Lead Development Analyst

Job description

**The Role** The Lead Development Analyst is responsible for identifying, validating, and enriching high-confidence license management opportunities. This role combines elements of sales development, open-source research, and quality assurance into a single, end-to-end workflow. Analysts operate across the full lifecycle of lead development, from discovery through validation, ensuring that only well-researched, high-quality opportunities are submitted to the sales team. Success in this position requires analytical thinking, attention to detail, and strong judgment when working with incomplete or ambiguous data. **Key Responsibilities** 1. Lead Discovery & Identification - Identify potential compliance opportunities using curated datasets, link lists, and online repositories - Apply structured and creative approaches to uncover relevant leads 2. Document Analysis & Forensics - Examine PDF documents to detect usage of iText or related technologies - Identify licensing indicators (e.g., AGPL references) - Assess the strength and reliability of evidence 3. Organization & Entity Validation - Determine the organization responsible for document creation - Validate company location and ICP alignment - Resolve incomplete or ambiguous entity data 4. Lead Qualification & Validation - Apply acceptance criteria to determine lead eligibility - Ensure submissions meet evidence and ICP thresholds - Maintain high first-pass quality and minimize rejected leads 5. Data Entry & CRM Integrity - Input validated leads into Salesforce - Attach supporting documentation - Maintain accuracy and consistency across records 6. Data Enrichment & Analysis - Enhance leads with additional company context and evidence - Identify trends to improve targeting 7. Cross-Functional Collaboration - Work with OSLD leadership to refine lead quality and frameworks - Collaborate with Sales and Marketing Teams to continuously improve Lead generation and research **Qualifications** Required: - Strong analytical and problem-solving skills - High attention to detail - Ability to evaluate ambiguous information - Experience with Excel and CRM systems Preferred: - Experience in SDR, QA, or compliance research roles - Familiarity with AGPL or open-source licensing - Multilingual capabilities **Key Traits for Success:** - Investigative mindset - Strong judgment and decision-making - Accountability for quality and output - Critical thinking **Why This Role Is Unique** - Combines lead generation, validation, and QA - Focuses on quality and business impact - Exposure to sales strategy and license management processes - Direct impact on revenue pipeline