Pipeline Generation Specialist

Thomas Keller Logistics Group•Defiance, OH

1d•Hybrid

About The Position

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.

Requirements

B2B experience required.
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.

Nice To Haves

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.
High agency and ownership of outcomes.

Responsibilities

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.
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.
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.
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.
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.
Use AI tools to research, qualify, summarize, and prioritize accounts and signals at scale.
Build repeatable, automated prospect-sourcing workflows.