Lead Qualification Manager (Inside Sales)

Position Summary

The Lead Qualification Specialist is a proactive communication-driven inside sales professional responsible for managing inbound leads and moving unqualified prospects toward sales-readiness. As one of the first points of contact between potential customers and the sales organization this role sets the tone for the entire buyer relationship making quality speed and a great prospect experience essential. A significant part of this role centers on email nurturing: creating and executing multi-touch email outreach that is both automated and personalized using marketing automation technology (MAT) to engage leads efficiently at scale. The Specialist works closely with the Senior Lead Qualification Manager marketing and sales to ensure leads are qualified accurately handed off smoothly and that insights from outreach continuously improve the program.

Key Responsibilities

Lead Management & Qualification

• Monitor and manage all incoming leads from marketing campaigns website forms gated content webinars events and digital channels on a daily basis.

• Assess lead quality against ICP criteria behavioral signals and engagement history; quickly determine the appropriate action (hand-off to sales enroll in nurture request more information or disqualify).

• Communicate promptly and professionally with leads that require additional qualification collecting sufficient information to make a sound disposition decision with a strong focus on speed and prospect experience.

• Conduct research on leads particularly for higher-value accounts to identify key contacts and buying signals to share with sales.

• Identify trends in inbound activity (e.g. repeat visits multiple contacts from one company) and escalate noteworthy insights to the Senior Manager sales and marketing.

• Maintain accurate real-time lead records and statuses in CRM and MAT platforms.

• Meet or exceed KPIs related to lead response time meetings booked and lead-to-opportunity conversion.

Email Nurturing & Marketing Automation

• Execute email nurturing sequences designed to move unqualified leads toward qualification using MAT platforms (HubSpot Marketo or equivalent) to automate delivery while maintaining message relevance and quality.

• Personalize outreach by vertical persona campaign or intent stage to increase engagement and conversion.

• Manage and optimize email sequences and templates; test subject lines messaging and CTAs to improve open and response rates.

• Monitor email performance metrics (deliverability open rates click-through rates unsubscribes) and report findings to the Senior Manager with recommendations for improvement.

• Collaborate with digital marketing to ensure lead activity and nurture stage data is accurately captured in CRM and MAT systems.

Process Adherence & Feedback

• Follow established qualification processes outreach templates and escalation parameters; contribute suggestions for improving efficiency and prospect experience.

• Provide regular feedback to marketing and the Senior Manager on lead quality asset performance and messaging observations from direct outreach.

• Support the development and documentation of new outreach templates and qualification workflows.

Requirements

• 24 years of experience in inside sales lead development sales development or B2B email marketing.

• At least 12 years of experience qualifying and nurturing inbound leads in a B2B environment.

• Hands-on experience with MAT platforms (HubSpot Marketo or equivalent) for email nurture workflows enrollment triggers and lead management.

• Experience managing contacts in CRM systems (Salesforce preferred).

• Strong written communication skills in English; able to craft professional personalized outreach at scale. Additional languages a strong plus.

• Organized detail-oriented and comfortable managing high lead volumes with an automation-first mindset.

• Good understanding of B2B technology products and solutions.

• Collaborative team player with a proactive continuous-improvement attitude.