The Lead Development & CRM Manager is responsible for owning and optimising the entire lead lifecycle, from lead capture and qualification to CRM management, call follow-ups, and marketing automation. This role ensures that every lead is nurtured effectively through data-driven CRM strategies and timely, personalised outreach that drives higher conversion.
Key Responsibilities
Lead Development
- Manage end-to-end lead development processes including inbound, outbound, and event-generated leads
- Design and implement lead scoring models to prioritise sales-ready leads
- Monitor and manage lead follow-up workflows
- Oversee response SLAs and ensure all leads are contacted within defined timeframes
- Track and report on call activity outcomes and engagement follow-up results
- Ensure consistent and timely follow-up calls for high-intent or high-value leads
- Track call outcomes (e.g., connected, follow-up needed, disqualified) in the CRM
- Implement lead recycling or re-engagement tactics based on call dispositions
CRM & Marketing Automation
- Maintain and enhance CRM system (e.g., Salesforce) to support accurate tracking of lead interactions, including call outcomes
- Build and optimise automated nurture workflows (via SFMC) aligned with lead behaviours and lifecycle stages
- Segment audiences and ensure personalised, automated communications align with call engagement history
- Maintain data integrity, contact history, and compliance
- Collaborate with Data/IT teams for CRM integration and automation improvements
Analytics & Optimization
- Analyse lead funnel performance
- Monitor call-to-conversion ratios and lead follow-up response rates
- Conduct A/B testing and reporting on campaigns and call cadence effectiveness
- Provide insights marketing teams to refine lead acquisition strategies
Requirements
- Bachelor’s degree in Marketing, Business, Communications, or a related field
- At least 5 years in CRM, lead development, sales enablement, or lifecycle marketing
- Experience managing call follow-ups in a CRM-integrated environment
- Proficient in Salesforce, SFMC, HubSpot, or similar platforms
- Strong understanding of customer journeys, funnel stages, and lead nurturing
- Excellent communication and project coordination skills
We offer a hybrid work arrangement that combines remote and in-person work, subject to work exigencies.