Pipeline Generation Specialist

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.

• Use intent data platforms (such as Zoom Info and 6sense) toidentifyin-market accounts andbuying-stage signals.
• Use behavioral and programmatic intent platforms to detect potential buying activity early, before it becomes an active opportunity, for a timing advantage.
• Monitor buying signals and trigger events thatindicatea new opportunity.
• Continuouslyidentifyand test new signal sources.

• Build target account lists using ICP, firmographic, and industry criteria across the company's business units.
• Use creative research and public data sources to uncoverhigh-potential accounts.
• Use professional prospecting tools (such as Linked In Sales Navigator) toidentifyand track decision‑makers.

• Build and maintain Hub Spot workflows that capture, enrich, score, and route leads.
• Set up salesperson notifications and assignment rules so the right rep is alerted to the right account at the right time, with clear SLAs.
• Maintain lead scoring models tied to fit and intent.
• Coordinate handoff ofsourcedleads into sales sequences and cadences.
• Use modern enrichment and data‑orchestration tools to combine sources, clean records, and automate research at scale.
• Maintain CRM data hygiene: deduplication, enrichment, and accuracy.
• Collaborate with sales to define qualified, routable leads andmaintaina feedback loop on lead quality.
• Track and report on sourced leads, conversion to pipeline, and sourced or influenced revenue.
• Keep ICP and target accountlistscurrent as feedback and data evolve.

• Use AI tools to research, qualify, summarize, and prioritize accounts and signals at scale.
• Build repeatable, automated prospect‑sourcing workflows.

• Resourceful and curious; findsopportunitywhere others are not looking.
• Hands‑on executor who turns signals intorouted, actionable pipeline.
• Comfortable working across many tools and data sources.
• Highly organized and systematic.
• Self‑directed and willing to learn freight andlogisticsnuances.
• Eager to learn and apply a structured go‑to‑market framework as the foundation for the role.

• Collaborative approach with 20%-40% on‑site presence.
• High agency and ownership of outcomes.
• Strong understanding of CRM‑driven lead capture, scoring, routing, and reporting (Hub Spot experience preferred).
• Maintains outreach and data‑handling compliance (CAN‑SPAM, CCPA, do‑not‑contact).
• AI‑literate with disciplined QA processes.