Pipeline Generation Specialist

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) 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. 

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 uncover high-potential accounts. 
• Use professional prospecting tools (such as LinkedIn Sales Navigator) to identify and 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. 
• Maintain lead scoring models tied to fit and intent. 
• Coordinate handoff of sourced leads 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 

• 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. 

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; 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. 

Shared Expectations 

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

Apply here:

https://workforcenow.adp.com/mascsr/default/mdf/recruitment/recruitment.html?cid=6c534c92-04a7-4f5c-8e7f-1c1982606b23&ccId=42192156_4236&jobId=549625&lang=en_US