About the job
Lead Qualification & Pipeline Development
Oversee and optimize the management of all incoming leads generated through various channels including marketing campaigns, website forms, gated content, webinars, events, and digital platforms, guaranteeing prompt and precise qualification.
Evaluate leads based on Ideal Customer Profile (ICP) criteria, behavioral indicators, intent data, and engagement history; make swift and insightful decisions regarding lead disposition (handoff, nurture, disqualify).
Perform comprehensive research on high-value accounts, identifying key stakeholders, organizational structures, and buying signals to equip the sales team with actionable prospect intelligence.
Recognize trends in inbound lead activities (e.g., multiple touchpoints from a single organization, recurrent visits to critical pages) and proactively communicate insights to sales and marketing teams.
Collaborate with the sales department to ensure seamless, high-quality handoffs of opportunities and monitor downstream conversion impact.
Achieve or surpass key performance indicators (KPIs) including meetings scheduled, lead-to-opportunity conversion rates, and overall pipeline influence.
Email Nurturing & Marketing Automation Technology (MAT)
Take ownership of the email nurturing program, continuously optimizing it by designing, constructing, and enhancing automated workflows that guide unqualified leads through the sales funnel towards readiness.
Develop and manage multi-touch email sequences tailored by vertical, persona, intent stage, and campaign context, balancing automation with a high-quality prospect experience.
Utilize MAT platforms (such as HubSpot, Marketo, or similar) to configure lead scoring models, automate lifecycle stages, set enrollment triggers, and implement suppression logic.
Benchmark and assess MAT and sales engagement tools (e.g., Outreach, Salesloft, Apollo, etc.) to foster continuous enhancements in automation, personalization, and outreach effectiveness.
Generate automated and recurring performance reports on email and nurturing program metrics (open rates, click-through rates, conversion rates, MQL velocity) and leverage data to refine strategy.
Work closely with the digital marketing team to ensure that all lead qualification activities, lead statuses, and nurturing stages are accurately recorded within CRM and MAT systems.
Process, Templates & Scalability
Establish and document repeatable qualification processes, outreach templates, multi-channel sequences, and escalation parameters that facilitate team training, onboarding, and program scalability.

