Pipeline Activation Coordinator

SUMMARY:
We’re looking for a highly organised and proactive Pipeline Activation Coordinator to take ownership of stalled leads, strengthen customer relationships, and drive revenue momentum.
If you thrive in a fast-paced environment, enjoy structured follow-up work, and love bringing order to chaos in a sales pipeline, this role is for you.

POSITION INFO:

Key Responsibilities:
As the Pipeline Activation Coordinator, you will:
Own and manage all at‑risk leads (no activity for 7+ days) and re-engage them through structured outreach
Execute a clear follow-up cadence
Conduct regular check-ins with an existing customer base to track satisfaction, renewal needs, and engagement levels
Identify upgrade and expansion opportunities using usage insights, renewal timelines, and client behaviour signals
Build and maintain a future upgrade pipeline to ensure all eligible customers have active conversations in motion
Collaborate with internal teams to refine engagement scripts and customer communication templates
Log all customer interactions and lead updates in the CRM within 24 hours
Produce weekly reports on stale leads, customer health, and pipeline status
Assist with overflow lead qualification during peak periods

Key Performance Indicators:
Success in this role will be measured through:
Stale lead recovery: Re-engaging at least 50% of at‑risk leads within 7 days
Customer check‑ins: 100% of assigned customers contacted every quarter
Upgrade pipeline health: All upcoming eligible customers in active conversations
Upgrade contribution: Supporting at least 12 closed upgrade deals annually
CRM discipline: 100% of interactions logged within 24 hours
Pipeline hygiene: Zero leads older than 14 days without an update

Qualifications & Experience:
Diploma or Degree in Business, Sales, Marketing, or similar (NQF 6+)
At least 2 years’ experience in customer success, account management, or sales support
Comfortable making outbound calls to engaged leads and existing customers
Familiarity with structured follow-up cadences and CRM-based tracking
Experience in customer retention or renewals is advantageous
B2B environment exposure is beneficial

Key Competencies:
Persistence: Consistent follow-up while maintaining professionalism
Empathy: Ability to build rapport and understand client needs
Organisation: Manages multiple touchpoints simultaneously
Commercial instinct: Spots upsell opportunities and escalates appropriately
CRM discipline: Thorough logging, strong process adherence
Resilience: Handles rejection and silence with composure and motivation