Job Description

1. Job Description

A prospect detective, this is an investigative job. You will spend hours inside a single company's public footprint: their engineering blogs, their job advertisements, their customer feedback, their conference talks, their announcements, and their products. From all of that, you will produce a specific, evidenced answer to one question. What is this company struggling with that ITC could help them solve better than they could do alone

The role is built around research rather than selling. Your job is to work out which companies are worth talking to and why, then write up clearly and precisely a challenge to them that they'll find worth answering. The work rewards patience and deep understanding. If you enjoy seeking out clues and solving a mystery, you will enjoy this.

2. Key Accountabilities

Search: building the To Approach list

Search for companies that match ITC's ideal customer profile.
Build and maintain a prioritized To Approach list, with a clear reason recorded for every company on it.
Watch for triggering events that make an approach timely, such as platform migrations, funding rounds, leadership changes, rapid hiring and product launches.
Keep the list current: remove companies that no longer fit and re-prioritize as new information appears.

Research: the company brief

Investigate each account in depth using publicly available sources, including the company's engineering blog, job advertisements, code repositories, conference talks, product and funding announcements, and the technology its website runs on. Produce a one-page company brief.
Establish what the company builds, how they build it, what has changed recently, and what they appear to be struggling with.
Identify the two or three people inside the company who would care about the problem and establish their contact details from public sources.
Propose a pitch. Suggest the angle the approach should take: the problem to lead with, and why ITC is well placed to help with it.
Record the evidence. Every claim in brief should be traceable to something specific you found.

Drafting: the initial contact message

Draft an initial contact message for each company, written for that company alone and grounded in the research.
Prepare the message so it can be reviewed, sharpened, and sent without being completely rebuilt.
If a draft could be sent to another company with the names swapped, it is not good enough.

Pipeline and reporting

Maintain the pipeline accurately and promptly, without being chased.
Record outcomes of approaches and conversations so we can learn what is working.
Prepare the monthly pipeline generation report.

Direction and feedback

Take directions on target profiles, priorities, and message positioning.
Attend check-ins on what has been approached, what has replied, and what is stalled.
Apply feedback consistently to subsequent work rather than waiting for it to be repeated.

3. Deliverables

The role produces four things.

Maintain the To Approach List: Build and maintain a prioritized list of target companies, including the reason and rationale for targeting each company.
Prepare Company Briefs: Create concise one-page briefs for each target company, covering what the company builds, recent changes or developments, potential business problems, key decision-makers, contact details, and a suggested outreach approach. Target approximately 1 brief every 2 days once fully ramped up.
Draft Initial Contact Messages: Develop personalized outreach messages for each target company based on the company brief, ready for review and sending.
Generate Pipeline Reports: Prepare a concise monthly report summarizing outreach activities, responses, conversations, and overall pipeline movement.

4. Person Specification

Essential

Research discipline: able to spend hours researching a single company and return with something specific and useful.
English: able to understand complex ideas expressed in English and write at a high level (Upper Intermediate to Advanced).
Resourcefulness: able to find information that's not readily available, working from what is publicly accessible.
Curiosity: wants to understand what a technology business builds and the difficulties they face.
Organization: keeps the pipeline accurate and meets deadlines without being chased.
Coachability: takes direction once and applies it consistently thereafter.

Not required

Sales experience.
Industry background or technical degree.

Desirable

Experience in research, analysis, journalism, or library and information work, or any role that requires patient investigation.
Familiarity with the range of tools available for research online, including professional networks such as LinkedIn, company and technology data sources, and sound practice in using AI tools to assist research and verify what they produce.
Interest in software, technology businesses or how products are built.

5. Benefits