Note: The job is a remote job and is open to candidates in USA. athenahealth works to create a thriving ecosystem that delivers accessible, high-quality, and sustainable healthcare for all. The Manager, Lead Operations will own the end-to-end lead management ecosystem, govern lead scoring and qualification, optimize lead flow, and lead a small cross-functional operations team.
Responsibilities
- Own the end-to-end lead lifecycle from capture and enrichment through qualification, scoring, routing, sales handoff, disposition, and recycling
- Establish and govern lead lifecycle definitions, qualification criteria, routing and assignment rules, SLAs, disposition processes, and other lead management standards
- Monitor lead flow health and proactively identify and resolve bottlenecks, routing issues, data quality problems, lead leakage, processing delays, and other operational gaps
- Continuously optimize lead workflows, integrations, business rules, and controls to improve reliability, speed, scalability, and conversion
- Partner with Sales Operations and Sales leadership to strengthen lead acceptance, follow-up, disposition, recycling, and closed-loop feedback between Marketing and Sales
- Serve as the business and operational owner of lead scoring and qualification models, ensuring they reflect go-to-market priorities, buyer behavior, and sales feedback
- Partner with Data Science and Analytics to evaluate model performance, recommend enhancements, validate changes, and manage testing and rollout
- Establish governance for scoring and qualification changes, including requirements, impact assessment, testing, documentation, and post-launch validation
- Define and monitor lead flow and funnel KPIs, connecting operational performance and lead quality to downstream outcomes such as sales acceptance, opportunity creation, pipeline, and conversion
- Use performance data and stakeholder feedback to identify opportunities to improve scoring, qualification, routing, and overall funnel effectiveness
- Serve as a key partner across Marketing, Sales Operations, Data Science, IT, Analytics, and other teams for lead flow, scoring, and qualification initiatives
- Translate business needs into clear requirements for automation, integrations, data, reporting, and system enhancements
- Lead root-cause analysis and cross-functional resolution of complex lead flow issues and coordinate testing and release readiness for changes affecting the lead lifecycle
- Evaluate upstream and downstream impacts of changes to protect data quality, reporting integrity, compliance, scalability, and business continuity
- Manage, coach, and develop a small team responsible for lead operations, campaign operations, data quality, or related functions
- Establish clear priorities, ownership, operating processes, documentation, and escalation paths for business-critical lead operations
- Manage the lead operations backlog and intake process, balancing production issues, optimization opportunities, technical debt, and strategic enhancements based on business impact and team capacity
- Build a culture of accountability, continuous improvement, and proactive problem-solving while providing leadership with visibility into lead flow performance, risks, and priorities
Skills
- * Bachelor's degree or equivalent relevant experience
- * 5+ years of experience in Marketing Operations, Revenue Operations, Sales Operations, Demand Generation Operations, or a related discipline
- * 1+ years of people management experience or demonstrated experience leading, coaching, and developing others
- * Demonstrated experience owning or playing a significant leadership role in a complex lead management ecosystem
- * Experience managing lead processes including lead capture, enrichment, qualification, scoring, routing, assignment, sales handoff, disposition, and recycling
- * Experience defining or managing lead lifecycle stages, qualification criteria, routing rules, SLAs, and operational governance
- * Strong understanding of CRM and marketing automation platforms such as Salesforce, Marketo, HubSpot, Eloqua, Account Engagement, or similar technologies
- * Experience working with lead scoring models, including behavioral and demographic scoring, predictive scoring, or machine learning-informed models
- * Experience with lead-to-revenue reporting and funnel performance analysis, including the use of downstream outcomes to evaluate lead quality and operational effectiveness
- * Ability to understand and discuss technical concepts including data flows, integrations, fields, business logic, APIs, data quality, and system dependencies
- * Strong analytical and problem-solving skills, with the ability to diagnose complex operational issues using data and translate findings into practical improvements
- * Excellent communication and cross-functional leadership skills, with the ability to translate effectively between business stakeholders and technical teams
- * Proven ability to manage competing priorities and drive work through complex cross-functional organizations
- * Experience partnering directly with Data Science, Data Engineering, IT, Analytics, or Business Intelligence teams
- * Familiarity with SQL, BI/reporting tools, data visualization, data warehouses, or modern marketing and revenue data architectures
- * Experience supporting B2B demand generation and complex or multi-segment sales motions
- * Experience with account-based marketing, account-level qualification, intent data, propensity models, or buying-group approaches
- * Experience managing lead routing across multiple territories, segments, products, or sales teams
- * Knowledge of data privacy, consent management, and marketing data governance
Benefits
- An annual discretionary bonus plan, depending on role eligibility
- A variable compensation plan, depending on role eligibility
- Equity plans, depending on role eligibility
- Health and financial benefits
- Commuter support, specific to each location
- Employee assistance programs
- Tuition assistance
- Employee resource groups
- Collaborative workspaces
- Flexibility to find a fulfilling and productive work-life balance
- Company-sponsored events throughout the year, including book clubs, external speakers, and hackathons
- A company culture based on learning
- The support of an engaged team
- An inclusive environment where all employees are valued
Company Overview
Company H1B Sponsorship