Job Description

About us
- Cognex is the largest, most successful and recognized general player in industrial machine vision We are a financially strong, international company with no debt and have been in business for over 40 years. Using advanced optics, image sensors and artificial intelligence software Cognex vision and ID systems capture an image then analyze it to make sense of what’s being seen. We are deeply committed to fostering an inclusive and equitable work environment, guided by our "Work Hard, Play Hard, Move Fast" culture, which celebrates employee innovation, determination, and dedication in a dynamic, fun, and distinctive atmosphere. We are working on a hybrid schedule, 3 days in the office, 2 at home. Reporting directly to the Head of Global Marketing, you will lead, scale, and optimize a global team of outbound Account Development Representatives, and ADR Managers focused on penetrating top-tier target organizations and "Most Wanted Accounts." Operating at the critical junction of Marketing and Global Sales, you will partner directly with the Head of Integral Demand Generation and Regional Sales VPs to design and execute a high-impact outbound Account-Based Marketing (ABM) motion. Your mission is to pivot the organization from inbound lead qualification to a hyper-targeted, outbound ABM strategy, ensuring our general pipeline generation is programmatic, technologically cutting-edge, and highly predictable.

Reporting directly to the Head of Global Marketing, you will lead, scale, and optimize a integral team of outbound ADRs, and ADR Managers focused on penetrating top-tier target organizations and "Most Wanted Accounts." Operating at the critical junction of Marketing and Global Sales,



you will partner directly with the Head of Global Demand Generation and Regional Sales VPs to design and execute a high-impact outbound Account-Based Marketing (ABM) motion. Your mission is to pivot the organization from inbound lead qualification to a hyper-targeted, outbound ABM strategy, ensuring our integral pipeline generation is programmatic, technologically cutting-edge, and highly predictable.

Ideal Profile

You are a seasoned BDR/ADR leader with experience across multiple global regions and a proven track record of scaling pipeline in a $1B+ B2B enterprise environment. You are a change agent who knows how to transition teams from volume-based inside sales to a sophisticated, value-driven ABM play. You don't just track activity metrics; you build modern compensation structures, adopt AI-driven tech stacks, and align multi-threaded outreach with strategic accounts. You excel at managing through layers (leading managers) and driving execution across complex, matrixed global environments.

Qualifications

1.

Experience:
10+ years in B2B Revenue functions, with 6+ years specifically leading and scaling BDR/ADR teams, including experience managing other managers across multiple global regions.
2. ABM Strategy & Change Management: Proven track record of successfully re-building or pivoting a general inside sales organization from traditional outbound/inbound to an outbound ABM framework.
3. Technical Stack Expertise: Hands-on experience choosing,



deploying, and driving adoption for tools like Salesforce Sales Cloud, Salesloft/Outreach, 6sense/Demandbase, ZoomInfo, and AI-powered sales acceleration tools.
4. Comp & Metric Design: Demonstrated experience architecting new compensation structures, quotas, and performance metrics tailored specifically for enterprise account penetration rather than raw meeting volume.
5.

Education:
Bachelor’s degree in Business, Marketing, or a related field; MBA preferred.

Key Responsibilities

1. Strategic Outbound ABM Architecture
- ABM Alignment: Partner with Global Sales VPs and the Head of Integral Demand Gen to map, tier, and prioritize "Most Wanted Accounts" for integral outbound campaigns.
- Multi-Threaded Playbooks: Design, deploy, and audit hyper-targeted, multi-channel outbound playbooks (email, phone, LinkedIn, executive events) tailored to specific enterprise buying groups.
- Funnel Optimization: Own the ADR stage of the funnel (SDR/ADR to Account Executive handoff), ensuring seamless routing, rigorous qualification, and zero pipeline leakage. (Note: This team is focused purely on sales-qualified pipeline creation, not direct bookings).

- Operational Modernization & Tech Adoption

- Tech Stack Evolution: Evaluate, implement, and optimize the ADR tech stack (Intent data, sequencing tools, AI dialers/writers) to maximize rep efficiency and intent-driven personalization.
- Metric & Comp Redesign: Shift the team’s KPIs away from legacy vanity metrics (e.g., call volume) toward high-value indicators (e.g., account penetration depth, buying group engagement). Redesign compensation plans to reward strategic enterprise alignment.
- Process Engineering: Standar

📌 Senior Manager, Global Account Development (Centro)
🏢 Cognex
📍 Centro