Job Title: Lead Development Manager
Reports to: Senior Manager, SITLEARN
Department: Marketing & Insights

Role Overview
The Lead Development Manager is responsible for owning and optimizing the entire lead lifecycle, from lead qualification to conversion, call follow-ups, and conducting virtual information sessions. This role ensures that every lead is nurtured effectively through high-touch strategies, timely follow-ups, and personalised outreach that drive 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 prioritize sales-ready leads
•    Monitor and manage lead follow-up workflows
•    Oversee response for Service Level Agreements (SLAs) and ensure all leads are contacted within defined timeframes
•    Conduct regular info sessions to drive lead conversion
•    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
•    Record call outcomes (e.g., connected, follow-up needed, disqualified) in the Customer Relationship Management (CRM) system
•    Implement lead recycling or re-engagement tactics based on call dispositions

CRM & Marketing
•    Maintain and enhance the CRM system (e.g. Salesforce) to support accurate tracking of lead interactions, including call outcomes
•    Segment audiences and ensure personalized, automated communications aligned with call engagement history
•    Maintain data integrity, contact history, and compliance
•    Collaborate with Data/IT teams to improve CRM integration and automation

Analytics & Optimization
•    Analyse lead funnel performance
•    Monitor call-to-conversion ratios and lead follow-up response rates
•    Conduct A/B testing and report on campaign and call cadence effectiveness
•    Provide insights to marketing teams to refine lead acquisition strategies

Qualifications & Skills
•    Tertiary qualification in Marketing, Communications, Business, or a related field. 
•    Five or more years of relevant experience in CRM, lead development, sales enablement, or lifecycle marketing
•    Experience in event management and outreach activities
•    Proven ability to manage 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