Pipeline Generation Specialist

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

• Use intent data platforms (such as ZoomInfo 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.

Account Research & Discovery

• 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-potentialaccounts.
• Use professional prospecting tools (such as LinkedIn Sales Navigator) toidentifyand track decision-makers.

CRM Workflows & Lead Routing

• Build and maintain HubSpot 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.
• Maintainlead scoring models tied to fit and intent.
• Coordinate handoff ofsourcedleads into sales sequences and cadences.

Data Enrichment & Tooling

• 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.

Sales Alignment & Reporting

• Collaboratewith 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.

AI & Tooling

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

Soft Skills

• 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.

Shared Expectations

• B2B experiencerequired.
• 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 (HubSpot experience preferred).
• Maintains outreach and data-handling compliance (CAN-SPAM, CCPA, do-not-contact).
• AI-literate with disciplined QA processes.