Senior Manager, Strategy & Operations, SLG Digital Marketing

<p>We are looking for a high-impact strategist to help optimize the marketing engine that powers our growth. You will be the thought partner to the BDRs and marketing teams to optimize our inbound funnel. In close partnership with Demand Generation, Marketing Operations, Revenue Operations, and other business analysts, you will ensure BDRs have the right tools, processes, playbooks, systems and insights that turn demand into revenue. You will ensure our strategy and execution drive efficiency and velocity needed for our sales and marketing funnel.</p> <p><strong>What You’ll Do:</strong></p> <h4><strong>1. </strong><strong>Infrastructure</strong></h4> <ul> <li><strong>Unified Data Logic:</strong> Work closely with Marketing Ops and Revenue Ops to ensure data hygiene and attribution models remain consistent across territories, while advocating for the specific nuances of our inbound BDR motion.</li> <li><strong>Collaborative Roadmap:</strong> Influence the global BDR roadmap, ensuring optimizations to the Lead-to-SQO-to-VO conversion rates are prioritized and executed.</li> <li><strong>Cross-Functional Partnership: </strong>Partner closely with the Marketing Ops, and RevOps and Business Systems teams to design and optimize systems, lead-scoring logic, and tech stack updates that power our inbound funnel.</li> </ul> <h4><strong>2. BDR Playbook Design Execution</strong></h4> <ul> <li><strong>The Hand-off:</strong> Ensure that when an MQL is triggered, the BDR team has the immediate context, research, and tools they need to strike while the iron is hot.</li> <li><strong>Contextual Playbooks:</strong> Build distinct outreach strategies for different inbound sources .</li> <li><strong>Objection Handling Messaging:</strong> Analyze call recordings to identify common friction points for inbound leads. Translate these insights into training materials and updated messaging scripts to improve conversion rates.</li> <li><strong>Speed-to-Lead:</strong> Analyze 'Speed-to-Lead' impact on conversion and implement SLA protocols to maximize connect rates.</li> <li><strong>A/B Testing: </strong>Run A/B testing in collaboration with Demand Gen and BDRs to identify best subject lines, call scripts, and multi-channel sequencing strategies.</li> </ul> <h4><strong>3. Lifecycle Warm Outbound Strategy</strong></h4> <ul> <li><strong>Database Activation:</strong> Design high-conversion plays to mine our existing database. Create strategies for BDRs to target "Closed-Lost" opportunities, stalled leads, and "dark" prospects who are showing renewed intent signals.</li> <li><strong>Event Orchestration:</strong> Move beyond simple lead follow-up. Partner with Field Marketing to design strategic pre-event outreach and post-event blitzes that prioritize high-value attendees over general foot traffic.</li> <li><strong>"Signal-Based" Prospecting: </strong>Define the strategy for low-intent inbound leads (e.g., eBook downloads). Determine when a BDR should intervene manually versus when a lead should remain in marketing nurture.</li> </ul> <h4><strong>4. Strategic Funnel Architecture</strong></h4> <ul> <li><strong>Lead Logic Flow:</strong> Identify opportunities to refine the scoring models that turn a "Lead" into a "Marketing Qualified Lead" (MQL).</li> <li><strong>Conversion Strategy:</strong> Analyze funnel performance and continuously refine the systems and process logic that improve lead-to-MQL, MQL-to-SQO, and SQO-to-VO conversion rates.</li> <li><strong>The Feedback Loop: </strong>Act as the voice of the BDR team back to Demand Gen. Provide qualitative and quantitative data on lead quality to help Marketing refine targeting and reduce "junk" volume.</li> </ul> <h4><strong>4. Capacity Resource Planning</strong></h4> <ul> <li><strong>Capacity Management:</strong> Analyze inbound lead volume trends (seasonality, campaign spikes) to forecast BDR capacity needs.</li> <li><strong>Coverage Assurance: </strong>Ensure we have the right coverage during peak marketing ... (truncated, view full listing at source)