Sales Prospecting & Pipeline Specialist

Overview

We are recruiting on behalf of our client for a Sales Prospecting & Pipeline Specialist. Our client is a leading provider of cost segregation studies and real estate tax strategies, helping property owners accelerate depreciation and unlock substantial tax savings through tailored financial solutions. This role is central to their growth, responsible for building and progressing a qualified opportunity pipeline that feeds directly into the work of their senior sales specialists.

You will conduct high-volume outbound prospecting, qualify leads against defined criteria, and schedule appointments for Account Managers — all while maintaining accurate records in HubSpot and following established sales processes. This is a fully remote position aligned with US Eastern Standard Time (EST) business hours, requiring discipline, consistency, and a genuine drive to deliver results.

Key Responsibilities

• Conduct 80–100 outbound calls per day to prospective clients, engaging leads in a clear, professional, and concise manner
• Qualify prospects based on established criteria, identifying interest levels, buying signals, and objections to determine pipeline readiness
• Schedule and hand off qualified appointments to Account Managers, providing accurate context, relevant prospect details, and key conversation notes to maximize each meeting opportunity
• Manage all assigned leads and follow-up activity within HubSpot, ensuring pipeline records, lead statuses, and next steps are accurate and consistently up to date
• Deliver personalized outreach using approved messaging frameworks tailored to each lead source, maintaining a conversational and professional tone throughout
• Research prospects and relevant property information ahead of calls, and maintain strong working knowledge of the client's service offering to handle questions and objections confidently
• Collaborate with Account Managers and sales leadership by sharing prospect feedback, common objections, and outreach insights to support continuous improvement

Requirements

• Matric (Grade 12) is required as a minimum; a National Diploma or relevant NQF Level 5–6 qualification in Sales, Marketing, Business, or a related field is advantageous
• 1–2 years of experience in outbound B2B sales, lead generation, or appointment setting
• Strong written and spoken English, with a clear, neutral, and professional communication style suited to a North American client base
• Comfortable working in a metric-driven environment with daily call targets and performance benchmarks
• Proficiency with CRM tools, particularly HubSpot, or demonstrated ability to learn and work within structured sales systems
• Reliable fiber internet connection (minimum 100 Mbps upload and download) with an Ethernet connection and a stable backup power solution such as a UPS or inverter

Preferred Experience

• Prior experience in financial services, real estate, or a related industry where consultative outreach was required
• Familiarity with tools such as HubSpot, Ringover, or Google Workspace in a professional sales environment
• Experience working remotely for a US or UK-based client, with demonstrated ability to maintain output and accountability across time zones
• Exposure to structured sales processes, scripted outreach frameworks, or formal SOP-driven environments

Key Competencies

• Strong communication skills
• High attention to detail
• Strong organizational skills
• Ability to work independently
• Professionalism and reliability