Prospects and qualifies enterprise clients for workforce technology and professional services solutions. Responsibilities include outbound outreach, account research, consultative relationship development, discovery meeting coordination, lead nurturing, CRM administration, funnel and KPI tracking, sales handoffs, and competitive intelligence. The role requires experience closing complex enterprise deals, selling software and services, engaging executive stakeholders, collaborating cross-functionally, and traveling as needed.
Pinnacle Group exists to connect people with opportunity. For the last 25 years, we've done exactly that by living our core values of putting people first, delivering excellence in all we do, and giving back to the communities in which we live and work. We are a leading workforce solutions company supporting the talent needs of global leaders in financial services, technology, communications, utilities, and transportation and we are one of the largest women and minority-owned companies in our industry. Our team of service-driven, energetic, and diverse professionals is well-respected in our industry and our leadership team is aligned and focused on taking the company to the next level. If you're looking for a new opportunity where you can truly make a difference, we hope you'll apply for a position with us.
Job Summary
- Outbound Prospecting & Lead Generation: Execute targeted outbound prospecting strategies utilizing telephone outreach, personalized email campaigns, professional networking platforms, and other sales engagement channels to identify and engage prospective clients.
- Target Account Research & Identification: Research prospective organizations, industry segments, business operations, and organizational structures to identify high-potential accounts and relevant decision-makers.
- Lead Qualification & Opportunity Assessment: Evaluate prospective clients based on business needs, purchasing authority, organizational priorities, buying timelines, and alignment with available solutions to distinguish qualified opportunities from general interest.
- Relationship Development: Establish initial relationships with prospective buyers through consultative conversations, consistent engagement, and value-driven communication designed to develop trust and advance business discussions.
- Discovery Meeting Coordination: Schedule and coordinate qualified discovery meetings between prospective clients and business development leadership, ensuring appropriate stakeholder participation and providing relevant account intelligence.
- Prospecting Campaign Execution: Develop, execute, and refine multichannel prospecting campaigns tailored to target industries, buyer personas, geographic markets, and organizational business development priorities.
- Lead Nurturing & Follow-Up Management: Maintain structured follow-up cadences with prospective clients, reengage dormant opportunities, and cultivate relationships with contacts who may have future business needs.
- Sales Funnel & Conversion Management: Monitor lead progression throughout the prospecting funnel, identifying opportunities to improve qualification effectiveness, meeting conversion rates, and the transition of prospects into actionable sales opportunities.
- Prospecting Performance & KPI Tracking: Track outreach volume, response rates, qualified leads, scheduled meetings, meeting attendance, and conversion performance to evaluate effectiveness and identify opportunities for improvement.
- CRM Administration & Data Accuracy: Maintain accurate and comprehensive records of prospect information, outreach activities, qualification notes, engagement history, and opportunity status within designated CRM systems.
- Sales Handoff & Internal Coordination: Collaborate with Business Development Directors to transition qualified prospects into the active sales pipeline, providing detailed background information, business needs, stakeholder insights, and recommended next steps.
- Market Feedback & Competitive Intelligence: Capture insights from prospect interactions regarding market conditions, client challenges, competitor positioning, and emerging business needs to support continuous improvement of prospecting strategies.
- Cross-Functional Collaboration: Partner with Business Development, Sales Operations, Marketing, and other internal stakeholders to align outreach efforts with organizational priorities and strengthen lead generation effectiveness.
Qualifications
- 5+ years of experience selling workforce technology, solutions, or closely related enterprise platforms.
- Proven success closing complex, enterprise deals with long sales cycles and multiple stakeholders.
- Strong understanding of contingent workforce programs and the role of technology in workforce governance.
- Experience selling professional services alongside software, including implementations and ongoing support.
- Ability to lead value-based, consultative sales conversations at the executive level.
- Strong collaboration skills with pre-sales, implementation, and delivery teams.
- Excellent presentation, negotiation, and stakeholder management capabilities.
- Willingness to travel as needed to support enterprise sales pursuits.
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