Advanced Specialist, Program Manager – SDR Program

This is a fully remote position, open to applicants in New Jersey.

📋 Description

• Take ownership of the complete SDR program design, encompassing lead management, qualification standards, and conversion workflows.

• Define and enhance the role of the SDR program in pipeline creation versus servicing activities to maximize effectiveness.

• Convert leadership priorities into scalable SDR processes and operational models.

• Collaborate with Sales Leadership to ensure SDR scope aligns with business objectives (pipeline quality, new business, speed-to-lead).

• Design and oversee lead routing, qualification, and conversion rules across various systems (e.g., Salesforce / 1CRM).

• Identify inefficiencies within SDR workflows (manual steps, duplication, data gaps) and implement enhancements.

• Drive automation initiatives to increase the speed, consistency, and scalability of lead handling.

• Standardize SDR playbooks, documentation, and best practices throughout the program.

• Manage SDR reporting frameworks, dashboards, and KPIs (lead volume, conversion rates, pipeline influence).

• Monitor program performance on a weekly basis and provide actionable insights to leadership.

• Ensure accurate attribution of SDR impact on pipeline and revenue.

• Conduct audits and establish mechanisms to enhance data hygiene and reporting accuracy.

• Act as the primary coordination point among Sales, Marketing, Operations, and external partners.

• Align on lead sources, campaign inputs, and handoff expectations.

• Define roles and responsibilities between SDRs and Sales (e.g., qualification vs. pipeline ownership).

• Partner with RevOps/Tech to support system enhancements and improvements in data structure.

• Lead initiatives to transition SDRs towards higher-value, proactive pipeline generation.

• Assess program performance and suggest structural or strategic modifications.

• Test new approaches (automation, segmentation, outreach models) to enhance conversion results.

• Integrate feedback from Sales and stakeholders to refine program effectiveness.

⛳️ Requirements

• A minimum of 4 years of experience in sales operations, program management, or sales development environments.

• Strong comprehension of lead lifecycle management, CRM systems (Salesforce/1CRM), and pipeline mechanics.

• Proven track record of building or optimizing programs/processes at scale.

• Excellent analytical skills with the capacity to translate data into actionable business recommendations.

• Outstanding cross-functional collaboration and communication abilities.

🏝️ Benefits

• Participation in Pearson’s annual incentive program.