Overview:
This role owns the end-to-end Leads to Funnel framework, including lead intake, qualification, nurturing, and funnel entry governance, ensuring marketing-generated demand is systematically converted into sales-ready opportunities.
The role sits within Marketing and partners closely with Sales to drive lead quality, conversion discipline, and early-stage pipeline health.
Responsibilities:
1. Leads Intake & Definition
Own lead definitions, sources, and minimum data standards.
Ensure consistent lead capture across campaigns, events, inbound, and partners.
Maintain clarity between Leads, Qualified Leads, and Funnel Entry.
2. Lead Qualification & Funnel Entry
Own the lead qualification template and pre-funnel criteria.
Define and govern rules for converting leads into sales opportunities.
Prevent premature or low-quality funnel creation.
3. Lead Nurture Strategy & Execution
Design and manage lead nurture logic for non-sales-ready leads.
Segment leads by readiness, intent, and timing.
Partner with campaign teams to ensure leads are educated, warmed, and progressed toward qualification.
Decide when nurtured leads are eligible to re-enter qualification or funnel review.
4. Marketing-Sales Handoff
Define ownership and handoff points between Marketing and Sales.
Establish clear expectations for lead follow-up and feedback.
Act as the process owner for lead-to-opportunity collaboration.
5. Data Quality & Insights
Ensure lead and early-funnel data is complete, reliable, and review-ready.
Track lead-to-funnel conversion and nurture effectiveness.
Provide insights on pipeline quality, not just lead volume.
6. Enablement & Continuous Improvement
Translate processes into simple templates and guidelines.
Drive adoption through clarity and enablement.
Continuously refine Leads, Nurture, and Funnel standards based on performance and feedback.
Qualifications:
Bachelor's or Master's Degree or equivalent.
Post-graduate, certification, and/or license may be required.
English launguage skills needed.
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