# Lead Qualification & Pipeline Development **Company**: TransPerfect **Location**: Cape Town **Experience**: senior **Job type**: full-time **Category**: Sales **Industry**: Technology **Apply**: https://transperfect.wd5.myworkdayjobs.com/en-US/transperfect/job/ZA-Cape-Town/Senior-Lead-Qualification-Manager--Inside-Sales-_R2025-243497?utm_source=yubhub.co&utm_medium=jobs_feed&utm_campaign=apply **Canonical**: https://yubhub.co/jobs/job_d8575ae2-aa4 ## Description We are seeking a Lead Qualification & Pipeline Development professional to join our team. As a Lead Qualification & Pipeline Development specialist, you will monitor and manage all incoming leads from marketing campaigns, website forms, gated content, webinars, events, and digital channels, ensuring timely and accurate qualification. Responsibilities: - Monitor and manage all incoming leads from marketing campaigns, website forms, gated content, webinars, events, and digital channels, ensuring timely and accurate qualification. - Qualify leads against ICP (ideal customer profile) criteria, behavioral signals, intent data, and engagement history; make fast, informed decisions on lead disposition (hand-off, nurture, disqualify). - Conduct in-depth research on high-value accounts , identifying key stakeholders, organizational structure, and buying signals , to provide sales with actionable prospect intelligence. - Identify patterns in inbound lead activity (e.g., multiple touchpoints from a single company, repeat visits to key pages) and escalate insights to sales and marketing proactively. - Partner with sales to ensure smooth, high-quality opportunity hand-offs and track downstream conversion impact. - Meet or exceed KPIs including meetings booked, lead-to-opportunity conversion rates, and pipeline influence. Email Nurturing & Marketing Automation Technology (MAT): - Own and continuously optimize the email nurturing program , designing, building, and refining automated workflows that move unqualified leads through the funnel toward sales-readiness. - Develop and manage multi-touch email sequences personalized by vertical, persona, intent stage, and campaign context; balance automation with a high-quality prospect experience. - Leverage MAT platforms (HubSpot, Marketo, or equivalent) to configure lead scoring models, lifecycle stage automation, enrollment triggers, and suppression logic. - Benchmark and evaluate MAT and sales engagement tools (Outreach, Salesloft, Apollo, etc.) to drive continuous improvement in automation, personalization, and outreach effectiveness. - Create automated and recurring performance reports on email and nurture program metrics (open rates, click-through rates, conversion rates, MQL velocity) and use data to refine strategy. Process, Templates & Scalability: - Establish and document repeatable qualification processes, outreach templates, multi-channel sequences, and escalation parameters that enable team training, onboarding, and program scalability. - Implement tools and automation to reduce manual qualification workload while maintaining an exceptional prospect experience; stay current on industry best practices and emerging tools. - Develop a lead qualification playbook covering ICP definitions, scoring criteria, outreach frameworks, and hand-off standards. - Provide structured feedback to marketing on lead quality, content asset performance, campaign effectiveness, and messaging , informed by direct outreach observations. Team Leadership & Cross-Functional Collaboration: - Coach, mentor, and develop a team of Lead Qualification Specialists, providing guidance on outreach techniques, email copywriting, platform usage, and qualification judgment. - Collaborate with marketing and sales leadership to align qualification criteria, campaign priorities, and pipeline targets. - Work with revenue operations to ensure CRM hygiene, data integrity, and accurate funnel reporting. Job requirements: - 5–8 years of experience in lead qualification, inside sales, sales development, or B2B demand generation , with progressive responsibility. - Demonstrated expertise in email marketing and marketing automation platforms (HubSpot, Marketo, or equivalent), including nurture workflow design, lead scoring, and reporting. - Proven track record building and scaling outbound and inbound qualification programs with measurable pipeline results. - Hands-on experience with CRM systems (Salesforce preferred), sales engagement platforms (Outreach, Salesloft, Apollo), and lead intelligence tools. - Strong analytical skills , able to interpret funnel data, identify trends, and make data-driven decisions. - Exceptional written communication skills; able to craft compelling, personalized email copy at scale. - Experience leading or mentoring team members; player-coach mindset with both strategic vision and hands-on execution ability. - Fluent in English; additional languages a strong plus given global lead volume. - Highly organized, detail-oriented, and self-directed with strong cross-functional collaboration skills. ## Skills ### Required - email marketing - marketing automation - lead qualification - sales development - B2B demand generation - CRM systems - sales engagement platforms - lead intelligence tools ### Nice to have - additional languages --- Source: [Apply at transperfect.wd5.myworkdayjobs.com](https://transperfect.wd5.myworkdayjobs.com/en-US/transperfect/job/ZA-Cape-Town/Senior-Lead-Qualification-Manager--Inside-Sales-_R2025-243497?utm_source=yubhub.co&utm_medium=jobs_feed&utm_campaign=apply)