Lead generation manager

Kotrov is a software engineering and technology consulting company working with B2B SaaS and software businesses. We help clients with product development, fractional technology leadership, project recovery, modernization, and engineering delivery.

We are looking for a Lead Generation Manager responsible for prospect research, outbound communication, lead qualification, and development of lead generation channels. Our primary markets are the US, Canada, the UK, and other English-speaking markets.

What you will do

• Research target companies and decision-makers based on our ICP and relevant buying signals.
• Work with Upwork and relevant marketplaces: identify opportunities, assess fit, and prepare personalized proposals.
• Run prospecting through LinkedIn Sales Navigator and personalized LinkedIn / email outreach.
• Find, enrich, and verify prospect contact data.
• Manage follow-ups, perform initial lead qualification, and book discovery calls.
• Research potential referral / delivery partners and initiate first contact.
• Keep the CRM accurate and provide regular reporting.
• Analyze conversion, test messaging and segments, and suggest improvements to lead generation channels.

What we are looking for

• Hands-on experience in Lead Generation, Outbound, Business Development, or B2B Sales; around 1+ year is a guideline, but practical skills and results matter more.
• Ability to identify relevant companies and the right decision-makers rather than simply build large contact lists.
• Strong written communication skills and a good understanding of personalized outbound.
• English at Intermediate / B1+ or higher for international B2B communication; B2+ is preferred.
• A structured approach to CRM, follow-ups, and working with large amounts of information.
• Self-management, attention to detail, and focus on pipeline quality.

Nice to have

1. Experience in IT / SaaS / software development services.
2. Hands-on use of Upwork, LinkedIn Sales Navigator, Apollo, HubSpot / Pipedrive, Clay, Hunter, NeverBounce, Instantly, Smartlead, Lemlist, or similar tools. Experience with the entire stack is not required

AI in the workflow

• Use of ChatGPT / Claude and other AI tools for research, personalization, lead scoring, analysis, and routine automation; no generic AI-generated spam.

Conditions

1. Full-time, remote.
2. Probation period — 2 months.
3. KPI bonus
4. Closed-Won bonus — % of the first collected client payment

Hiring process

1. Short interview — experience, channels, tools, results, and approach to prospecting.
2. Practical assignment · 60−90 minutes — 10 ICP companies, 3 strongest prospects with rationale, a LinkedIn message, cold email, follow-up, and review of several Upwork opportunities.
3. Final interview — we review the assignment and discuss the working model, expectations, and potential start date.