Senior Manager, Strategy & Operations, SLG Digital Marketing
Optimizes inbound marketing funnel and BDR processes in partnership with RevOps and Demand Gen. Drives efficiency through playbooks, systems, A/B testing, and capacity planning. Requires expertise in Salesforce, Marketo, Outreach.
About the job
What You’ll Do
1. Infrastructure
- Unified Data Logic: Work with Marketing Ops and Revenue Ops for data hygiene, attribution models, and inbound BDR nuances.
- Collaborative Roadmap: Influence global BDR roadmap, prioritizing Lead-to-SQO-to-VO optimizations.
- Cross-Functional Partnership: Design systems, lead-scoring, and tech stack with Marketing Ops, RevOps, and Business Systems.
2. BDR Playbook Design & Execution
- The Hand-off: Provide BDRs immediate context and tools for MQLs.
- Contextual Playbooks: Build outreach strategies for inbound sources.
- Objection Handling & Messaging: Analyze call recordings for training and scripts.
- Speed-to-Lead: Implement SLA protocols to maximize connect rates.
- A/B Testing: Test subject lines, scripts, and sequencing with Demand Gen and BDRs.
3. Lifecycle & Warm Outbound Strategy
- Database Activation: Strategies for Closed-Lost, stalled leads, and dark prospects.
- Event Orchestration: Pre- and post-event outreach with Field Marketing.
- "Signal-Based" Prospecting: Define manual intervention vs. nurture for low-intent leads.
4. Strategic Funnel Architecture
- Lead Logic & Flow: Refine MQL scoring models.
- Conversion Strategy: Improve lead-to-MQL, MQL-to-SQO, SQO-to-VO rates.
- The Feedback Loop: Provide BDR insights to Demand Gen on lead quality.
5. Capacity & Resource Planning
- Capacity Management: Forecast BDR needs from lead trends.
- Coverage Assurance: Ensure coverage during peaks and optimize territory distribution.
What We’re Looking For
- Collaborative operator with conviction and relationship skills.
- Strategic alignment turning goals into operations.
- Full-stack thinker understanding BDR friction.
- Time-zone fluid for global teams.
- Tech-savvy in Salesforce, Marketo, Outreach.
Skills
Salesforce, Marketo, Outreach, Salesforce Admin, Marketo Admin, Revenue Operations, Demand Generation, Lead Scoring, A/B Testing, Data Analysis
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