Lead Generation Specialist

• Bachelor’s degree in Business, Marketing, IT, or related field

Experience Expected:

• Minimum 3 years' experience in B2B lead generation, inside sales, or demand generation roles
• Experience in IT, SaaS, or technology-driven environments is highly preferred

Skills Expected:

• Conduct structured discovery to assess business need, decision authority, urgency, and solution fit
• Qualify and convert leads into Sales-accepted SQLs, ensuring alignment with pipeline standards
• Disqualify or reroute non-ready leads with clear reasoning to protect Sales bandwidth
• Prioritize leads based on revenue potential, timing, and strategic alignment

Demand Intake & Lead Ownership

• Manage leads from multiple sources, including:
• Marketing campaigns (events, digital, inbound)
• Inbound inquiries
• Outbound prospecting efforts
• Take full ownership of the early-stage lead lifecycle, ensuring no demand is left unattended
• Maintain responsiveness and structured follow-through across all assigned leads

Program Execution & Sales Enablement

• Execute qualification and follow-ups for solution-driven programs such as:
• Workshops
• Assessments
• Funded or partner-led initiatives
• Validate program readiness before endorsing leads to Sales
• Collaborate with Sales and Solution teams to ensure clean, actionable handoffs
• Support preparation of endorsement details to improve conversion efficiency

CRM Management & Pipeline Visibility

• Maintain accurate and timely updates in CRM (e.g., Dynamics, Salesforce, HubSpot)
• Ensure proper tagging of:
• Lead stages (MQL → SQL → endorsed)
• Solution areas and program alignment
• Next steps and ownership
• Support opportunity value visibility where applicable
• Treat CRM as a critical revenue visibility and tracking system

Conversion Optimization & Insights

• Track personal performance across:
• MQL → SQL conversion
• SQL → Sales acceptance
• Identify patterns affecting conversion such as:
• Data quality issues
• Wrong points of contact
• Common objections
• Provide insights to improve targeting, qualification standards, and outreach effectiveness

Cross-Functional Collaboration

Work closely with:

• Senior Lead Generation Specialists (quality and escalation)
• Sales / SSPs (handoff and pipeline progression)
• Participate in regular syncs focused on lead quality, conversion performance, and execution gaps
• Escalate stalled or ambiguous opportunities for intervention
• Strong experience in B2B lead qualification and demand generation
• Proven ability to assess sales readiness based on business need, authority, urgency, and fit
• Solid understanding of pipeline flow and how early-stage qualification impacts deal progression
• Experience supporting revenue-generating campaigns, programs, or outbound initiatives
• Hands-on experience with CRM platforms (e.g., Microsoft Dynamics, Salesforce, HubSpot)
• Familiarity with lead sourcing and prospecting tools (e.g., LinkedIn Sales Navigator, Apollo, ZoomInfo)
• Strong working knowledge of Excel or Google Sheets for data tracking and validation
• Ability to manage and interpret pipeline-related data and metrics
• Strong judgment in distinguishing SQL-ready vs nurture-stage leads
• Ability to prioritize leads based on revenue potential and urgency
• Understanding of program-based selling motions (e.g., workshops, solution engagements)
• Capability to support Account-Based or targeted outreach initiatives
• Strong communication and discovery skills for engaging prospects
• Ability to operate in a fast-paced, target-driven environment
• High attention to detail and discipline in execution
• Strong collaboration skills across Sales, Marketing, and Demand Generation teams
• Exposure to Account-Based Marketing (ABM) strategies
• Experience supporting solution-based or consultative sales environments
• Familiarity with tech domains such as Cloud, Data & AI, or Cybersecurity
• Experience working in structured Demand Generation or RevOps environments