Lead Generation Specialist

Join Sri Lanka’s Great Place to Work Awarded organization, Tech One Lanka!

We are an organization that celebrates the diversity of our teams, where everyone can be themselves and are empowered to do their best work. Our purpose is to build an empowered community with empathy and a growth mindset to build innovative solutions to achieve remarkable results.

We foster a safe space for everyone to learn, grow, and have fun. This is why our people can’t believe that their work here is actually a job. Innovation is at the heart of everything we do-every day our people get to imagine new possibilities, take magnificent risks, fail spectacularly, and succeed in spaces no one has dared to venture into before.

What’s in it for you?

At Tech One, you’ll contribute to global projects and collaborate with diverse, talented individuals across our offices. We promote an always-learning culture and offer vast growth opportunities.

Got ideas to make Tech One even better? We listen! Got the right skills and qualities to be part of our awesome team? Competitive remuneration awaits you!

The Role in a Nutshell:

The Lead Generation Specialist is responsible for driving qualified pipeline growth by identifying, engaging, and qualifying potential customers, and converting them into sales-ready opportunities. The role focuses on managing the early stages of the lead lifecycle, ensuring that all leads passed to Sales are validated, relevant, and aligned with defined qualification standards.

Working closely with Marketing and Sales, the incumbent applies structured qualification, prioritization, and follow-through to enhance conversion rates, optimize pipeline quality, and support overall revenue generation.

Duties and Responsibilities:

Lead Qualification & Pipeline Development

• Conduct structured discovery to assess business need, decision authority, urgency, and solution fit
• Qualify and convert leads into Sales-accepted SQLs, ensuring alignment with pipeline standards
• Disqualify or reroute non-ready leads with clear reasoning to protect Sales bandwidth
• Prioritize leads based on revenue potential, timing, and strategic alignment

Demand Intake & Lead Ownership

• Manage leads from multiple sources, including:
  • Marketing campaigns (events, digital, inbound)
  • Inbound inquiries
  • Outbound prospecting efforts
  • Take full ownership of the early-stage lead lifecycle, ensuring no demand is left unattended
  • Maintain responsiveness and structured follow-through across all assigned leads

Program Execution & Sales Enablement

• Execute qualification and follow-ups for solution-driven programs such as:
  • Workshops
  • Assessments
  • Funded or partner-led initiatives
  • Validate program readiness before endorsing leads to Sales
  • Collaborate with Sales and Solution teams to ensure clean, actionable handoffs
  • Support preparation of endorsement details to improve conversion efficiency

CRM Management & Pipeline Visibility

• Maintain accurate and timely updates in CRM (e.g., Dynamics, Salesforce, HubSpot)
• Ensure proper tagging of:
  • Lead stages (MQL → SQL → endorsed)
  • Solution areas and program alignment
  • Next steps and ownership
  • Support opportunity value visibility where applicable
  • Treat CRM as a critical revenue visibility and tracking system

Conversion Optimization & Insights

• Track personal performance across:
  • MQL → SQL conversion
  • SQL → Sales acceptance

• Identify patterns affecting conversion such as:
  • Data quality issues
  • Wrong points of contact
  • Common objections
  • Provide insights to improve targeting, qualification standards, and outreach effectiveness

Cross-Functional Collaboration

Work closely with:

• Senior Lead Generation Specialists (quality and escalation)
• Sales / SSPs (handoff and pipeline progression)
• Participate in regular syncs focused on lead quality, conversion performance, and execution gaps
• Escalate stalled or ambiguous opportunities for intervention

Educational Qualifications Expected:

• Bachelor’s degree in Business, Marketing, IT, or related field

Experience Expected:

• Minimum 3 years' experience in B2B lead generation, inside sales, or demand generation roles
• Experience in IT, SaaS, or technology-driven environments is highly preferred

Skills Expected:

Core Expertise

• Strong experience in B2B lead qualification and demand generation
• Proven ability to assess sales readiness based on business need, authority, urgency, and fit
• Solid understanding of pipeline flow and how early-stage qualification impacts deal progression
• Experience supporting revenue-generating campaigns, programs, or outbound initiatives

Technical Skills

• Hands-on experience with CRM platforms (e.g., Microsoft Dynamics, Salesforce, HubSpot)
• Familiarity with lead sourcing and prospecting tools (e.g., LinkedIn Sales Navigator, Apollo, ZoomInfo)
• Strong working knowledge of Excel or Google Sheets for data tracking and validation
• Ability to manage and interpret pipeline-related data and metrics

Commercial & Functional Skills

• Strong judgment in distinguishing SQL-ready vs nurture-stage leads
• Ability to prioritize leads based on revenue potential and urgency
• Understanding of program-based selling motions (e.g., workshops, solution engagements)
• Capability to support Account-Based or targeted outreach initiatives

Soft Skills

• Strong communication and discovery skills for engaging prospects
• Ability to operate in a fast-paced, target-driven environment
• High attention to detail and discipline in execution
• Strong collaboration skills across Sales, Marketing, and Demand Generation teams

Good-to-Have Skills:

• Exposure to Account-Based Marketing (ABM) strategies
• Experience supporting solution-based or consultative sales environments
• Familiarity with tech domains such as Cloud, Data & AI, or Cybersecurity
• Experience working in structured Demand Generation or RevOps environments

How to get in touch with us:

Address: Tech One Global Lanka (Pvt) Ltd, No:185/4, Havelock Road, Colombo 05

E-mail your CV to [email protected] along with the contact details of two non-related referees