We are seeking a highly motivated and results-driven Lead Generation /Inside Sales Specialist to support our sales team by driving new business opportunities and maximizing existing ones. This role plays a critical part in identifying and qualifying leads, supporting cross-selling initiatives, and ensuring a seamless handoff to the field sales teams. The ideal candidate will possess strong research, outreach, and organizational skills and be proficient in managing sales data through CRM platforms (HubSpot). This is a remote/WFH position, but must reside within Charlotte, NC vicinity.

Responsibilities:

• Conduct high-volume cold calling and outbound outreach to generate and qualify new leads across target markets.
• Perform prospect discovery calls to assess business potential, understand client needs, and determine fit for products or services.
• Support cross-selling efforts by identifying opportunities within existing accounts or incoming leads and communicating potential value-add solutions.
• Set qualified appointments for the field sales team, ensuring relevant context and prospect information is clearly documented.
• Build and maintain accurate prospecting lists by leveraging public databases, industry directories, social media platforms, and other research tools.
• Add new contacts and companies into HubSpot, segmenting them into relevant campaigns and managing inclusion in automated email drip campaigns and other outbound marketing efforts.
• Log and track all outreach activities in HubSpot, ensuring data integrity and maintaining up-to-date records of prospect interactions, call outcomes, and lead status.
• Provide ongoing pipeline management support, ensuring timely follow-ups, nurturing of warm leads, and tracking of conversion rates and next steps.
• Collaborate closely with sales teams to refine lead generation strategies, targeting ideal client profiles and uncovering additional opportunities for growth.
• Assist in developing and executing targeted marketing initiatives, such as email campaigns and content outreach, to support lead engagement and nurturing of potential and existing clients.
• Monitor and report on KPIs related to lead generation, appointment setting, and pipeline progress; present insights and improvement recommendations to leadership.
• Provide administrative support related to quoting, vendor sourcing, pricing input, and documentation processing as needed.
• Support customer onboarding by collecting and entering required information into internal systems to ensure a smooth transition from sales to service.
• Meet or exceed weekly and monthly activity and performance targets for calls, meetings set, and qualified leads generated.
• Provide backup Administrative support as needed; perform other duties as assigned.

Qualifications:

• 3+ years of experience in lead generation, cold calling, or outbound sales, preferably in a B2B environment.
• Demonstrated ability to engage with and influence decision-makers, including conducting needs-based discovery calls.
• Proven track record of supporting cross-sell/upsell initiatives and generating qualified appointments for sales teams.
• Proficiency with CRM tools (HubSpot preferred) including experience with list management, task tracking, and email campaign integration.
• Excellent communication, organizational, and time-management skills.
• Self-starter with a strong sense of accountability and attention to detail.
• Comfortable working independently and collaboratively in a fast-paced, evolving environment.
• Team-oriented mindset with a willingness to contribute beyond core responsibilities when needed.
• Must reside within the Charlotte, NC area.