Strategic Accounts Development Manager

Strategic Accounts Development Manager

Watertown, MA July 21, 2026

The Role

Prospecting & Pipeline Generation

• Generate qualified pipeline across mid-market, large, and enterprise organizations.
• Prospect into manufacturers, distributors, 3PLs, logistics providers, and warehouse operators.
• Build opportunities ranging from $500K to $10M+ in potential contract value.
• Execute multi-channel outbound campaigns across phone, email, LinkedIn, and strategic networking.
• Conduct initial qualification and schedule discovery meetings for Enterprise Account Executives.

Strategic Account Development

• Develop account-based prospecting strategies for large, multi-site organizations.
• Research organizational structures, facilities, and operational footprints.
• Map key stakeholders across corporate, regional, and site-level operations.
• Identify expansion opportunities across multiple facilities within target organizations.
• Build long-term relationships that support complex enterprise sales cycles.

Mid-Market Prospecting

• Prospect directly into individual manufacturing and distribution facilities where opportunities can be developed independently.
• Execute high-quality outbound campaigns into target verticals using repeatable messaging and qualification frameworks.
• Balance strategic enterprise development with consistent pipeline generation across the broader market.

Stakeholder Engagement

• Develop relationships with decision makers across multiple senior and management level functions, including:
• Operations
• Plant Management
• Distribution & Warehouse Leadership
• Engineering
• Continuous Improvement
• Supply Chain
• Automation & Innovation
• Procurement
• Executive Leadership

Sales Collaboration

• Partner closely with Enterprise Account Executives to prioritize target accounts and territories.
• Collaborate on prospecting strategies, messaging, and account plans.
• Maintain accurate CRM data and prospecting activity.
• Continuously improve outreach strategies through testing and feedback.

Qualifications

• 46+ years of business development, sales development, or enterprise prospecting experience.
• Proven success generating qualified pipeline through outbound prospecting.
• Experience selling into manufacturing, distribution, logistics, industrial technology, robotics, automation, or enterprise software organizations.
• Strong prospecting, account research, and organizational skills.
• Experience engaging multiple stakeholders across complex organizations.
• Excellent written and verbal communication skills.
• Highly self-motivated with the ability to balance strategic planning and daily execution.

What Success Looks Like

• Within your first year, you will:
• Build a repeatable outbound motion for Tutor's Case Pick solution.
• Consistently generate qualified pipeline across mid-market, large, and enterprise customers.
• Develop relationships across both individual facilities and complex multi-site organizations.
• Become a trusted partner to Enterprise Sales by delivering high-quality opportunities that accelerate Tutor's growth into new markets.
• Help establish a scalable prospecting engine for one of Tutor's fastest-growing product lines.

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