Sales Pipeline Specialist

About the Role

As a Sales Pipeline Specialist at Naveera, you'll be the engine of our growth engine — sourcing, qualifying, and converting NEMT and fleet transportation leads into closed deals. You'll own the full sales cycle from first touch to handoff, working directly with fleet owners, operations directors, and dispatch managers to understand their pain points and demonstrate how Naveera transforms their operations.

Responsibilities

• Source and qualify leads in NEMT + fleet transportation (targeting accounts with majority NEMT operations)
• Run discovery calls to confirm fit: fleet size, dispatch workflow, routing pain, billing pain, urgency, decision-maker access
• Book and prep "closing" calls (demo + pricing + next steps) and hand off cleanly to the Customer Success & Onboarding Specialist
• Maintain tight CRM hygiene: pipeline stages, notes, next steps, objections, stakeholder map, close timeline
• Execute outbound and inbound motions across phone, email, LinkedIn, and partner referrals
• Identify trigger events (new contracts, fleet expansion, broker pressure, churn from competitors) and act fast
• Coordinate with marketing/ops on lead lists, vertical targeting, and feedback loops to improve conversion
• Capture structured customer feedback and objections to inform product positioning and roadmap priorities

Required Qualifications

• 1–4 years experience in SDR/BDR, inside sales, or full-cycle sales in B2B SaaS (or equivalent high-velocity environment)
• Strong phone + video-call confidence (cold calls, discovery, objection handling, follow-up)
• Ability to qualify deals and drive next steps with decision-makers (owners, ops directors, dispatch managers)
• Comfortable working in a CRM daily (pipeline management, activity tracking, clean notes, forecasting basics)
• Strong business writing skills (clear emails, recap notes, follow-up sequences)
• Performance-driven mindset: activity targets, conversion rates, show rate, SQL quality, pipeline creation

Preferred Qualifications

• Experience selling into transportation, fleet, logistics, dispatch, telematics, routing, or NEMT-adjacent workflows
• Familiarity with healthcare operations, HIPAA-adjacent environments, or broker/facility relationships (nice-to-have)
• Experience with multi-channel outbound systems (sequencing tools, call cadences, list building, lead enrichment)
• Ability to communicate technical value simply (routing logic, driver apps, GPS/OBD/telematics concepts)

Soft Skills

• Clear, persuasive communicator with strong listening and discovery discipline
• Resilient: consistent output despite rejection; follows up until there is a clear yes/no
• Ownership mindset: treats pipeline quality like a product (tight handoffs, no dropped leads)
• Coachable and iterative: improves scripts, messaging, and targeting based on results