Job Description

The Senior Director of B2B Lead Management and Operations is responsible for overseeing the strategy, execution, and optimization of lead generation, nurturing, and qualification programs for B2B customers. The Senior Director will work closely with the sales, marketing, and product teams to ensure alignment and consistency of prospect targeting strategies, use of external data, digital lead capture, lead qualification, lead processing, lead scoring, and lead routing. This person will also manage the operations and analytics of the lead management system, including operational reporting, dashboards, and insights.

Responsibilities

Develop and implement a comprehensive B2B lead management strategy that covers entire lead lifecycle from digital acquisition through conversion.
Monitor and optimize the performance of lead generation programs, using data-driven insights and best practices to improve conversion rates, lead quality, and ROI.
Manage the lead nurturing and qualification process, ensuring timely and relevant follow-up with prospects and alignment with sales goals and priorities.
Drive alignment between most senior leadership across Sales, Marketing, and Product Management on goals, strategies, organizational structure, resource allocation and investments for Lead Management.
Set direction and partner with operational owners of lead management systems, including data integration, integration, segmentation, scoring, routing, and attribution.
Create and maintain dashboards and reports that track and measure key metrics and KPIs for lead management, such as lead volume, conversion rates, pipeline velocity, and revenue impact.
Ensure data quality and accuracy across the lead management system, implementing processes and tools to verify, cleanse, and enrich lead data.
Collaborate with the sales, marketing, and product teams to provide feedback and insights on lead generation, nurturing, and qualification programs, and to align on messaging, branding, and lead flow.
Manage and coach a team of lead management and operations specialists, providing guidance, support, and development opportunities.
Stay abreast of the latest trends and best practices in ABM (Account Based Marketing), B2B lead management and operations, and leverage new technologies and tools to enhance the efficiency and effectiveness of the lead management system.

Qualifications

Bachelor's degree in marketing, business, related field or equivalent work history.
At least 10 years of experience, with at least 8 years of experience in B2B lead management and operations, preferably in a SaaS or technology company.
Experience with internal and external alignment, consensus building, and negotiation with senior executives and partners.
Proven track record of designing and executing successful lead generation, nurturing, and qualification programs that deliver measurable results.
Expertise in using and managing lead management systems, such as Salesforce, Marketo, HubSpot, or similar platforms.
Strong analytical and data-driven mindset, with the ability to use data and metrics to optimize performance and demonstrate ROI.
Excellent communication and collaboration skills, with the ability to work effectively with cross-functional teams and stakeholders.
Strong leadership and management skills, with the ability to motivate, coach, and develop a high-performing team.
Self-motivated, proactive, and results-oriented, with the ability to work independently and under pressure.
Passionate about B2B marketing, lead nurture, and lead management, and eager to learn and grow in a fast-paced and dynamic environment.