Senior Manager of Lead Management

Position Overview

Apollo.io is seeking a collaborative and process-driven Senior Manager of Lead Management to align marketing and sales teams. This role is crucial for gathering requirements from sales, ensuring robust lead tracking, scoring, and handoff processes, and optimizing the lead lifecycle to enhance pipeline velocity and conversion rates. The position requires close collaboration with the 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.

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, Apollo.io is one of the fastest-growing companies in SaaS, raising approximately $250 million to date and valued at $1.6 billion. Apollo.io provides sales and marketing teams with easy 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 one unified platform. By helping revenue professionals find the most accurate contact information and automating the outreach process, 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.