Pipeline Generation Specialist

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) to identify in-market accounts and buying-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 that indicate a new opportunity.
• Continuously identify and 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 uncover high-potential accounts.
• Use professional prospecting tools (such as Linked In Sales Navigator) to identify and 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 of sourced leads 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 and maintain a feedback loop on lead quality.
• Track and report on sourced leads, conversion to pipeline, and sourced or influenced revenue.
• Keep ICP and target account lists current 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; finds opportunity where others are not looking.
• Hands-on executor who turns signals into routed, actionable pipeline.
• Comfortable working across many tools and data sources.
• Highly organized and systematic.
• Self-directed and willing to learn freight and logistics nuances.
• Eager to learn and apply a structured go-to-market framework as the foundation for the role.

• B2B experience required.
• 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.