Strategic Account Development Representative

About Triple Crown

Triple Crown is a nationwide technology and engineering firm specializing in Hardware, Silicon, Embedded, Software, and Mechanical engineering. With five offices across the U.S., we connect top-tier talent with innovative companies.

Strategic Account Development Representative Role Overview

Triple Crown is seeking a Strategic Account Development Representative to partner with a Strategic Account Executive in expanding relationships within assigned enterprise accounts. This role will identify additional teams, decision-makers, locations, and staffing opportunities, and research selected enterprise prospects. Through structured account research, personalized outreach, and thoughtful discovery, this role creates qualified client meetings and business opportunities. Success requires curiosity, initiative, sound judgment, consistent follow-through, and the ability to apply coaching.

Growth Path

This position is designed as a development path into account management. As performance, business judgment, and account knowledge grow, the representative may assume responsibility for selected client relationships and progress toward an Account Executive or Strategic Account Executive opportunity.

Key Responsibilities

Expand Enterprise Accounts

• Research assigned accounts to understand their business priorities, organizational structure, engineering teams, and potential staffing needs.
• Identify hiring managers, technical leaders, project owners, and other stakeholders who influence hiring decisions.
• Build account maps identifying existing relationships, coverage gaps, and opportunities to engage additional teams, divisions, and locations.
• Seek introductions that broaden Triple Crown’s relationships within an account.
• Partner with the SAE to prioritize new enterprise targets based on funding, growth, and recurring engineering or project needs.

Create Qualified Business Opportunities

• Conduct personalized outreach through phone, email, and other professional networking channels.
• Translate research into timely outreach and client conversations.
• Re-engage previous contacts and develop new relationships within assigned accounts.
• Explore current and future hiring gaps, project requirements, growth plans, and business challenges.
• Schedule, prepare for, and participate in client meetings.
• Meet established goals for qualified client meetings and business opportunities.
• Secure clear next steps, including requirements discussions, stakeholder introductions, or follow-up tied to a specific timeframe.

Manage Account Activity & Follow Through

• Own outreach execution, meeting preparation, and follow-up coordination.
• Keep Bullhorn contacts, activity, meeting outcomes, identified needs, and next steps current.
• Participate in weekly coaching and account reviews to assess results, improve outreach, and adjust priorities.
• Apply coaching and adjust approaches based on results and account conditions.
• Work within the SAE’s account strategy.

Requirements & Tech Stack

• Comfort learning CRM and sales-prospecting systems.
• Experience with Bullhorn is noted for record-keeping.

Qualifications

• Previous experience in business development, sales development, recruiting, staffing, account support, customer service, or another relationship-focused environment is helpful but not required.
• Associate or Bachelor’s degree preferred; equivalent education, experience, or demonstrated capability will also be considered.
• Excellent interpersonal skills.
• Natural curiosity and the ability to explore beyond an initial answer.
• Strong written and verbal communication.
• Ability to conduct structured account and prospect research.
• Confidence initiating conversations, handling objections, and asking for meetings.
• Sound judgment in assessing whether a contact, team, or business need warrants further pursuit.
• Strong organization and follow-through across multiple accounts and contacts.
• Willingness to seek feedback, apply coaching, and take ownership of improvement.
• Ability to turn research into action and work with increasing independence.
• Interest in developing a long-term career in Account Management.

Success Measures

• Qualified client meetings completed in accordance with established criteria.
• Qualified business opportunities created or advanced with identified needs and agreed next steps.
• New decision-makers, teams, divisions, and locations engaged within assigned accounts.
• Progress developing enterprise prospects prioritized by the SAE.
• Conversion of outreach into meetings and meetings into meaningful next steps.
• Accurate and timely Bullhorn records, activity documentation, and follow-up.
• Demonstrated improvement in account knowledge, outreach quality, judgment, and independent execution.
• Consistent application of coaching and feedback.

Location & Work Arrangement

• Expected to work onsite during the initial training and ramp-up period.
• Remote flexibility may be considered after approximately three months based on performance, demonstrated readiness, team needs, and company policy.

Compensation

• Includes a base salary and monthly incentive opportunity based on qualified client meetings.