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.