We are seeking a proactive, professional, and results-driven Lead Qualification Specialist to support our sales and business development activities. The successful candidate will be responsible for engaging with prospective clients, qualifying opportunities, and booking appointments for the sales team.

This role is pivotal in ensuring that the sales team focuses on high-quality opportunities by identifying potential clients, understanding their requirements, and determining whether they are a suitable fit for our services.

Lead Qualification

• Contact prospective customers via telephone, email, LinkedIn, and other communication channels.
• Conduct initial discovery conversations to understand prospects' business needs, challenges, and objectives.
• Qualify leads against agreed criteria, including budget, authority, need, timeline, and suitability.
• Determine whether prospects meet the ideal customer profile and are ready for further engagement.
• Accurately capture and maintain qualification notes within the CRM system.

Appointment Setting

• Schedule meetings between qualified prospects and the sales team.
• Confirm appointments and ensure all relevant information is communicated to stakeholders.
• Manage prospect expectations regarding next steps and timelines.
• Follow up on scheduled meetings to maximise attendance rates.

Pipeline Management

• Maintain a consistent flow of qualified opportunities for the sales team.
• Track and manage leads throughout the qualification process.
• Ensure all prospect interactions are accurately recorded in the CRM.
• Update lead statuses and maintain high levels of CRM data integrity.
• Manage follow-up activities and lead nurturing campaigns where required.

Prospecting & Research

• Research target organisations and key decision-makers.
• Identify potential business opportunities within target markets.
• Build and maintain prospect databases.
• Gather market intelligence and competitor insights to support business development efforts.

Collaboration

• Work closely with the sales and marketing teams to improve lead quality and conversion rates.
• Provide feedback on campaign performance and prospect engagement.
• Participate in regular team meetings, training sessions, and performance reviews.

Requirements

Essential

• Minimum 1–2 years' experience in lead generation, lead qualification, appointment setting, telesales, business development, or a similar role.
• Excellent verbal and written communication skills.
• Professional telephone manner and strong interpersonal skills.
• Experience using CRM systems.
• Strong organisational and time-management abilities.
• Ability to work independently and manage multiple priorities.
• Comfortable engaging with business decision-makers at various levels.

Desirable

• Experience in a B2B sales environment.
• Experience using prospecting tools such as LinkedIn Sales Navigator, Cognism, Lusha, Apollo, or similar platforms.
• Understanding of sales qualification frameworks such as BANT, MEDDIC, or SPICED.
• Experience supporting UK-based businesses.

Key Competencies

• Strong communication and relationship-building skills.
• Excellent listening and questioning abilities.
• High attention to detail.
• Self-motivated and target-driven.
• Professional, resilient, and adaptable.
• Strong problem-solving skills.
• Ability to work collaboratively within a team environment.

Systems & Tools

• CRM Systems (HubSpot, Salesforce, Zoho, or equivalent)
• LinkedIn Sales Navigator
• Microsoft Office Suite
• Email and Sales Engagement Platforms
• Lead Generation and Data Enrichment Tools

Benefits

What you'll get

• R15,000 basic salary + uncapped commission.
• Coaching and mentoring from sales leaders with 15+ years of experience.
• A clear path to becoming an exceptional sales professional—not just another SDR.
• A culture that rewards curiosity, initiative and results.