Responsibilities

• Build a scalable top-of-funnel engine. Design, optimize, and govern end-to-end lead management processes to support current and future GTM motions including ABM and PLG. Partner with IT counterparts on lead capture process, lead definition, SLAs, routing, and hand-off standards. Building on what exists and closing gaps where they remain.
• Drive Account-centric growth and BDR effectiveness. Design and operationalize a comprehensive engagement and intent prioritization model: defining high-value signals, incorporating third-party intent data, and building a framework that maximizes BDR focus on the right accounts at the right time.
• Scale demand generation and nurture across target accounts. Partner with Marketing to define and drive adoption of a lead nurturing framework that builds demand within target accounts and customers, maximizing return on lead acquisition investment.
• Serve as the operational backbone of the BDR function workflow infrastructure, account-based prioritization, activity standards, and opportunity hand-off requirements.
• Partner with BDR leadership to shift from a lead-centric to a fully account-centric operating model, coordinated across BDRs, AEs, and Marketing.
• Own the business-side campaign production process and govern the marketing attribution framework — ensuring contribution is accurately captured and moving the business from activity-based to outcome-based reporting.
• Partner with Divisional Operations to implement a reliable TOFU reporting framework; lead a regular performance review cadence and build ad hoc analysis to drive optimization decisions.
• Collaborate with the RevOps Manager (Quote to Cash) on clean funnel hand-offs, the Sales Enablement Manager on GTM motion implementation, and Marketing on ABM execution.
• Collaborate closely with the Sales Enablement Manager to support the implementation of GTM motions — ensuring operational processes and enablement programs are designed and sequenced together.
• Serve as Business Process Owner for all TOFU processes within the shared tech stack (Marketo, Salesforce, LeanData, ZoomInfo GTM Studio, Highspot) — define requirements and partner with the IT team who configure and maintain the stack.
• Own process governance: accountable for adoption and adherence across all TOFU workflows, including defining standards, monitoring compliance, and driving corrective action.
• Lead change management for new and optimized processes, ensuring measurable adoption across BDR, Marketing, and Sales.
• Actively leverage AI tools and agents — including ZoomInfo GTM Studio — to drive efficiency across TOFU workflows. Build, deploy, and manage AI-powered solutions that improve targeting, reduce manual effort, and scale the team’s impact. Bring intellectual curiosity and a hands-on approach to emerging tools even where playbooks don’t yet exist.

Requirements

• 5+ years in Revenue Operations, Marketing Operations, or a closely related B2B function.
• Proven experience designing and governing lead acquisition, nurture, and pipeline progression processes — including intent-based prioritization, communication architectures, routing logic, SLA governance, and hand-off standards.
• Hands-on proficiency with MAPs, CRMs, Sales Engagement platforms, routing, and enrichment tools in a business process capacity (requirements definition, adoption, data integrity — not system administration).
• Experience with account-based marketing (ABM) frameworks and the operational infrastructure required to execute them, including lead nurturing program design and attribution models.
• Demonstrated ability to operate as a Business Process Owner in a matrixed organization influencing without authority, driving change management, and holding teams accountable.
• Comfortable building ad hoc analysis and reporting to answer specific business questions, in partnership with a technical operations team.
• Appetite and aptitude for AI tools and agents: experience building or managing AI-powered workflows, or a clear track record of rapidly adopting emerging tools to drive efficiency.
• Thrives in environments with incomplete processes and evolving priorities creates structure rather than waiting for it.

Preferred

• Experience with LeanData, ZoomInfo GTM Studio, Highspot, CDP such as Salesforce Data 360
• Background in complex enterprise B2B with long sales cycles and multi-stakeholder buying committees.
• Consulting experience

Benefits

• Wolters Kluwer offers a wide variety of competitive benefits and programs to help meet your needs and balance your work and personal life, including but not limited to: Medical, Dental, & Vision Plans, 401(k), FSA/HSA, Commuter Benefits, Tuition Assistance Plan, Vacation and Sick Time, and Paid Parental Leave. Full details of our benefits are available upon request.