Lead Generation Specialist

About the role

The Lead Generation Specialist drives qualified pipeline growth by identifying, engaging and qualifying potential customers and converting them into sales-ready opportunities. The role manages the early stages of the lead lifecycle, working closely with Marketing and Sales so that leads passed to Sales are validated, relevant and aligned with qualification standards.

Key responsibilities

• Conduct structured discovery to assess business need, decision authority, urgency and solution fit, then qualify leads into Sales-accepted SQLs and disqualify or reroute non-ready leads.
• Prioritize leads by revenue potential, timing and strategic alignment, and take ownership of leads from marketing campaigns, inbound inquiries and outbound prospecting.
• Execute qualification and follow-ups for solution-driven programs such as workshops and assessments, validating program readiness before endorsing leads to Sales.
• Maintain accurate, timely CRM records (e.g. Dynamics, Salesforce, HubSpot) with lead stages, solution areas, next steps and ownership.
• Track personal MQL to SQL and SQL to acceptance conversion, identify patterns such as data quality or wrong points of contact, and share insights to improve targeting and outreach.
• Collaborate with Senior Lead Generation Specialists, Sales and Solution teams, attend regular syncs and escalate stalled opportunities.

Required profile

• Bachelor's degree in Business, Marketing, IT or a related field.
• Minimum 3 years' experience in B2B lead generation, inside sales or demand generation; IT, SaaS or technology environments highly preferred.
• Strong judgment in distinguishing SQL-ready from nurture-stage leads and ability to prioritize by revenue potential and urgency.

Required skills

• Hands-on CRM experience (Microsoft Dynamics, Salesforce, HubSpot).
• Familiarity with lead sourcing tools such as LinkedIn Sales Navigator, Apollo and ZoomInfo.
• Working knowledge of Excel or Google Sheets for data tracking and validation.
• Good-to-have: ABM exposure, solution-based sales experience, and familiarity with Cloud, Data & AI or Cybersecurity domains.