Job Summary
This position is a Pipeline Generation Specialist responsible for producing sales-ready leads directly for the pipeline using modern go-to-market technology, intent and signal data, CRM automation, and creative research. The role identifies in-market and high-fit accounts, qualifies and prioritizes them, and routes them to the right salesperson with the context to act. This is a hands-on execution role at the intersection of marketing operations and sales.
Duties and Responsibilities
Intent & Signal Sourcing
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Use intent data platforms (such as ZoomInfo and 6sense) toidentifyin-market accounts andbuying-stage signals.
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Use behavioral and programmatic intent platforms to detect potential buying activity early, before it becomes an active opportunity, for a timing advantage.
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Monitor buying signals and trigger events thatindicatea new opportunity.
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Continuouslyidentifyand test new signal sources.
Account Research & Discovery
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Build target account lists using ICP, firmographic, and industry criteria across the company's business units.
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Use creative research and public data sources to uncoverhigh-potentialaccounts.
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Use professional prospecting tools (such as LinkedIn Sales Navigator) toidentifyand track decision-makers.
CRM Workflows & Lead Routing
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Build and maintain HubSpot workflows that capture, enrich, score, and route leads.
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Set up salesperson notifications and assignment rules so the right rep is alerted to the right account at the right time, with clear SLAs.
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Maintainlead scoring models tied to fit and intent.
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Coordinate handoff ofsourcedleads into sales sequences and cadences.
Data Enrichment & Tooling
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Use modern enrichment and data-orchestration tools to combine sources, clean records, and automate research at scale.
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Maintain CRM data hygiene: deduplication, enrichment, and accuracy.
Sales Alignment & Reporting
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Collaboratewith sales to define qualified, routable leads andmaintaina feedback loop on lead quality.
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Track and report on sourced leads, conversion to pipeline, and sourced or influenced revenue.
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Keep ICP and target accountlistscurrent as feedback and data evolve.
AI & Tooling
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Use AI tools to research, qualify, summarize, and prioritize accounts and signals at scale.
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Build repeatable, automated prospect-sourcing workflows.
Soft Skills
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Resourceful and curious; findsopportunitywhere others are not looking.
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Hands-on executor who turns signals intorouted, actionable pipeline.
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Comfortable working across many tools and data sources.
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Highly organized and systematic.
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Self-directed and willing to learn freight andlogisticsnuances.
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Eager to learn and apply a structured go-to-market framework as the foundation for the role.
Shared Expectations
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B2B experiencerequired.
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Collaborative approach with 20%-40% on-site presence.
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High agency and ownership of outcomes.
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Strong understanding of CRM-driven lead capture, scoring, routing, and reporting (HubSpot experience preferred).
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Maintains outreach and data-handling compliance (CAN-SPAM, CCPA, do-not-contact).
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AI-literate with disciplined QA processes.
