Senior Lead Qualification Manager (Inside Sales)

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Job description

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.

Job requirements

5–8 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.