ABS Commercial Specialist Senior

LATAM Description TEAM International is a global tech consulting company and software development service provider. With more than 20 years of experience, global operations in Poland, the United States, Portugal and Latin America, and over 1,500 employees, we combine technology knowledge, an agile approach to business challenges and business insight, always from a customer-centric perspective. The opportunity Our Account Based Selling (ABS) unit delivers ABS as a commercial service, both for TEAM International’s own sales organization and for external clients who hire us to build and run their ABS programs. We combine AI-enabled account intelligence with tailored, multichannel outreach, so Sales teams engage when an account shows real interest. As a Senior ABS Commercial Specialist, you will own the outreach side of our service. You will design and optimize email and LinkedIn sequences that turn well-researched enterprise accounts into sales qualified leads (SQLs). You will bring hands-on experience in B2B enterprise technology outreach, raise the messaging standard across the team, and improve how our leads convert into SQLs in every program we run. What you will do Account intelligence
• Work with the ICP and market sizing defined for each program, internal or client, to prioritize the target accounts with the strongest fit and buying signals.
• Review AI-generated account intelligence reports, account scoring and buying committee maps, and confirm they are accurate and usable for outreach.
• Turn buying signals, technographics and business priorities into concrete messaging angles for each persona in the buying committee.
• Prepare account briefs that give Account Executives full context before their first meeting. Outreach design and automation
• Design multitouch email and LinkedIn sequences for each lead, account and Account Executive, written for enterprise technology buyers such as CIO, CTO and VP-level leaders in Engineering, Data, Security and Operations.
• Write send-ready copy that speaks to each persona’s pains, triggers and business outcomes, in the voice and value proposition of the company the program represents.
• Deliver sequences in the format each program requires: as touchpoint tasks in the client’s CRM, or automated through our outreach platform on behalf of the client’s sales team.
• Run structured experiments on subject lines, hooks, offers, channel mix and timing, and use the results to lift positive response rates and conversion to SQL.
• Apply email deliverability and LinkedIn best practices: sending limits, personalization at scale, list hygiene and compliance with data privacy regulations.
• Spot engagement signals such as replies, clicks and profile actions, and route them quickly to the right Account Executive or BDR while the signal is warm. Client delivery
• Run outreach for external ABS engagements alongside the ABS Manager, adapting the methodology to each client’s offering, ICP, sales motion and CRM (Salesforce, Dynamics 365 or others).
• Work with client Account Executives and BDRs to align messaging, apply the agreed SQL acceptance criteria and keep sequences in line with their go-to-market priorities.
• Manage several internal and external programs at the same time while keeping commitments on volume, quality and timing. Quality, data and reporting
• Make sure every lead delivered meets our data completeness standards and is accurately documented in the program’s CRM.
• Handle reprocessing requests when Sales reports inaccurate or outdated contacts.
• Report on outreach performance: response rate by channel, engagement signals, SQL conversion and pipeline supported.
• Review sequences built by Junior ABS Commercial Specialists and give clear feedback that helps them improve. Continuous improvement
• Keep the unit’s outreach playbook, copy standards and sequence templates current.
• Propose and document process improvements that raise conversion and service quality.
• Stay current on enterprise B2B outreach practices, AI-assisted personalization, LinkedIn changes and email deliverability rules. Requirements
• 3+ years in outbound sales development, ABM or ABS, or outreach roles in B2B, with at least 1–2 of those years writing outreach for enterprise accounts in technology, IT services or software consulting, ideally for the US market.
• Proven examples of email and LinkedIn sequences you designed or wrote that improved response rates and conversion to SQLs or meetings. Be ready to share samples and the results behind them.
• Strong B2B copywriting: concise, personalized, value-driven messages that senior technology executives actually answer.
• Solid understanding of enterprise buying committees, long sales cycles and multistakeholder engagement.
• Hands-on experience with at least one sales engagement platform (Reply.io, Apollo, Outreach, Salesloft or similar), LinkedIn Sales Navigator and a CRM (Salesforce, Dynamics 365 or HubSpot).
• Working knowledge of email deliverability: domain warm-up, authentication, sending limits and list hygiene.
• Analytical mindset: comfortable with A/B tests and funnel metrics, and able to turn data into messaging decisions.
• Daily use of AI tools for research and personalization, with the judgment to check AI output before it reaches a prospect.
• Excellent written and verbal English (C1 or above). Fluent Spanish is a plus.
• Availability to work aligned with US Eastern Time business hours. Nice to have
• Experience delivering outreach for several clients or business units at once, in agency, consulting or “as a service” models.
• Experience with data platforms such as ZoomInfo, Apollo or BuiltWith.
• Familiarity with software development, data, AI or managed services offerings.
• Experience reviewing or mentoring the work of junior team members.
• Courses or certifications in ABM, Sales Development or sales engagement platforms. What success looks like
• Service delivery: consistent compliance with the agreed ABS SLA across every program, monthly prospecting volume delivered as committed, complete and accurate lead data in well-kept CRM records, and sequences live by the agreed dates.
• Pipeline impact: growth in SQLs that meet the agreed acceptance criteria, measurable contribution to the pipeline supported by ABS, and account briefs in the hands of Account Executives ahead of every first meeting.
• Customers and team: high satisfaction from internal and external clients, process and playbook improvements you lead and document, and capacity balanced across programs as the team and client needs grow.