Senior Manager, BDR Operations & Engagement
NavanNew York, New York, United States · Posted 6 months agoDescription
We are looking for a high-impact strategist to help optimize the marketing engine that powers our growth. You will be the thought partner to the BDRs and marketing teams to optimize our inbound funnel. In close partnership with Demand Generation, Marketing Operations, Revenue Operations, and other business analysts, you will ensure BDRs have the right tools, processes, playbooks, systems and insights that turn demand into revenue. You will ensure our strategy and execution drive efficiency and velocity needed for our sales and marketing funnel.
What You’ll Do:
1. Infrastructure
- Unified Data Logic: Work closely with Marketing Ops and Revenue Ops to ensure data hygiene and attribution models remain consistent across territories, while advocating for the specific nuances of our inbound BDR motion.
- Collaborative Roadmap: Influence the global BDR roadmap, ensuring optimizations to the Lead-to-SQO-to-VO conversion rates are prioritized and executed.
- Cross-Functional Partnership: Partner closely with the Marketing Ops, and RevOps and Business Systems teams to design and optimize systems, lead-scoring logic, and tech stack updates that power our inbound funnel.
2. BDR Playbook Design & Execution
- The Hand-off: Ensure that when an MQL is triggered, the BDR team has the immediate context, research, and tools they need to strike while the iron is hot.
- Contextual Playbooks: Build distinct outreach strategies for different inbound sources .
- Objection Handling & Messaging: Analyze call recordings to identify common friction points for inbound leads. Translate these insights into training materials and updated messaging scripts to improve conversion rates.
- Speed-to-Lead: Analyze 'Speed-to-Lead' impact on conversion and implement SLA protocols to maximize connect rates.
- A/B Testing: Run A/B testing in collaboration with Demand Gen and BDRs to identify best subject lines, call scripts, and multi-channel sequencing strategies.
3. Lifecycle & Warm Outbound Strategy
- Database Activation: Design high-conversion plays to mine our existing database. Create strategies for BDRs to target "Closed-Lost" opportunities, stalled leads, and "dark" prospects who are showing renewed intent signals.
- Event Orchestration: Move beyond simple lead follow-up. Partner with Field Marketing to design strategic pre-event outreach and post-event blitzes that prioritize high-value attendees over general foot traffic.
- "Signal-Based" Prospecting: Define the strategy for low-intent inbound leads (e.g., eBook downloads). Determine when a BDR should intervene manually versus when a lead should remain in marketing nurture.
4. Strategic Funnel Architecture
- Lead Logic & Flow: Identify opportunities to refine the scoring models that turn a "Lead" into a "Marketing Qualified Lead" (MQL).
- Conversion Strategy: Analyze funnel performance and continuously refine the systems and process logic that improve lead-to-MQL, MQL-to-SQO, and SQO-to-VO conversion rates.
- The Feedback Loop: Act as the voice of the BDR team back to Demand Gen. Provide qualitative and quantitative data on lead quality to help Marketing refine targeting and reduce "junk" volume.
4. Capacity & Resource Planning
- Capacity Management: Analyze inbound lead volume trends (seasonality, campaign spikes) to forecast BDR capacity needs.
- Coverage Assurance: Ensure we have the right coverage during peak marketing pushes so no lead is left behind, and optimize territory distribution to balance lead flow.
What We’re Looking For:
- The Collaborative Operator: You possess the conviction to champion necessary changes and the professional maturity to maintain the deep, trust-based relationships.
- Strategic Alignment: You excel at turning business goals into clear operational requirements. You don't just build reports; you interpret what the data says about our strategy.
- Full-Stack Thinker: You understand the friction a BDR faces on a cold call and build processes that reduce that friction.
- Time-Zone Fluid: You are comfortable managing a schedule that requires working with a global team spanning from Sydney, Tel Aviv, London, New York, and San Francisco.
- Tech-Enabled Strategist: You are technically savvy in Salesforce, Marketo, and Outreach. You use this knowledge not just to "admin" the tools, but to provide the clear technical context our Operations partners need to execute your strategic vision.
For roles with on-target-earnings (OTE), the pay range includes both base salary and target incentive compensation. Target incentive compensation for some roles may include a ramping draw period. Compensation is higher for those who exceed targets. Candidates may receive more information from the recruiter.
Navan uses AI-assisted Automated Employment Decision Tool (Metaview) to assist with evaluating resumes against job qualifications for this role. All final decisions are made by human recruiters and hiring managers.
Human oversight: Metaview does not automatically reject candidates or make final hiring decisions. Our recruiters and hiring managers review all outputs and make the final hiring decision regarding every application.
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Your rights: If you prefer to have your application reviewed without AI assistance, you may request a human evaluation by entering your email here. Your decision to do so will not affect how your candidacy is evaluated.
Please refer to our Candidate Privacy Notice for more information about our processing of personal data, and your rights.
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