Lead Qualification Analyst

Umanse

MQL responsible for lead qualification process, connecting solutions to client needs for the Techni portfolio. Engaging with SDRs and Closer to ensure high-quality leads.

Posted 5/12/2026full-timeBelo Horizonte • 🇧🇷 BrazilSeniorWebsite

About the role

Key responsibilities & impact

Receive leads from SDRs and conduct qualification meetings (discovery calls), deepening understanding of the company, its challenges, and its maturity in innovation.
Apply structured qualification criteria (BANT, MEDDIC, or a proprietary framework) to classify opportunities.
Present the Techni portfolio (courses, MBA, metaconsulting) consultatively, aligning solutions with identified needs.
Document all collected information in the CRM: pains, budget, timeline, decision-makers, and decision criteria.
Forward only qualified opportunities to the Closer, with a complete briefing and context for negotiation.
Return leads to the SDR that require further nurturing, indicating areas for improvement in the approach.
Collaborate with Marketing to define qualification criteria and the ideal customer profile (ICP).
Track lead quality metrics and propose improvements to the qualification process.

Requirements

What you’ll need

Bachelor's degree in Business Administration, Marketing, Sales Management, or related fields.
Experience in pre-sales, lead qualification, or B2B inside sales.
Analytical ability to assess the profile and potential of opportunities.
Familiarity with CRM tools and qualification methodologies.
Strong communication and active listening skills.
Experience in consulting, executive education, or innovation services is a plus.
Knowledge of qualification frameworks (BANT, MEDDIC, SPIN) is a plus.
Experience selling mid- to high-ticket solutions is a plus.

Benefits

Comp & perks

Base salary + variable compensation tied to targets for qualified leads delivered to the Closer and conversion rate

ATS Keywords

✓ Tailor your resume

Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools

lead qualificationB2B inside salesanalytical abilityqualification methodologiesconsultingexecutive educationinnovation servicesqualification frameworksBANTMEDDIC

Soft Skills

strong communicationactive listening

Certifications

Bachelor's degree