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.