Senior Manager - Lead Management
About the Company
Apollo.io is the leading go-to-market solution for revenue teams, trusted by over 500,000 companies and millions of users globally, from rapidly growing startups to some of the world's largest enterprises. Founded in 2015, the company is one of the fastest-growing in SaaS, raising approximately $250 million to date and valued at $1.6 billion. Apollo.io provides sales and marketing teams with access to verified contact data for over 210 million B2B contacts and 35 million companies worldwide, along with tools to engage and convert these contacts in a unified platform. By helping revenue professionals find accurate contact information and automate outreach, Apollo.io turns prospects into customers. Apollo raised a Series D in 2023 and is backed by top-tier investors, including Sequoia Capital, Bain Capital Ventures, and counts JD Sherman, former President and COO of HubSpot, among its board members.
About the Role
We are seeking a collaborative and process-driven Senior Manager of Lead Management to align marketing and sales teams by gathering requirements from sales and ensuring robust lead tracking, scoring, and handoff processes. This role will optimize the lead lifecycle to enhance pipeline velocity and conversion rates, working closely with Marketing Operations and Analytics & Intelligence teams. The ideal candidate is a relationship-oriented leader with expertise in demand generation, lead management, and a passion for building seamless go-to-market processes in a high-growth environment.
Key Responsibilities
Sales Requirements & Alignment
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.
Lead Tracking & Scoring
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.
Pipeline Optimization
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.
Team Leadership & Collaboration
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.
Qualifications
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.
Senior Manager - Lead Management
About the Company
Apollo.io is the leading go-to-market solution for revenue teams, trusted by over 500,000 companies and millions of users globally, from rapidly growing startups to some of the world's largest enterprises. Founded in 2015, the company is one of the fastest-growing in SaaS, raising approximately $250 million to date and valued at $1.6 billion. Apollo.io provides sales and marketing teams with access to verified contact data for over 210 million B2B contacts and 35 million companies worldwide, along with tools to engage and convert these contacts in a unified platform. By helping revenue professionals find accurate contact information and automate outreach, Apollo.io turns prospects into customers. Apollo raised a Series D in 2023 and is backed by top-tier investors, including Sequoia Capital, Bain Capital Ventures, and counts JD Sherman, former President and COO of HubSpot, among its board members.
About the Role
We are seeking a collaborative and process-driven Senior Manager of Lead Management to align marketing and sales teams by gathering requirements from sales and ensuring robust lead tracking, scoring, and handoff processes. This role will optimize the lead lifecycle to enhance pipeline velocity and conversion rates, working closely with Marketing Operations and Analytics & Intelligence teams. The ideal candidate is a relationship-oriented leader with expertise in demand generation, lead management, and a passion for building seamless go-to-market processes in a high-growth environment.
Key Responsibilities
Sales Requirements & Alignment
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.
Lead Tracking & Scoring
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.
Pipeline Optimization
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.
Team Leadership & Collaboration
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.
Qualifications
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.