daily with Matt on enterprise expansion strategy Develop and execute outbound plays into strategic accounts in coordination with our Head of Customer Success Build the operational playbook — sequencing, qualification framework, handoff protocols, onboarding curriculum — that future hires inherit By end of Q4: recruit, hire, and onboard a junior ADR underneath you, then transition to player-coach mode What success looks like By end of your first quarter: Account maps in place for the top 20 US strategic accounts. SQO handoff protocol defined and AE-validated. Inbound qualification motion running at SLA (4-hour response on Day 0 signups, under 10 minutes on demo requests). First quarterly account planning sessions complete with each partnered AE. By end of your second quarter: Hitting $500K+ in strategic pipeline per quarter. SMB/MM playbook documented and operational. Junior ADR candidate identified and in interview process. By end of your third quarter: Junior ADR hired and ramping. You're transitioning to player-coach mode: still owning the strategic segment personally, plus managing the under-500 motion through the junior hire. Who you are 3-4 years total experience, with at least 2 years in SDR/BDR/ADR or account-based sales at a high-growth SaaS company You've built or significantly contributed to building a sales motion from scratch — first-of- role, founding-team, or first-region experience is a strong signal You're a strong PLG/SMB-MM operator with builder mindset and coachability on enterprise motion (Matt provides daily enterprise enablement) You're comfortable in ambiguity — the role is defined in broad strokes; you shape the day-to-day, the framework, and the playbook You're tooling-fluent: HubSpot, Outreach/Apollo/Salesloft, AI-native workflows (Claude, Granola, Clay) You want an explicit upward path to ADR Manager and beyond — not just a quota line Why FullEnrich Founding-team scope. You build the function from the ground up. No legacy playbook to inherit, no entrenched ways of working. Your playbook becomes the standard. Path to leadership. This role is designed to evolve into management within 12 months. By end of Year 1, you're hiring underneath yourself and running the US ADR motion. Real upside. Equity + variable comp tied to sourced revenue. The work you do scales directly with company growth. Florida advantages. Florida at-will employment, no state income tax. Comp goes further here than in NYC or SF. Matt as your daily working partner. Matt previously built Cognism's US team. You'll learn enterprise motion from someone who has done this exact build before, in this exact city. #J-18808-Ljbffr FullEnrich