Manager of Data Enrichment and GTM Plays; Hybrid

Manager of Data Enrichment and GTM Plays (Hybrid)

Clearwater, Florida

KnowBe4 is the global leader in Human Risk Management, trusted by over 70,000 organizations worldwide to secure their employees and AI agents for over 15 years. We're pioneering a new era of security. AI-powered since 2016. And market-leading since day one. Our HRM+ combines continuous risk intelligence, advanced technical defenses, and personalized training to help organizations build strong security cultures. We help organizations understand, measure, and reduce human risk across their entire workforce, defending against deepfakes, and emerging AI‑powered threats.

We believe that protecting organizations from cyberthreats and creating a positive environmental impact go hand in hand. True resilience is collective, it requires us to protect our people, our data, and our planet.

Remote positions open in the US office only.

A Manager of Data Enrichment and GTM Plays is a revenue operations focused role responsible for ensuring that the sales team has high‑quality, actionable data and structured strategies to target that data effectively. This manager bridges the gap between Sales, Marketing, and Data and Analytics (D&A) by automating lead enrichment and deploying targeted sales strategies (“plays”) into CRM and sales engagement tools.

This role is crucial for ensuring that sales representatives spend less time researching and more time talking to highly qualified leads.

• Data Accuracy:
  Ensure Salesforce is clean, accurate, and up‑to‑date by filling in missing fields such as job titles, contact details, firmographics (company size, industry), and techno graphics (technology stack).
• Automation Strategy:
  Implement automated data enrichment workflows using tools like Zoom Info, 6sense, or Clay to reduce manual administrative burden for sales reps.
• Lead Segmentation:
  Use enriched data to segment the audience for tailored sales and marketing initiatives.
• Data Governance:
  Collaborate with D&A to establish data standards, validation rules, and protocols for data entry and maintenance.
• Playbook Development:
  Design “sales plays”—structured outreach strategies (e.g., targeted and personalized email messaging, Linked In outreach) tailored to specific segments (e.g., “fast‑growing Fin Tech companies in the US”).
• Salesforce Integration:
  Push enriched data directly into sales engagement tools (e.g., Salesloft) so reps can begin outreach immediately.
• Account Targeting:
  Identify “white‑space” opportunities and map buying groups / committees by uncovering subsidiaries, affiliates, and decision‑makers.
• Performance Measurement:
  Monitor KPIs such as call volume, conversation rates, and lead generation numbers to identify gaps and refine plays.

• Data Accuracy/Completeness Rate:
  Percentage of records with complete firmographic and contact data.
• Lead‑to‑Meeting Conversion Rate:
  Effectiveness of sales plays in generating meetings.
• Data Enrichment ROI:
  Impact on pipeline generation and deal closure rates.
• AE / SDR Productivity:
  Increase in outbound outreach volume due to less research time.

• Bachelor’s degree or equivalent work experience
• 5+ years experience in sales operations, revenue operations, or data management.
• Expert‑level knowledge of Salesforce
• Expert‑level knowledge of tools like Zoom Info, Clay, 6
  
  Sense and / or Linked In Sales Navigator
• Ability to analyze data trends and identify actionable insights.
• Strong ability to collaborate with marketing and sales teams to translate data into sales strategies.
• Methodical approach to identifying and resolving data inconsistencies.
• Experience with Gmail and Google Docs
• Experience with MS Office (Word and Excel)
• Strong verbal and written communications
• Excellent time management and organization skills
• Proficiency with a CRM, such as Salesforce
• Strong analytical skills (including mastery of Microsoft Excel) and experience with reporting and data analysis.
• Proficiency in Data Enrichment Tools like Zoom Info and Clay
• Ability to manage multiple projects at the same time in a fast‑paced environment.
• Technically capable, excellent…