Lead Generation Manager

As a global leader in facilities services we connect people and places to make the world work better. Whether directly or indirectly, you will play a vital role in supporting our placemakers in delivering exceptional workplace experiences for our customers. Together, we make space for people and businesses to thrive.

Location: Copenhagen

Language: English

Application deadline: 7th August 2026

Main Purpose Of The Position / Key Expectations

The Lead Generation Manager is responsible for creating a consistent flow of qualified, revenue-generating opportunities by combining market intelligence, customer research, account-based marketing, digital engagement, and targeted business development activity. The role focuses on identifying and understanding high-value target accounts, their key stakeholders, current incumbent providers, business challenges, contract cycles, and organisational change events that may create the right conditions for ISS to engage. Working closely with Sales, Marketing, Solutions, Account Management, and Industry Leads, the Lead Generation Manager will convert account insight into targeted outreach, relationship development, and qualified pipeline. Success will be measured by pipeline value, lead quality, conversion rates, account engagement, and the cost efficiency of lead generation activity, with a clear focus on improving funnel performance and return on investment.

What You Will Do

• Identify, prioritise, and research strategic target accounts, including key stakeholders, buying centres, decision makers, influencers, procurement contacts, and relevant change triggers.
• Monitor market signals including incumbent provider performance, contract cycles, leadership changes, mergers and acquisitions, workplace transformation, sustainability priorities, and outsourcing activity.
• Develop insight-led outreach plans that position ISS with the right stakeholders before formal procurement activity begins.
• Execute targeted multi-channel lead generation activity across ABM, digital campaigns, social selling, events, referrals, and direct prospect engagement.
• Partner with Sales and Marketing to qualify leads, develop relationships, progress opportunities, and improve conversion from MQL to SQL to pipeline.
• Maintain high-quality CRM data and report on pipeline value, lead quality, conversion, campaign ROI, and customer acquisition cost.

Who You Will Work With

• Group Commercial, Sales, Marketing, Solutions, Industry Leads, Account Management, and country commercial teams.
• Senior customer stakeholders, procurement teams, influencers, industry contacts, and external partners involved in lead generation, market insight, and relationship development.

Key Qualifications

• 5+ years of experience in B2B lead generation, demand generation, business development, account-based marketing, commercial development, or a related sales and marketing role.
• Strong experience researching target accounts, mapping stakeholders, identifying buying signals, and translating market intelligence into qualified opportunities.
• Solid knowledge of CRM discipline, marketing automation, campaign tracking, funnel reporting, and performance analysis.
• Experience working with Sales teams to qualify leads and progress opportunities through structured pipeline management.
• Strong understanding of digital engagement channels, social selling, ABM, events, outbound prospecting, and campaign ROI measurement.
• Knowledge of facilities management, workplace services, outsourcing, B2B services, or complex solution selling would be an advantage.

Personal Skills You Excel

• Commercial curiosity and strong research capability, with the ability to understand customer context, stakeholder priorities, and competitive dynamics.
• Structured, analytical, and data-driven, with strong attention to detail and the ability to turn insight into action.
• Confident communicator who can create relevant, customer-led messaging and build credibility with internal and external stakeholders.
• Collaborative and proactive, with a strong sense of ownership and the resilience to build opportunities over time.

Why ISS

At ISS, we are more than just a service provider of cleaning, food, workplace and technical services, we are a partner in our customers' success. By creating exceptional service moments and transforming workplaces into spaces where employees feel valued, engaged and productive, we enhance productivity and help our customers to attract talent and grow their businesses. This begins with our own people through training, career development, and a supportive culture - empowering them to deliver outstanding service. We know that when our people thrive, they create spaces where our customers' employees and businesses thrive too.

ISS is a Place to Be You.

Be who you are. Become what you want. Be part of something bigger.

Become more. Become ISS.

How You Will Apply

Apply directly via the link on this page by submitting a cover letter, CV and other relevant documents for the position you are applying for. We look forward to receiving your application as soon as possible.

ISS seeks to BE a place of belonging and CREATE places where every person is welcomed, embraced, and valued for exactly who they are. Places where people feel safe, respected, represented, and supported as their authentic selves.