The posting
Overview
Join Esri’s Marketing Operations team where you will manage the operational strategy that ensures marketing leads are captured and converted into real sales pipeline. Your expertise will bring clarity to complex processes and help go-to-market strategy, marketing technology, and sales operations teams trust the funnel.
This is a highly collaborative, cross‑functional role for someone who enjoys building scalable systems, aligning teams around shared definitions, and using data to improve how work gets done. Your work will impact global marketing programs as you create structure and systems that enable predictable pipeline creation and revenue growth.
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.
Recommended Qualifications
- 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
#LI-KM2
#LI-ONSITE
Total Rewards
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. Base salary is one component of our total rewards strategy. Compensation decisions and the base range for this role take into account many factors including but not limited to skill sets; experience and training; licensure and certifications; and other business and organizational needs.
A reasonable estimate of the base salary range is
$103,792—$173,056 USD
The Company
At Esri, diversity is more than just a word on a map. When employees of different experiences, perspectives, backgrounds, and cultures come together, we are more innovative and ultimately a better place to work. We believe in having a diverse workforce that is unified under our mission of creating positive global change. We understand that diversity, equity, and inclusion is not a destination but an ongoing process. We are committed to the continuation of learning, growing, and changing our workplace so every employee can contribute to their life’s best work. Our commitment to these principles extends to the global communities we serve by creating positive change with GIS technology. For more information on Esri’s Racial Equity and Social Justice initiatives, please visit our website here.
If you don’t meet all of the preferred qualifications for this position, we encourage you to still apply!
Esri is an equal opportunity employer (EOE) and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability status, protected veteran status, or any other characteristic protected by law. If you need reasonable accommodation for any part of the employment process, please email [email protected] and let us know the nature of your request and your contact information. Please note that only those inquiries concerning a request for reasonable accommodation will be responded to from this e-mail address.
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