Lead Operations Manager

This is a fully remote position, open to applicants in North Carolina.

📋 Description

• Take ownership of the complete lead lifecycle, encompassing capture, enrichment, qualification, scoring, routing, sales handoff, disposition, and recycling.

• Define and manage lead lifecycle specifications, qualification criteria, routing and assignment protocols, SLAs, disposition procedures, and lead management standards.

• Oversee the health of lead flow, addressing bottlenecks, routing challenges, data quality issues, lead leakage, processing delays, and operational deficiencies.

• Enhance lead workflows, integrations, business rules, and controls to boost reliability, speed, scalability, and conversion rates.

• Collaborate with Sales Operations and Sales leadership to improve lead acceptance, follow-up, disposition, recycling, and closed-loop feedback mechanisms.

• Manage lead scoring and qualification frameworks, ensuring alignment with market strategies, buyer behaviors, and sales insights.

• Work alongside Data Science and Analytics to assess model performance, suggest improvements, validate modifications, and oversee testing and implementation.

• Regulate scoring and qualification adjustments through detailed requirements, impact assessments, testing, documentation, and post-launch evaluations.

• Define and track lead flow and funnel KPIs, linking operational performance and lead quality to sales acceptance, opportunity generation, pipeline development, and conversion.

• Convert business requirements into specifications for automation, integrations, data management, reporting, and system upgrades.

• Conduct root-cause analyses and facilitate cross-functional resolutions for intricate lead flow challenges.

• Organize testing and ensure readiness for changes in the lead lifecycle.

• Assess upstream and downstream effects to maintain data quality, reporting accuracy, compliance, scalability, and business continuity.

• Supervise, mentor, and develop a small team.

• Oversee the lead operations backlog and intake procedures.

• Provide leadership with insights into lead flow performance, risks, and priorities.

⛳️ Requirements

• Bachelor’s degree or equivalent relevant experience.

• 5+ years of experience in Marketing Operations, Revenue Operations, Sales Operations, Demand Generation Operations, or a related field.

• At least 1 year of people management experience or proven ability to lead, coach, and develop team members.

• Experience in taking ownership or playing a key leadership role in a complex lead management system.

• Proven track record in managing lead capture, enrichment, qualification, scoring, routing, assignment, sales handoff, disposition, and recycling.

• Experience in defining or managing lead lifecycle stages, qualification criteria, routing guidelines, SLAs, and operational governance.

• Strong knowledge of CRM and marketing automation platforms, such as Salesforce, Marketo, HubSpot, Eloqua, Account Engagement, or comparable technologies.

• Familiarity with behavioral, demographic, predictive, or machine learning-based lead scoring models.

• Experience in lead-to-revenue reporting and funnel performance assessment.

• Ability to comprehend technical concepts including data flows, integrations, fields, business logic, APIs, data quality, and system dependencies.

• Strong analytical and problem-solving abilities.

• Exceptional communication and cross-functional leadership skills.

• Capability to manage competing priorities and navigate complex cross-functional organizations.

• Experience collaborating with Data Science, Data Engineering, IT, Analytics, or Business Intelligence teams.

• Knowledge of SQL, BI/reporting tools, data visualization, data warehouses, or contemporary marketing and revenue data architectures.

• Experience supporting B2B demand generation and intricate or multi-segment sales strategies.

• Background in account-based marketing, account-level qualification, intent data, propensity models, or buying-group methodologies.

• Experience managing lead routing across various territories, segments, products, or sales teams.

• Understanding of data privacy, consent management, and marketing data governance.

🏝️ Benefits

• Annual discretionary bonus plan.

• Variable compensation plan.

• Equity plans.

• Health and financial benefits.

• Commuter support.

• Employee assistance programs.

• Tuition assistance.

• Employee resource groups.

• Collaborative workspaces.

• Flexible work arrangements.

• Digital collaboration tools.

• Book clubs.

• External speakers.

• Hackathons.

• Support for learning and development.

• Inclusive work environment.