Senior Manager, Lead Management

Summary

Join Apollo.io as a Senior Manager of Lead Management and bridge the gap between marketing and sales teams. Collaborate with sales leadership to gather requirements for lead qualification, scoring, and segmentation. Translate sales needs into actionable specifications for implementation by the Marketing Operations and Analytics & Intelligence teams. Establish service-level agreements (SLAs) for lead handoff and follow-up. Partner with Analytics & Intelligence to develop and refine lead scoring models. Oversee lead nurturing programs, ensuring personalized and timely engagement. Identify and resolve bottlenecks in the lead-to-revenue pipeline. Mentor and guide a team of lead management professionals. Develop KPIs and dashboards to track lead management performance. Support the Senior Manager of Marketing Operations in maintaining the Apollo marketing database.

Requirements

• 7+ years of experience in demand generation, lead management, or related roles, with at least 3 years in a management or leadership position
• Strong expertise in lead scoring, tracking systems, and marketing automation platforms (e.g., HubSpot, Marketo, Salesforce)
• Experience managing or leveraging marketing databases, ensuring integration with go-to-market tools and compliance with data regulations
• Proven ability to align marketing and sales teams in a B2B SaaS environment, with a focus on lifecycle-based segmentation and outbound targeting
• Strong collaboration and communication skills, with the ability to translate sales needs into technical requirements for operations and analytics teams
• Solid analytical skills with experience in performance reporting and data-driven decision-making
• Bachelor’s degree in marketing, business, or a related field; advanced certifications (e.g., marketing automation, PMP) a plus

Responsibilities

• Collaborate with sales leadership to gather and prioritize requirements for lead qualification, scoring, and segmentation, aligning with customer lifecycle stages for outbound efforts
• Translate sales needs into actionable specifications for the Senior Manager of Marketing Operations and Analytics & Intelligence teams to implement
• Establish service-level agreements (SLAs) for lead handoff and follow-up, ensuring seamless integration with Revenue Operations and accountability across teams
• Partner with Analytics & Intelligence to develop and refine lead scoring models, leveraging sales feedback, third-party data (TPM), and performance metrics from the Apollo marketing database
• Collaborate with the Senior Manager of Marketing Operations to operationalize tracking systems for lead engagement across channels, ensuring integration with go-to-market tools (e.g., CRM, marketing automation platforms)
• Monitor lead quality, conversion metrics, and database accuracy, iterating on processes to improve outcomes and ensure data cleanliness
• Oversee lead nurturing programs, ensuring personalized and timely engagement to move prospects through the funnel, supported by nurture consulting from the Global Campaign and Demand Gen Support team
• Work with the Marketing Lead Engineer to integrate innovative tools and the custom marketing control plane for advanced lead management capabilities
• Identify and resolve bottlenecks in the lead-to-revenue pipeline, accelerating conversion cycles and enhancing sales handoffs
• Mentor and guide a team of lead management professionals, fostering a culture of collaboration, innovation, and results-orientation
• Develop KPIs and dashboards in collaboration with Analytics & Intelligence to track lead management performance, contributing to senior leadership reporting
• Support the Senior Manager of Marketing Operations in maintaining the Apollo marketing database and managing the global communication preference center for opt-in/opt-out compliance
• Collaborate with cross-functional teams to align lead management with global campaign strategies and operational excellence initiatives