Account Research Specialist

Job Description

1. Account Research and Data Enrichment Research target accounts based on Ideal Customer Profile (ICP) criteria. Identify key personas within accounts (e.g., C-suite, VPs, directors, influencers). Use tools like LinkedIn Sales Navigator, ZoomInfo, Apollo.io, and company websites to gather data. Enrich CRM systems (Salesforce/HubSpot) with accurate contact details, titles, and organizational data. 2. Segmentation and Prioritization Segment accounts into Tier 1, Tier 2, and Tier 3 based on size, industry, and importance. Prioritize accounts using intent data, engagement triggers, or marketing/revops signals. 3. Insights Gathering Deliver detailed account insights: company news, initiatives, tech stack, M&A activity, leadership changes. Identify pain points or buying signals from public content aligned with SDR goals. 4. Collaboration and Reporting Coordinate with managers to refine ICP and targeting criteria. Share progress reports and highlight accounts ready for SDR outreach. 5. Process Optimization Continuously refine research techniques to enhance accuracy and speed. Maintain high standards of data hygiene across CRM and enrichment platforms. Qualifications Bachelor's degree in Business, Marketing, or related field. 13 years of experience in sales/market research or account enrichment roles. Proficiency with LinkedIn Sales Navigator, ZoomInfo, Apollo.io, or similar tools. Experience with CRMs like Salesforce and Excel. Strong analytical thinking and attention to detail. Excellent verbal and written communication skills. Demonstrates grit and ability to work independently under deadlines. Preferred Skills Experience in SaaS or B2B environments. Knowledge of Account-Based Marketing (ABM) strategies. Prior experience with ABM tools like 6Sense or Demandbase. Ability to operate independently and meet research deadlines.