About the Role

As a Lead Field Marketing Specialist - Business Development (B2B), you will be responsible for generating qualified pipeline for VTEX's B2B commerce platform through strategic outbound prospecting, business relationship development, and high-impact follow-up across target accounts.

This is a true hunter role focused on identifying business opportunities, opening doors within enterprise organizations, and engaging decision-makers who are looking to modernize their B2B commerce operations.

The ideal candidate brings strong outbound sales experience, a solid understanding of the B2B commerce landscape, and the ability to navigate complex enterprise organizations and buying processes. You understand the challenges manufacturers, distributors, and wholesalers face when digitizing their commerce operations, improving purchasing experiences, and scaling their digital sales channels.

You know how to generate traction through cold outreach, thoughtful persistence, account research, referrals, event networking, and strong follow-up discipline. You are comfortable engaging different stakeholders, from digital commerce and IT leaders to sales, operations, and executive decision-makers.

You are highly accountable, metrics-driven, and bring a proven track record of meeting and exceeding KPI expectations. You have an outgoing, proactive personality, thrive in a fast-paced environment, and know how to turn persistence, commercial curiosity, and strong relationship-building skills into qualified pipeline.

This role will also support event-related business development efforts and must be comfortable traveling locally and nationally for trade shows, field events, meetings, and prospect engagement.

What You'll Do

Outbound Pipeline Creation

• Own outbound prospecting efforts focused on generating qualified opportunities for VTEX's B2B commerce platform, targeting manufacturers, distributors, wholesalers, and enterprise organizations.
• Identify and prioritize target accounts with potential needs around B2B ecommerce, digital sales channels, customer self-service, and commerce modernization.
• Build account penetration strategies that identify key stakeholders, buying groups, whitespace, and business needs within named accounts.
• Execute high-quality outbound outreach across phone, email, LinkedIn, events, referrals, and other channels to create meaningful sales conversations.
• Personalize messaging based on business context, industry challenges, digital maturity, role-specific pain points, and account research.
• Identify business opportunities related to complex B2B purchasing processes, customer-specific pricing, digital ordering, ERP integrations, and legacy commerce platform modernization.
• Build momentum within target accounts through consistent follow-up, relationship development, and strategic persistence.
• Monitor market signals, technology investments, business expansion, and digital transformation initiatives to engage prospects at the right time.

Business Relationship Development

• Establish early-stage relationships with key decision-makers and influencers within target B2B organizations, including leaders in Digital Commerce, Sales, IT, Operations, and Digital Transformation.
• Develop trust and credibility through relevant, informed outreach that demonstrates an understanding of each prospect's business model and commercial challenges.
• Support the development of a strong book of business by creating and nurturing connections across target accounts over time.
• Represent VTEX as a first point of contact, effectively communicating the value of our B2B commerce solutions and creating a strong impression across all prospect interactions.
• Identify opportunities to expand engagement within accounts by building relationships across multiple stakeholders and functions.
• Collaborate with Sales and ecosystem partners to uncover new business opportunities and facilitate introductions to potential customers.

Inbound and Marketing Follow-Up

• Qualify high-value inbound leads, campaign responses, partner referrals, and event-generated contacts related to VTEX's B2B commerce offering.
• Assess prospect fit, urgency, buying signals, and opportunity potential, considering the organization's business model, current technology landscape, digital maturity, and commercial needs.
• Identify relevant business challenges and establish whether VTEX's B2B commerce platform could be a strong fit.
• Book qualified discovery meetings for Account Executives and ensure a strong handoff with clear notes, business context, identified pain points, and recommended next steps.
• Distinguish between low-intent engagement and real pipeline opportunities, focusing efforts where conversion potential is strongest.
• Maintain consistent follow-up with prospects who have longer evaluation cycles, nurturing relationships until there is a relevant business opportunity.

Events and Market Presence

• Support local and national B2B commerce events, industry conferences, trade shows, and networking initiatives through pre-event outreach, on-site prospect engagement, and post-event follow-up.
• Proactively identify and engage potential customers at events, turning initial conversations into qualified sales opportunities.
• Build relationships with industry professionals, technology partners, and ecosystem participants who can facilitate introductions to target accounts.
• Leverage events as a strategic channel for pipeline generation, relationship development, and market intelligence.
• Travel as needed for trade shows, customer meetings, field events, and other business development initiatives (30–40% travel expected, both local and national).

Operational Discipline and Market Feedback

• Maintain strong CRM hygiene, including accurate activity tracking, lead and account updates, meeting outcomes, qualification notes, and account intelligence.
• Track performance against KPIs related to outbound activity, qualified meetings, opportunity creation, conversion rates, and pipeline contribution.
• Share market feedback, prospect insights, objections, and competitive intelligence to help strengthen B2B-specific messaging, positioning, and targeting.
• Partner closely with Sales, Marketing, and Revenue Operations to optimize account prioritization, qualification criteria, and pipeline generation strategies.
• Contribute to improving outreach strategies, talk tracks, sequencing, and account engagement best practices for the B2B commerce segment.

Who you are

Required Qualifications

• 5+ years of experience in business development, outbound sales, inside sales, or pipeline generation in a B2B environment, preferably within enterprise software, SaaS, ecommerce, or technology solutions.
• Proven, documented track record of meeting or exceeding KPIs related to outbound activity, meeting generation, pipeline creation, and conversion performance.
• Strong outbound prospecting experience with the ability to create opportunities from scratch, not simply respond to inbound leads.
• Understanding of B2B business models, including manufacturers, distributors, wholesalers, and organizations with complex sales or purchasing processes.
• Ability to navigate enterprise accounts, identify buying committees, and establish relationships with multiple decision-makers and influencers.
• Experience developing and maintaining a strong book of business through strategic account research, relationship-building, and consistent follow-up.
• Strong written and verbal communication skills, with confidence across phone, email, LinkedIn, video, and in-person conversations.
• Ability to understand business challenges and translate complex technology solutions into relevant commercial value propositions.
• High level of organization, follow-up discipline, and CRM accountability.
• Comfortable operating in a metrics-driven environment with clear expectations and performance visibility.
• Willingness to travel locally and nationally in support of events, meetings, and business development initiatives.
• You are based in the United States (NYC or Fort Lauderdale area) and willing to attend the office on a 4 days a week basis.

Preferred Qualifications

• Experience generating pipeline for B2B commerce platforms, enterprise ecommerce solutions, ERP-integrated commerce, or digital transformation technologies.
• Familiarity with the B2B commerce ecosystem, including manufacturers, wholesale distributors, and enterprise digital sales models.
• Understanding of B2B commerce capabilities such as customer-specific catalogs, negotiated pricing, bulk ordering, account hierarchies, self-service portals, and ERP integrations.
• Experience prospecting into enterprise accounts and engaging senior stakeholders across Commercial, Digital, Operations, and IT functions.
• Experience supporting field marketing, industry events, partner-led prospecting, and account-based pipeline generation.
• Familiarity with Salesforce, HubSpot, LinkedIn Sales Navigator, sequencing tools, and intent or data platforms.
• Knowledge of the competitive landscape for B2B commerce platforms, including SAP Commerce, Adobe Commerce, Shopify, and other enterprise commerce solutions.
• Experience working in AI-first go-to-market environments and leveraging AI tools to improve account research, prospect identification, personalization, and productivity.
  
  
  

About VTEX