The Lead Qualification Analyst evaluates potential leads to align with the company's target market, optimizes the sales pipeline, and engages unresponsive demo leads to convert them into scheduled demos.
Sprinto is a leading platform that automates information security compliance. By raising the bar on information security, Sprinto ensures compliance, healthy operational practices, and the ability for businesses to grow and scale with unwavering confidence. We are a team of 200+ employees & helping 1000+ Customers across 75+ Countries. We are funded by top investment partners Accel, ELEVATION & Blume Ventures and have raised 32 Million USD in funding including our latest Series B round.
The Role
The purpose of the Lead Qualification Analyst role is to evaluate and qualify potential leads based on predefined criteria to ensure they align with the company's target market. The objective is to optimize the sales pipeline by identifying high-quality leads and proactively converting Demo Not Booked (DNB) leads into scheduled demos. This role bridges lead qualification and sales development by ensuring high-value leads don’t drop off the funnel.
Responsibilities
- Lead Qualification & Evaluation: Assess inbound and outbound leads against ICP (Ideal Customer Profile) and persona definitions.
- SQL & SAL Framework Adherence: Ensure lead qualification aligns with FAINT (Funds, Authority, Interest, Need, Timeline) criteria.
- Demo Not Booked (DNB) Outreach: Proactively engage with unresponsive demo leads (who filled out the form but didn’t book a demo) via LinkedIn, email, and calls to convert them into scheduled demos.
- Data Validation: Verify lead details, including email domains, LinkedIn profiles, company industry, and website activity.
- Collaboration with Sales: Work closely with SDRs and AEs to refine lead quality and optimize the handover process.
- CRM & Data Entry: Maintain accurate records in HubSpot, ensuring up-to-date lead status and qualification details.
- Reporting & Metrics: Track lead qualification metrics, conversion rates, and pipeline health.
- Market Research: Continuously refine ICP criteria by analyzing emerging trends in the compliance automation and SaaS security space.
Requirements
- 2-4 years of experience in lead qualification, sales development (SDR), or sales operations in a B2BSaaS company.
- Proficiency in cold outreach using email, LinkedIn, and calls to convert leads into booked meetings.
- Strong understanding of sales funnels, SQL & SAL qualification criteria, and lead scoring methodologies.
- Bachelor's degree in Business, Marketing, Communications, or a related field.
- CRM Proficiency: Hands-on experience with HubSpot.
- Data Analysis: Ability to analyze lead engagement data and provide insights.
- Outreach Skills: Proficient in using LinkedIn Recruiter/Sales Navigator and email automation tools.
- Excel/Google Sheets: Experience tracking and managing lead qualification metrics.
- Research Tools: Familiarity with Boolean search techniques and tools like Hunter.io, ZoomInfo, or Lusha.
- Collaboration: Experience working cross-functionally with sales and marketing teams.
Benefits
- 100% Remote Opportunity
- One-Time WFH Setup Allowance
- 5 Days Working With FLEXI Hours
- Group Medical Insurance (Parents, Spouse, Children)
- Group Accident Cover
- Company Sponsored Device
- Professional Development Reimbursement
- Unlimited Leave Policy
Top Skills
Crm Proficiency
Email Automation Tools
Excel
Google Sheets
Hubspot
Hunter.Io
Linkedin Recruiter
Lusha
Sales Navigator
Zoominfo
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