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.