Responsibilities

• Lead end-to-end lead lifecycle strategy and execution. Oversee how leads are captured, scored, routed, qualified, and accepted by sales. Ensure a consistent and repeatable experience from first touch, through opportunity creation across marketing programs and regions. Adapt processes to evolving business needs.
• Define and govern lifecycle standards and marketing–sales handoffs. Partner with sales operations teams and sales leadership to establish lifecycle stages, qualification criteria, acceptance standards, and service-level agreements. Maintain clear ownership transitions and shared expectations that enable alignment and accountability across teams.
• Manage lifecycle performance and drive continuous optimization. Track lead movement through the funnel to identify issues affecting speed-to-lead, conversion, and lead quality. Analyze lifecycle performance data to surface trends and improvement opportunities that strengthen pipeline contribution.
• Enable lifecycle visibility, systems alignment, and scalability. Collaborate with marketing analytics and marketing technology teams to ensure lifecycle reporting, dashboards, and system configurations accurately reflect lifecycle standards. Develop and maintain documentation and playbooks that support consistent execution and scalable growth as programs expand.

Requirements

• 8+ years of experience in marketing operations, revenue operations, or a related role in a B2B organization
• Demonstrated experience managing marketing lead lifecycle processes end to end
• Experience partnering with sales operations on lead definitions, routing, and pipeline processes
• Familiarity with marketing automation platforms and CRM systems
• Strong analytical skills with experience using lifecycle data to identify operational improvements
• Ability to collaborate cross-functionally and influence alignment across marketing, sales, and operations teams
• Bachelor’s degree in Marketing, Business, Analytics, or a related field
• Occasional travel may be required (up to ~25%); travel needs may vary based on business requirements
• Visa sponsorship is not available for this posting. Applicants must be authorized to work for any employer in the U.S.

Preferred

• Master’s degree in marketing, business, analytics, or a related field
• Experience managing lead lifecycle management for B2B, SaaS enterprises
• Proficiency with Adobe Marketo Engage

Benefits

• Esri’s competitive total rewards strategy includes industry-leading health and welfare benefits: medical, dental, vision, basic and supplemental life insurance for employees (and their families), 401(k) and profit-sharing programs, minimum accrual of 80 hours of vacation leave, twelve paid holidays throughout the calendar year, and opportunities for personal and professional growth.