Thomas, a Xometry company, is the leading platform for industrial sourcing and digital marketing. We help manufacturers grow their businesses through high-impact digital advertising, SEO, and content marketing services. This role is critical to maintaining the data integrity and lead flow that keeps our Sales and Marketing engines running at scale.
The Sales Prospecting and Pipeline Analyst is responsible for the "Top of Funnel" data lifecycle. You will collaborate deeply with Sales Leaders and the Marketing department to identify, enrich, and manage massive datasets that fuel our marketing services and digital advertising sales business.
Key Responsibilities
Scalable Lead Operations & Enrichment
- Contact Database Building: Build and maintain the company’s core prospect and contact database, ensuring it supports scalable outbound and inbound sales efforts.
- Mass List Management: Identify and pull large-scale prospect lists based on Ideal Customer Profiles (ICPs) defined by Marketing and Sales leadership
- Bulk Data Enrichment: Utilize internal and external tools (ZoomInfo, LinkedIn Sales Navigator) to enrich thousands of records with firmographic, technographic, lead scoring, and contact data.
- Data Scrubbing & Segmentation: Cleanse large datasets to remove duplicates and inaccuracies, segmenting lists by industry, spend potential, and engagement levels.
- Distribution & Recycling Processing: Develop process to re-score, rest, and re-distribute prospects defining operational rules and workflows to ensure the best leads reach the correct sales teams
Cross-Functional Collaboration
- Marketing Alignment: Work closely with the Marketing team to ensure leads generated are properly routed and enriched for Sales.
- Sales Strategy Execution: Partner with Sales Leaders to "pre-load" territories with high-intent data, ensuring Account Executives spend 100% of their time selling rather than sourcing.
- Product Alignment: Partner with Product and Data teams to improve automation where relevant.
- Feedback Loops: Monitor the "convertibility" of research lists and adjust sourcing parameters based on real-time feedback from the sales floor.
Systems & Administrative Excellence
- CRM Governance: Serve as a power user of Salesforce (SFDC), maintaining the health of the lead and account objects.
- Automation Support: Assist in building automated workflows that move data from research tools into the CRM seamlessly.
- High-Volume Reporting: Track and report on list performance, penetration rates, and the overall health of the outbound database.
Qualifications
- Experience: 2–5 years in Sales Ops, Marketing Ops, or Lead Generation, ideally within a B2B SaaS or Digital Advertising environment.
- Data Proficiency: Advanced Excel/Google Sheets skills (Pivot Tables, VLOOKUP/Index Match, Data Cleaning) are mandatory.
- Tool Stack: Expert-level knowledge of Salesforce (SFDC) and familiarity with major enrichment tools (e.g., ZoomInfo, Apollo, Demandbase).
- Strategic Cross-Functional Alignment: Proven ability to act as a critical liaison between Sales Leadership and Marketing Operations, translating high-level growth strategies into executable data workstreams while effectively managing competing priorities.
Please submit your resume in English
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