Lead generation & sales operations

About the role

As we scale, we're looking for a highly-driven Lead Generation and Sales Ops specialist to help operationalize our go-to-market engine and supercharge our outbound sales efforts.

This role will be critical in supporting our outbound sales team with the systems, processes, and data they need to succeed. You will be a key function in the GTM team collaborating to build the engine behind our outbound motions—from segmentation and list building to HubSpot reporting and sales enablement workflows, and even dipping your toe into RevOps.

This is not a traditional SDA/ sales role—you won’t be cold-calling. Instead, you’ll be the operational heartbeat of the sales pipeline, focusing on generating qualified targets through structured data processes, optimizing our CRM (HubSpot), and driving efficiency across sales and revenue operations. Core to this role will be using AI tooling to create the engine that pipes accounts and contacts to our sales team to engage.

Role overview

You will:

• Build and deliver the Outbound top-of-funnel infrastructure, data sourcing, and reporting.
• Partner with sales to optimize handoffs, qualification, and reporting.
• Manage tooling, data hygiene, and campaign readiness, and develop new processes to optimize our funnel.
• Work closely with sales and marketing teams to analyze revenue and sales operations, tuning, refining, and optimizing our current processes.

Key responsibilities

Sales & revenue operations

• Own and optimize the end-to-end outbound sales lead generation process utilizing new and existing tools, HubSpot CRM, and Apollo, ensuring data integrity and usability.
• Design, maintain, and iterate on dashboards and reports for sales activity, pipeline health, and performance KPIs.
• Continuously assess the sales stack to identify improvements or tools that can enhance efficiency.
• Support the outbound team with lead workflows, sequences, and territory routing.
  

Lead generation & list building

• Identify, define, and refine high-priority customer segments based on ICP and TAM analysis.
• Create high-quality outbound lead lists using tools like Apollo, LinkedIn Sales Navigator,Clay, and research and implement new tooling as needed.
• Enrich and clean data to ensure accuracy and segmentation alignment.
• Coordinate outbound campaigns in collaboration with sales and marketing.
  

Process & systems development

• Design and build from the ground up, repeatable and scalable systems for outbound prospecting.
• Build SOPs and playbooks for prospect list generation, lead scoring, and lifecycle tracking.
• Drive continuous improvement in the lead-to-opportunity conversion process.
• Help optimize our revenue processes and systems to unlock sales efficiencies. 

Skills & experience

• 2+ years of experience in SaaS sales operations, lead generation, or SDR management roles.
• Proven expertise in lead generation, funnel optimisation, and driving inbound traffic.
• Hands-on experience with HubSpot, Apollo, Clay, and LinkedIn Sales Navigator platforms.
• Proven experience in HubSpot CRM (reporting, workflows, dashboards, data management)
• Familiarity with outbound prospecting tools and processes (e.g., LinkedIn, Apollo, Clay).
• Strong analytical mindset; comfortable working with data to drive decisions
• Highly organized with strong attention to detail and project management skills.
• Experience in high-growth SaaS environments—comfortable building from zero to one.
• Background in sales operations or outbound sales enablement.
• Self-starter mentality with a bias for thinking over action, capable of identifying opportunities and executing autonomously.
• A genuine interest in digital customer experience, cybersecurity, or Identity
• A natural experimenter who thrives on testing, iterating, and scaling what works.

Success measures

• Build process and infrastructure to deliver high-quality prospects to our sales teams' prospecting funnel
• Deliver and increase sales velocity and outbound cadence by way of highly accurate data quality
• Maintain and support the achievement of above industry-standard conversion rates for outbound sales metrics.
• Maintain and own the reporting and hygiene of Authsignal CRM.