Lead Field Marketing Specialist

Connecting enterprise teams to scalable commerce solutions

Focused on enterprise engagement and digital transformation initiatives

About the Demand Generation Team

The Demand Generation team is responsible for creating predictable, scalable pipeline and accelerating revenue growth by turning market awareness into qualified opportunities. The team drives integrated campaigns, account-based programs, outbound prospecting initiatives, and full-funnel execution in close partnership with Sales. Success in this function is measured by the ability to create meaningful sales conversations, generate qualified meetings, meet quarterly  opportunity quota, and consistently contribute to pipeline growth.

The Role

As a Business and Engagement Development Specialist on the Demand Generation team, you will be responsible for creating qualified pipeline through strategic outbound prospecting, business relationship development, and high-impact follow-up across target accounts. This is a true hunter role focused on opening doors, building momentum within accounts, and creating sales opportunities through a combination of modern outbound tactics and traditional relationship-building skills.

The ideal candidate brings strong outbound sales experience, is confident working across multiple ICPs and verticals, has a solid understanding of the ecommerce and digital commerce industry, and understands how to build a book of business over time.This person knows how to generate traction through cold outreach, thoughtful persistence, account research, referrals, event networking, and strong follow-up discipline. They are highly accountable, metrics-driven, and bring a proven track record of meeting and exceeding KPI expectations. The right person for this role has an outgoing, go-getter personality, thrives in the trenches, and knows how to turn hustle, persistence, and strong business relationship instincts into pipeline.

This role will also support event-related business development efforts and must be comfortable traveling locally and nationally for trade shows, field events, meetings, and prospect engagement.

What You’ll Do

Outbound Pipeline Creation

• Own outbound prospecting efforts across target accounts, segments, ICPs, and verticals to generate qualified sales opportunities.
• Build account penetration strategies that identify key stakeholders, buying groups, whitespace, and business needs within named accounts.
• Execute high-quality outbound outreach across phone, email, LinkedIn, events, referrals, and other channels to create meaningful sales conversations.
• Personalize messaging based on business context, market signals, vertical challenges, role-specific pain points, and account research.
• Build momentum within accounts through consistent follow-up, relationship development, and strategic persistence.
• Monitor market momentum across target accounts and engage at the right time with the right persona based on buying signals, business changes, account activity, and market movement.

Business Relationship Development

• Establish early-stage relationships with the right personas within target accounts and develop trust through relevant, informed outreach.
• Support the development of a strong book of business by creating and nurturing connections across target accounts over time.
• Represent the company effectively as a first point of contact and create a strong impression with prospects across all touchpoints.
• Identify opportunities to expand engagement within accounts by building relationships across multiple stakeholders and functions.

Inbound and Marketing Follow-Up

• Qualify high-value inbound leads, campaign responses, and event-generated contacts with speed, judgment, and commercial focus.
• Prioritize follow-up based on fit, urgency, buying signals, and opportunity potential.
• Book discovery meetings for Account Executives and ensure a strong handoff with clear notes, business context, and recommended next steps.
• Distinguish between low-intent engagement and real pipeline opportunity, focusing effort where conversion potential is strongest.

Events and Market Presence

• Support local and national event efforts through pre-event outreach, on-site prospect engagement, and post-event follow-up.
• Use events as a pipeline-generation opportunity to build relationships, uncover opportunities, and move prospects into active sales conversations.
• Travel as needed for trade shows, customer meetings, field events, and other business development initiatives (30-40% travel expected in this role, both local and national). 

Operational Discipline and Market Feedback

• Maintain strong CRM hygiene, including accurate activity tracking, lead and account updates, disposition notes, meeting outcomes, and account intelligence.
• Track performance against KPIs and contribute to a disciplined, measurable pipeline development process.
• Share market feedback, prospect insights, objections, and competitive intelligence to help strengthen messaging and targeting.
• Contribute to improving outreach strategies, talk tracks, sequencing, and account engagement best practices.

Required Qualifications

• 5+ years of experience in business development, outbound sales, inside sales, or pipeline generation in a B2B environment.
• Proven, documented track record of meeting or exceeding KPIs related to outbound activity, meeting generation, pipeline creation, and conversion performance.
• Strong outbound prospecting experience with the ability to create opportunities from scratch, not simply respond to inbound leads.
• Experience working across multiple ICPs, buyer personas, and industry verticals.
• Demonstrated business relationship development skills and the ability to build a book of business over time.
• Strong written and verbal communication skills, with confidence across phone, email, LinkedIn, video, and live conversations.
• High level of organization, follow-up discipline, and CRM accountability.
• Comfortable operating in a metrics-driven environment with clear expectations and performance visibility.
• Willingness to travel locally and nationally in support of events, meetings, and business development initiatives.

Preferred Qualifications

• Experience supporting field marketing, event follow-up, and account-based pipeline generation.
• Familiarity with Salesforce, HubSpot, LinkedIn Sales Navigator, sequencing tools, and intent or data platforms.
• Experience prospecting into ecommerce, SaaS, technology, or digital transformation-related environments.
• Experience engaging mid-market and enterprise accounts.
• Familiarity with Salesforce, HubSpot, LinkedIn Sales Navigator, sequencing tools, intent or data platforms, experience with AI-first go-to-market environments and comfort leveraging AI to improve research

What Success Looks Like

• Consistently generating qualified meetings and pipeline through outbound prospecting.
• Building momentum within target accounts and developing relationships across multiple stakeholders.
• Meeting or exceeding activity, conversion, and pipeline KPIs.
• Creating a strong partnership with Sales, Marketing, and RevOps through disciplined execution and clear feedback loops.
• Representing the company with professionalism, urgency, and strong commercial instincts across every prospect touchpoint.

Why This Role Matters

This role sits at the center of pipeline creation. It is not simply about lead response. It is about creating opportunity, opening doors, and helping turn market presence into real business. The person in this role will play a critical part in helping the organization penetrate target accounts, support event strategy, and create qualified conversations that contribute directly to growth.

About VTEX