Lead Field Marketing Specialist - Business Development (B2B)

VTEX•New York, NY

1d•Onsite

About The Position

The Lead Field Marketing Specialist - Business Development (B2B) generates qualified pipeline for VTEX’s B2B commerce platform through strategic outbound prospecting, business relationship development, and disciplined follow-up across target accounts. This is a hunter role focused on finding opportunities, opening doors in enterprise organizations, and engaging decision-makers seeking to modernize B2B commerce operations. The role involves understanding the challenges manufacturers, distributors, and wholesalers face as they digitize commerce, improve purchasing experiences, and scale digital sales channels. The specialist uses cold outreach, account research, referrals, event networking, and follow-up to build prospect relationships and qualify opportunities. They engage stakeholders across digital commerce, IT, sales, operations, and executive teams; support inbound and event-generated lead qualification; and arrange discovery meetings for Account Executives. The role also contributes to event-based business development and market feedback, maintaining accurate CRM records and tracking performance against KPIs. The position is based in the United States, in the NYC or Fort Lauderdale area, and requires office attendance four days per week. Local and national travel for trade shows, field events, meetings, and prospect engagement is expected at 30–40%.

Requirements

At least 5 years of experience in business development, outbound sales, inside sales, or pipeline generation in a B2B environment; enterprise software, SaaS, ecommerce, or technology experience preferred.
Documented track record of meeting or exceeding KPIs for outbound activity, meeting generation, pipeline creation, and conversion performance.
Strong outbound prospecting experience and ability to create opportunities from scratch, rather than only responding 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 build relationships with multiple decision-makers and influencers.
Experience developing and maintaining a book of business through account research, relationship-building, and consistent follow-up.
Strong written and verbal communication skills across phone, email, LinkedIn, video, and in-person conversations.
Ability to understand business challenges and translate complex technology solutions into relevant commercial value propositions.
Strong organization, follow-up discipline, and CRM accountability.
Comfort operating in a metrics-driven environment with clear expectations and performance visibility.
Willingness to travel locally and nationally for events, meetings, and business development initiatives.
Based in the United States, in the NYC or Fort Lauderdale area, and willing to attend the office four days per week.

Nice To Haves

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 for account research, prospect identification, personalization, and productivity.

Responsibilities

Own outbound prospecting to generate qualified opportunities for VTEX’s B2B commerce platform among manufacturers, distributors, wholesalers, and enterprise organizations.
Identify and prioritize target accounts with potential needs involving B2B ecommerce, digital sales channels, customer self-service, and commerce modernization.
Develop account penetration strategies that identify stakeholders, buying groups, whitespace, and business needs.
Conduct personalized outreach by phone, email, LinkedIn, events, referrals, and other channels.
Identify opportunities involving complex B2B purchasing, customer-specific pricing, digital ordering, ERP integrations, and legacy commerce modernization.
Build momentum in target accounts through consistent follow-up, relationship development, and strategic persistence.
Monitor market signals and digital transformation initiatives to engage prospects at appropriate times.
Establish relationships with decision-makers and influencers in Digital Commerce, Sales, IT, Operations, and Digital Transformation.
Represent VTEX as an initial point of contact and communicate the value of its B2B commerce solutions.
Develop and nurture connections across target accounts and identify ways to expand engagement across stakeholders and functions.
Collaborate with Sales and ecosystem partners to uncover opportunities and facilitate customer introductions.
Qualify inbound leads, campaign responses, partner referrals, and event-generated contacts.
Assess prospect fit, urgency, buying signals, technology landscape, digital maturity, and commercial needs.
Book qualified discovery meetings for Account Executives and provide clear handoff notes, business context, pain points, and next steps.
Nurture longer-cycle prospects and prioritize engagement according to conversion potential.
Support local and national events through pre-event outreach, on-site prospect engagement, and post-event follow-up.
Use events to create qualified opportunities, develop relationships, and gather market intelligence.
Travel as needed for trade shows, customer meetings, field events, and business development initiatives; expected travel is 30–40%, local and national.
Maintain accurate CRM activity tracking, lead and account updates, meeting outcomes, qualification notes, and account intelligence.
Track KPIs for outbound activity, qualified meetings, opportunity creation, conversion rates, and pipeline contribution.
Share market feedback, prospect insights, objections, and competitive intelligence to improve messaging, positioning, and targeting.
Partner with Sales, Marketing, and Revenue Operations to optimize account prioritization, qualification criteria, and pipeline generation strategies.
Contribute to improvements in outreach strategies, talk tracks, sequencing, and account engagement practices.