The way organisations buy has fundamentally changed. Buying groups are larger, more distributed, and involve multiple stakeholders across both business and technical functions. As a result, traditional lead generation approaches focused on volume and activity are delivering diminishing returns. Pipeline quality - not quantity - is now the primary constraint to growth. The Business Generation Specialist role has been designed in response to this shift. It moves away from a traditional SDR model towards a more commercially focused approach to early-stage engagement. In this role, you will focus on understanding customer context, identifying relevant opportunities, and ensuring pipeline is aligned to real business needs. In practice, this means focusing less on activity and more on creating opportunities that are relevant, well-qualified, and capable of progressing. As a BGS, you will engage potential customers, understand their context, and help create pipeline with a clear path to revenue. You will work closely with Sales and Marketing to ensure opportunities are aligned to real business needs. This role builds a strong foundation in stakeholder engagement, discovery, and commercial thinking, with a clear pathway into broader sales roles.
Key Responsibilities
Core Competencies
Qualifications & Experience
Success Profile