Lead Generation Specialist

About the Role – Lead Generation Specialist (Hybrid - Orange, CA)

We are seeking a highly organized, self‑starting Lead Generation Specialist to support our equipment leasing business. This role is ideal for someone who not only executes flawlessly but also brings fresh ideas, new tools, and innovative approaches to improve our lead‑generation and sales‑operations processes.Reporting directly to the Vice President of Marketing & Communications, you will identify large enterprises ($1B in revenue) that lease or finance capital equipment, identify the right decision-makers, manage lead flow, and ensure our sales reps take timely action. This position combines research, CRM/lead management, and oversight of sales lead prospecting operations.

Key Responsibilities:

Target Company Research

• Identify organizations with $1B annual revenue that lease or finance material handling or information technology equipment.
• Use AI‑enhanced sourcing tools such as Dux‑Soup (or similar) and LinkedIn Sales Navigator.
• Analyze industries likely to lease capital equipment (IT, material handling, logistics, etc.).
• Evaluate company size, geographic footprint, and likelihood of 3rd‑party leasing activity.
• Continuously propose new tools, methods, and automation ideas to improve research accuracy and efficiency.

Decision‑Maker Identification

• Identify executives responsible for leasing, financing, capital procurement, fleet management, information technology, or treasury functions.
• Capture contact details, reporting relationships, and insights relevant to outreach.
• Tag contacts based on buyer persona and decision‑making authority.

Lead Database Management

• Maintain and update CRM data.
• Ensure data hygiene through deduplication, validation, and classification.
• Organize leads by territory, industry, equipment type, or campaign.
• Recommend refinements to CRM structure, workflows, and automation opportunities.

Lead Assignment & Sales Lead Prospecting Operations

• Assign leads to sales reps based on territory, workload, and specialization.
• Monitor follow‑up activity and ensure timely outreach.
• Reassign leads if reps fail to act within agreed‑upon timelines.
• Partner with sales leadership on process improvements and performance visibility.

Reporting & Collaboration

• Provide weekly updates on lead volume, sales‑rep activity, and pipeline quality.
• Suggest enhancements to lead scoring, outreach cadence, and campaign strategy.
• Bring innovative, proactive ideas to streamline operations and improve conversions.

Minimum Qualifications:

• Minimum of two (2) years’ experience in B2B lead research or prospecting/sales enablement (equipment leasing or capital equipment industries preferred but not required).
• Skilled with LinkedIn Sales Navigator & automation/scraping tools (Dux‑Soup, Apollo, ZoomInfo, etc.).
• CRM experience (HubSpot, Salesforce, or Zoho).
• Strong project management and organizational skills.
• Confident in enforcing accountability with sales reps.
• Self‑starter mentality with a bias for action, initiative, and new ideas.
• Excellent verbal & written communication skills – professional, confident, persuasive.
• A results-driven mindset with the ability to meet and exceed lead generation targets.
• Demonstrated ability to work well independently with minimal supervision.

Preferred Qualifications:

• Bachelor’s degree (Business Administration, Marketing, Data Analysis, Finance) recommended but not required if the candidate has strong applied experience.
• Experience with equipment leasing or financial services.
• Familiarity with lead scoring, pipeline management, and sales methodologies.
• Comfort with workflow tools (HubSpot automation, Zapier, etc.).
• Ability to design and implement scalable research processes.

What Success Looks Like

• A steady pipeline of highly qualified $1B prospects and decision makers.
• Clean, organized, actionable CRM data.
• Sales reps engaged promptly with assigned leads.
• Increased productivity through new ideas, tools, and systems introduced by you.
• A smooth operational flow from research → assignment → outreach → opportunity.

LOCAL CANDIDATES ONLY – this is hybrid position requiring 3 days/wk. in the office, after a 90-day probationary period that will be fully on-site (5 days/wk.) at our Orange, CA headquarters.