Manager of Data Enrichment and GTM Plays (Hybrid)

KnowBe4 is the global leader in Human Risk Management, trusted by over 70,000 organizations worldwide to secure their employees and AI agents for over 15 years. We're pioneering a new era of security. AI-powered since 2016. And market-leading since day one.

Our HRM+ combines continuous risk intelligence, advanced technical defenses, and personalized training to help organizations build strong security cultures. We help organizations understand, measure, and reduce human risk across their entire workforce, defending against, deepfakes, and emerging AI-powered threats.

We believe that protecting organizations from cyberthreats and creating a positive environmental impact go hand in hand. True resilience is collective, it requires us to protect our people, our data, and our planet.

Remote positions open in the US office only.

A Manager of Data Enrichment and GTM Plays is a revenue operations focused role responsible for ensuring that the sales team has high-quality, actionable data and structured strategies to target that data effectively. This manager bridges the gap between Sales, Marketing, and Data and Analytics (D&A) by automating lead enrichment and deploying targeted sales strategies ("plays") into CRM and sales engagement tools. This role is crucial for ensuring that sales representatives spend less time researching and more time talking to highly qualified leads.

Responsibilities:

Data Enrichment & Quality (60-70%):

• Data Accuracy: Ensure Salesforce is clean, accurate, and up-to-date by filling in missing fields such as job titles, contact details, firmographics (company size, industry), and technographics (technology stack).

• Automation Strategy: Implement automated data enrichment workflows using tools like ZoomInfo, 6sense, or Clay to reduce manual administrative burden for sales reps.

• Lead Segmentation: Use enriched data to segment the audience for tailored sales and marketing initiatives.

• Data Governance: Collaborate with D&A to Establish data standards, validation rules, and protocols for data entry and maintenance.

Sales Plays & Activation (30-40%):

• Playbook Development: Design "sales plays"—structured outreach strategies (e.g., targeted and personalized email messaging, LinkedIn outreach) tailored to specific segments (e.g., "fast-growing FinTech companies in the US").

• Salesforce Integration: Push enriched data directly into sales engagement tools (e.g., Salesloft) so reps can begin outreach immediately.

• Account Targeting: Identify "white-space" opportunities and map buying groups / committees by uncovering subsidiaries, affiliates, and decision-makers.

• Performance Measurement: Monitor KPIs such as call volume, conversation rates, and lead generation numbers to identify gaps and refine plays.

Key Performance Indicators (KPIs)

• Data Accuracy/Completeness Rate: Percentage of records with complete firmographic and contact data.

• Lead-to-Meeting Conversion Rate: Effectiveness of sales plays in generating meetings.

• Data Enrichment ROI: Impact on pipeline generation and deal closure rates.

• AE / SDR Productivity: Increase in outbound outreach volume due to less research time.

Minimum Qualifications:

• Bachelor’s degree or equivalent work experience

• 5+ years experience in sales operations, revenue operations, or data management.

• Expert-level knowledge of Salesforce

• Expert-level knowledge of tools like ZoomInfo, Clay, 6Sense and / or LinkedIn Sales Navigator

• Ability to analyze data trends and identify actionable insights.

• Strong ability to collaborate with marketing and sales teams to translate data into sales strategies.

• Methodical approach to identifying and resolving data inconsistencies.

• Experience with Gmail and Google Docs

• Experience with MS Office (Word and Excel)

• Experience with web browsers (Chrome, Internet Explorer, etc.)

• Strong verbal and written communications

• Excellent time management and organization skills

• Proficiency with a CRM, such as Salesforce

• Strong analytical skills (including mastery of Microsoft Excel) and experience with reporting and data analysis.

• Proficiency in Data Enrichment Tools like ZoomInfo and Clay

• Ability to manage multiple projects at the same time in a fast-paced environment.

• Technically capable, excellent communicator, and a desire to improve processes.

• Team Player

• Ability to work autonomously

Our Fantastic Benefits

We offer company-wide bonuses based on monthly sales targets, employee referral bonuses, adoption assistance, tuition reimbursement, certification reimbursement, and certification completion bonuses - all in a modern, high-tech, and fun work environment. For more details about our benefits in each office location, please visit www.knowbe4.com/careers/benefits.

Note: An applicant assessment and background check may be part of your hiring procedure.

Individuals seeking employment at KnowBe4 are considered without prejudice to race, color, religion, national origin, age, sex, marital status, ancestry, physical or mental disability, veteran status, gender identity, sexual orientation or any other characteristic protected under applicable federal, state, or local law. If you require reasonable accommodation in completing this application, interviewing, completing any pre-employment testing, or otherwise participating in the employee selection process, please visit www.knowbe4.com/careers/request-accommodation.

No recruitment agencies, please.