Account Development Consultant – B2B Sales

About the role

A well-established South African software development company serving the academic sector is hiring an Account Development Consultant in Cape Town, working in a hybrid arrangement. The consultant handles inbound sales enquiries, builds prospect lists and runs outbound outreach to generate qualified leads, supporting senior sales staff.

Key responsibilities

• Handle inbound sales enquiries quickly from various sources.
• Build prospect lists using tools such as LinkedIn Sales Navigator.
• Run outbound outreach by email, phone and LinkedIn to generate qualified leads.
• Build light account plans for priority prospects, including stakeholder mapping.
• Qualify leads against the Ideal Customer Profile (need, budget, authority).
• Book and prepare discovery meetings and product demos for senior sales staff.
• Nurture opportunities with consistent, value-adding contact.
• Follow up after meetings and proposals, confirming next steps and timelines.
• Log activities and update opportunity stages in the CRM.
• Provide pipeline reports and give feedback to marketing on lead quality and messaging.

Required profile

• 2-4 years in B2B sales (inside sales, business development or account development).
• Ability to engage senior stakeholders confidently.
• Proven consultative approach to prospect discovery and qualification.
• Experience with a CRM and a structured sales process.
• Excellent written and verbal communication, time management and multi-prospect handling.
• Persistence, professionalism, ownership, strong commercial acumen and attention to detail.
• Experience in SaaS/software services, or familiarity with higher education/TVET markets and outbound prospecting tools, is beneficial.

Required skills

• CRM usage
• LinkedIn Sales Navigator
• Google Workspace and Microsoft Office