Lead Generation Manager

Experience: 7+ years

Location: Pune, India (Work from Office)

Position Overview:
We seek an experienced Lead Generation Manager to drive our demand generation strategy and build a robust pipeline of qualified leads in our target markets. The ideal candidate will combine digital marketing expertise with a deep understanding of B2B sales cycles in the enterprise software services industry.

Key Responsibilities:

Strategy & Planning:

• Develop and execute comprehensive lead generation strategies for US, India, and Middle East markets
• Create annual and quarterly lead generation plans aligned with revenue targets
• Identify and evaluate new lead generation channels and tactics
• Analyze market trends and competitor activities to inform strategy

Campaign Management:

• Plan, execute, and optimize multi-channel campaigns (email, LinkedIn, content marketing, webinars, events)
• Develop compelling messaging and content for different personas and industries
• Collaborate with marketing team to create high-converting landing pages and assets
• Implement ABM (Account-Based Marketing) strategies for key enterprise accounts

Lead Qualification & Nurturing:

• Establish clear lead scoring models and qualification criteria
• Design and implement lead nurturing workflows
• Work closely with sales teams to ensure smooth lead handoff
• Maintain high standards for lead quality and data hygiene

Performance Analysis:

• Track, analyze, and report on key metrics (MQLs, SQLs, conversion rates, CAC, ROI)
• Conduct A/B testing to optimize campaign performance
• Provide insights and recommendations for continuous improvement
• Maintain dashboards for lead generation KPIs

Team & Process Management:

• Build and manage a team of lead generation specialists (if applicable)
• Develop and document lead generation processes and best practices
• Train sales teams on lead handling and follow-up protocols
• Coordinate with cross-functional teams (marketing, sales, product)

Market-Specific Activities:

• Adapt strategies for cultural and business nuances in US, India, and Middle East
• Manage timezone coordination for global campaigns
• Develop region-specific content and messaging
• Build relationships with local industry associations and partners

Required Qualifications:

Education & Experience:

• Bachelor’s degree in Marketing, Business, or related field
• 5+ years of B2B lead generation experience
• Proven track record in software services/IT consulting industry
• Experience working with enterprise clients and complex sales cycles

Technical Skills:

• Proficiency in CRM systems (Salesforce, HubSpot)
• Marketing automation platforms (Marketo, Pardot, HubSpot)
• LinkedIn Sales Navigator and social selling tools
• Web analytics (Google Analytics, heat mapping tools)
• Lead enrichment and data cleansing tools

Domain Knowledge:

• Understanding of ServiceNow, BMC, SAP, and AI/Analytics solutions
• Knowledge of IT service management and enterprise software implementation cycles
• Familiarity with digital transformation challenges faced by enterprises

Soft Skills:

• Strong analytical and data-driven mindset
• Excellent communication and presentation skills
• Cross-cultural sensitivity and global market awareness
• Project management and organizational abilities
• Strategic thinking combined with execution excellence

Preferred Qualifications:

• MBA or relevant advanced degree
• Experience in lead generation for multiple geographies (US, APAC, MENA)
• Certification in marketing automation or digital marketing
• Experience managing lead generation budgets ($500K+ annually)
• Knowledge of account-based marketing strategies

Performance Metrics:

• Monthly and quarterly lead generation targets (volume and quality)
• Cost per lead and customer acquisition cost
• Lead-to-opportunity conversion rates
• Pipeline contribution to overall revenue
• Campaign ROI across different channels

Benefits:

• Competitive salary with performance-based bonuses
• Health, dental, and vision insurance
• Professional development opportunities
• Flexible working arrangements
• International travel opportunities