Roles & Responsibilities
Duties and Responsibilities:
Lead Qualification & Pipeline Development
- 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
Educational Qualifications Expected:
- 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:
Core Expertise
- 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
Technical Skills
- 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
Commercial & Functional Skills
- 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
Soft Skills
- 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
Good-to-Have Skills:
- 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
