Job Title: Lead Generation Specialist/ Demand Development Representative
Shift: First, Monday through Friday, ability to respond after hours in support of special projects and peak seasons
Status: Exempt, Full-Time

OVERVIEW

Strategic Communications is seeking a driven, organized, and detail-oriented Demand Development Representative to set high-quality meetings across multiple campaigns and partner initiatives. The ideal candidate thrives in a fast-paced, project-based environment, is comfortable making 120+ outbound calls per week, and takes full ownership of the outreach-to-meeting handoff process.
This role is a critical connector across our marketing, sales, and partner teams—ensuring campaigns translate into actionable conversations, event follow-up efforts are fully maximized, and strategic partnerships generate measurable demand. The Demand Development Representative supports lead scoring and qualification for marketing, builds partner awareness through targeted outreach, and gives the sales team greater opportunities to connect with the right public sector clients without having to manage top-of-funnel outreach themselves.
This person plays a key role in securing meetings with government decision-makers, primarily in the state and local sectors, across cloud infrastructure and SaaS solution areas.

REQUIRED SKILLS & TOOLS

• High School Diploma or GED required
• Fluency with ZoomInfo, HubSpot, Outlook, and Microsoft Teams
• Excellent written and verbal communication; strong grammar and copywriting for emails
• Ability to manage multiple active campaigns at once and adapt messaging by audience
• Proficiency with Microsoft Excel (basic formulas, lists, and data cleanup)
• Experience creating structured follow-up sequences in HubSpot (calls and emails) to re-engage cold or non-responsive leads and improve meeting conversion rates
• Strong organizational and CRM management habits to recycle warm-to-cold leads into future sequences instead of abandoning outreach after one campaign
• Comfortable working independently in a fast-paced, project-based environment
• Strong follow-through habits and ownership of responsibilities
• ISO 9001:2015 training – to be completed within ninety (90) days of hire

• Make 120–150 outbound cold calls per week using ZoomInfo and HubSpot to initiate contact and drive meeting volume.
• Set a minimum of 10 qualified client meetings per month, with a target of 15 meetings for bonus eligibility.
• Execute outreach for active marketing and partner campaigns, promoting specific solutions and scheduling meetings with priority targets.
• Support event-based outreach, including pre-event promotion, webinar/roadshow registration outreach, and post-event follow-ups to convert warm leads into appointments.
• Leverage both ZoomInfo for new contact acquisition and HubSpot for re-engaging existing contacts, ensuring a balanced outbound strategy and minimizing CRM duplication.
• Build and execute smart follow-up strategies (i.e- call/email sequences) using HubSpot to re-engage warm or non-responsive leads across multiple touchpoints instead of one-and-done outreach.
• Maintain accurate, up-to-date records in HubSpot, including call activity, outcomes, follow-ups, and meeting scheduling.
• Send pre-meeting confirmation to clients 24–48 hours in advance for every booked appointment and log outreach in HubSpot.
• Create accurate and timely calendar invites in Outlook and Teams, including client and assigned sales lead, with meeting details clearly documented.
• Send a meeting prep summary to the assigned sales lead at the time of booking, including relevant context, notes, and expectations.
• Write and adapt cold call and email scripts as needed when templates are not provided, customizing messaging for campaigns and verticals.
• Manage 3–4 active campaigns simultaneously, balancing varying outreach objectives and priorities.
• Collaborate across the partner, marketing, and sales teams to ensure alignment on campaign strategy, lead targeting, and appointment goals.