Senior Lead Qualification Manager (Inside Sales)

Lead Qualification & Pipeline Development

• Monitor and manage all incoming leads from marketing campaigns website forms gated content webinars events and digital channels ensuring timely and accurate qualification.

• Qualify leads against ICP (ideal customer profile) criteria behavioral signals intent data and engagement history; make fast informed decisions on lead disposition (hand-off nurture disqualify).

• Conduct in-depth research on high-value accounts identifying key stakeholders organizational structure and buying signals to provide sales with actionable prospect intelligence.

• Identify patterns in inbound lead activity (e.g. multiple touchpoints from a single company repeat visits to key pages) and escalate insights to sales and marketing proactively.

• Partner with sales to ensure smooth high-quality opportunity hand-offs and track downstream conversion impact.

• Meet or exceed KPIs including meetings booked lead-to-opportunity conversion rates and pipeline influence.

  Email Nurturing & Marketing Automation Technology (MAT)

• Own and continuously optimize the email nurturing program designing building and refining automated workflows that move unqualified leads through the funnel toward sales-readiness.

• Develop and manage multi-touch email sequences personalized by vertical persona intent stage and campaign context; balance automation with a high-quality prospect experience.

• Leverage MAT platforms (HubSpot Marketo or equivalent) to configure lead scoring models lifecycle stage automation enrollment triggers and suppression logic.

• Benchmark and evaluate MAT and sales engagement tools (Outreach Salesloft Apollo etc.) to drive continuous improvement in automation personalization and outreach effectiveness.

• Create automated and recurring performance reports on email and nurture program metrics (open rates click-through rates conversion rates MQL velocity) and use data to refine strategy.

• Collaborate with digital marketing to ensure all lead qualification activities lead statuses and nurture stages are accurately codified within CRM and MAT systems.

  Process Templates & Scalability

• Establish and document repeatable qualification processes outreach templates multi-channel sequences and escalation parameters that enable team training onboarding and program scalability.

• Implement tools and automation to reduce manual qualification workload while maintaining an exceptional prospect experience; stay current on industry best practices and emerging tools.

• Develop a lead qualification playbook covering ICP definitions scoring criteria outreach frameworks and hand-off standards.

• Provide structured feedback to marketing on lead quality content asset performance campaign effectiveness and messaging informed by direct outreach observations.

  Team Leadership & Cross-Functional Collaboration

• Coach mentor and develop a team of Lead Qualification Specialists providing guidance on outreach techniques email copywriting platform usage and qualification judgment.

• Collaborate with marketing and sales leadership to align qualification criteria campaign priorities and pipeline targets.

• Work with revenue operations to ensure CRM hygiene data integrity and accurate funnel reporting.

• 58 years of experience in lead qualification inside sales sales development or B2B demand generation with progressive responsibility.

• Demonstrated expertise in email marketing and marketing automation platforms (HubSpot Marketo or equivalent) including nurture workflow design lead scoring and reporting.

• Proven track record building and scaling outbound and inbound qualification programs with measurable pipeline results.

• Hands-on experience with CRM systems (Salesforce preferred) sales engagement platforms (Outreach Salesloft Apollo) and lead intelligence tools.

• Strong analytical skills able to interpret funnel data identify trends and make data-driven decisions.

• Exceptional written communication skills; able to craft compelling personalized email copy at scale.

• Experience leading or mentoring team members; player-coach mindset with both strategic vision and hands-on execution ability.

• Fluent in English; additional languages a strong plus given global lead volume.

• Highly organized detail-oriented and self-directed with strong cross-functional collaboration skills.