Lead Generation Strategy Director - Operations

Lead Generation Strategy Director - Operations

Location:

This role requires associates to be in-office 3 days per week, fostering collaboration and connectivity, while providing flexibility to support productivity and work-life balance. This approach combines structured office engagement with the autonomy of virtual work, promoting a dynamic and adaptable workplace. Alternate locations may be considered if candidates reside within a commuting distance from an office.

Please note that per our policy on hybrid/virtual work, candidates not within a reasonable commuting distance from the posting location(s) will not be considered for employment, unless an accommodation is granted as required by law.

Lead Generation Strategy Director is responsible for driving the strategic operations execution of a scalable lead generation and CRM engine that transforms inbound inquiries, event-generated leads, and targeted outbound campaigns into qualified sales opportunities. This role partners closely with sales, marketing, product, client partnership, and event teams to develop and execute repeatable lead generation processes, account-based engagement strategies, optimize CRM operations, and improve pipeline generation across the business.

• Determines strategies and key focus areas to identify, engage, qualify, and cultivate high-value prospects through inbound, outbound, account-based, and event-driven lead generation initiatives.
• Collaborates with sales, marketing, product, client partnership, and event teams to develop targeted messaging, account engagement strategies, and campaign execution that align with business priorities, growth markets, and client needs.
• Determines efficient lead management processes, qualification criteria, CRM workflows, and performance metrics that improve speed-to-lead, lead quality, conversion rates, and overall pipeline generation (including lead lifecycle stages, routing rules, and follow‑up SLAs).
• Collaborates with Sales, Marketing and Market Intelligence teams to identify new growth opportunities, target segments, and strategic accounts that support pipeline growth and business development initiatives.
• Partners cross‑functionally to operationalize lead generation strategies, improve campaign execution, and ensure qualified opportunities are effectively transitioned to sales through a disciplined lead qualification process and closed‑loop feedback on lead disposition and quality.
• Establishes and optimizes end‑to‑end lead generation processes, including event follow‑up, inbound lead routing, outbound prospecting workflows, CRM data integrity, and lead nurturing to maximize conversion and pipeline impact.
• Communicates and ensures all lead generation activities adhere to relevant regulations, CRM governance standards, and best practices for accurate reporting, lead tracking, and operational excellence.
• Serves as a subject matter expert by influencing best practices in account‑based lead generation, CRM utilization, lead qualification, and continuous process improvement across cross‑functional teams.

BA/BS in marketing, business administration, or a related field and a minimum of 8 years of related experience; or any combination of education and experience which would provide an equivalent background.

• MA/MS preferred.
• Experience building and optimizing lead generation ecosystems that bridge marketing and sales through inbound, outbound, event, and account‑based lead generation strategies preferred (including routing, dashboards, and governance).
• Demonstrated expertise using Salesforce CRM, Linked In Sales Navigator, sales engagement platforms, and marketing automation tools to manage lead lifecycle, maintain CRM data integrity, and generate actionable pipeline insights preferred.
• Experience developing and executing lead qualification strategies, nurturing workflows, and post‑event follow‑up campaigns that consistently convert marketing‑generated interest into qualified sales pipeline preferred.
• Strong analytical experience leveraging lead generation KPIs, including speed‑to‑lead, qualification…