Account Development Representative | ADR III

Description

**Location: Remote, with availability for occasional travel to attend events** **Employment type: CLT (Consolidation of Labor Laws)** **Level: Senior** **About Fretadão** Fretadão is Brazil's \#1 corporate mobility solution. We connect companies and transport providers to deliver intelligent, sustainable, and efficient transportation solutions for thousands of employees every day. With proprietary technology and nationwide operations, we help large enterprises reduce logistics costs and improve the quality of life for their teams. And we're growing rapidly. That’s why we’re seeking an **Account Development Representative (ADR)** with an analytical, strategic mindset and a strong focus on commercial performance. This role is critical to accelerating our revenue generation and connecting Fretadão with major enterprises transforming their corporate mobility. **The challenge** You’ll be responsible for prospecting strategic accounts and opening new business opportunities for the enterprise sales team, working consultatively — conducting market analysis, leveraging data intelligence, and applying a multichannel approach (phone, e\-mail, LinkedIn, and events). The goal is to generate high-value, qualified sales opportunities (SQLs), based on ICP (Ideal Customer Profile) and advanced qualification criteria (BANT / MEDDIC), directly contributing to predictable and sustainable revenue growth. **What you’ll do** * Conduct in-depth research and mapping of enterprise accounts (industry segment, size, number of employees, decision-making structure, transportation history, etc.); * Identify key stakeholders (HR, Facilities, Procurement, and C\-level executives) and develop customized outreach strategies; * Use tools such as HubSpot, LinkedIn Sales Navigator, Apollo, Lusha, and Gemini/ChatGPT to enrich data and generate strategic contacts; * Prioritize accounts based on engagement metrics, revenue potential, and fit with the ICP; * Lead consultative conversations and diagnostics with decision-makers; * Apply qualification frameworks such as MEDDIC, SPICED, or BANT to identify pain points, timelines, budgets, and expected impact; * Log and track all interactions in the CRM (HubSpot) with high-quality standards; * Generate qualified opportunities (SQLs) with a high conversion rate for Account Executives; * Collaborate closely with Account Executives (AEs) and Marketing to optimize handoff processes and personalize ABM (Account\-Based Marketing) campaigns; * Provide strategic feedback on objections, decision patterns, and market trends; * Support the creation of reports and insights to guide commercial planning and pipeline forecasting. **What we’re looking for in you** * Completed undergraduate degree (Business Administration, Engineering, Economics, Communications, Marketing, or related fields); * Significant experience in complex B2B pre\-sales (enterprise, SaaS, tech, or corporate mobility); * Proven track record in generating qualified opportunities and actively prospecting large accounts; * Proficiency in CRM platforms (HubSpot / Salesforce) and prospecting automation tools; * Strong analytical capability and ability to leverage data for decision-making; * Excellent communication, persuasive argumentation, and commercial writing skills; **You’ll stand out if you have** * Experience with ABM (Account\-Based Marketing) methodologies and Sales Engagement; * Exposure to RevOps / Sales Ops functions or use of BI dashboards (Power BI, Looker, Tableau); * Participation in strategic account expansion projects or international prospecting; * Advanced knowledge of sales automation (HubSpot Workflows, LinkedIn InMail, Make/Zapier); * Familiarity with revenue metrics (CAC, LTV, churn, pipeline velocity). **What you’ll find here** * A collaborative and dynamic environment that values innovation and growth; * A culture of continuous learning and accelerated development; * Opportunities to contribute to impactful projects that affect the daily lives of thousands of people; * Fully remote work model; * Competitive benefits and a people\-first culture. **Our benefits** * Flex food Swile – R$ 880.00/month * Mobility Card / Commuter Benefit * Sul América Health Insurance (no deduction for Fretonautas) * Sul América Dental Insurance (full deduction for Fretonautas) * Life insurance * Woba – access to coworking spaces across Brazil * Salary advance via Creditas * Payroll-deducted loan * Pharmacy benefit * Total Pass – physical and mental wellness, including access to gyms and studios * Birthday day off * Fretonauta Talent Referral Program * Best Off – Discount Club * Open English partnership – special conditions for English learning **Why Fretadão?** Because here, you’ll work at a company redefining corporate mobility in Brazil — powered by technology, purpose, and real impact. Your work will improve the lives of thousands of people every day.