Team Lead, Sales Operations

We are looking for a Lead, Lead Flow & Top-of-Funnel Operations to own, optimize, and scale the processes that power our demand engine. Sitting within Core Operations, this role will serve as the strategic business operator to Marketing and the SDR organization, ensuring that every lead moves through the funnel efficiently, accurately, and with full SLA compliance.

This role is ideal for someone who understands both the art and science of top-of-funnel management, is data-driven, and can operate at the intersection of process, systems, and stakeholder management.

We are looking to speak to candidates who are based in Dublin for our hybrid working model.

Key Responsibilities

Lead Flow & Routing Ownership

• Own end-to-end Lead Flow processes, ensuring every inbound lead is assigned to the right person/team with speed, accuracy, and fairness
• Maintain and evolve routing logic and rulesets in partnership with Marketing Ops and SDR leadership
• Monitor SLA adherence for lead follow-up; establish processes to flag, escalate, and resolve SLA breaches

Cross-Functional Partnership

• Act as the primary operational partner for Marketing (demand gen, field marketing, marketing ops) on top-of-funnel flow and conversions
• Collaborate closely with SDR leadership to ensure the team receives the right volume and quality of leads and has visibility into pipeline expectations
• Influence upstream processes (campaign setup, tracking, form strategy, channel definitions) to improve lead quality and routing accuracy

Process Optimization & Governance

• Build and document scalable lead management workflows, ensuring clarity across Marketing, SDR, and Sales/GTM Ops
• Conduct regular audits of lead flow, routing rules, lifecycle stages, and system handoffs
• Partner with Marketing Ops to ensure lead scoring aligns with routing strategy and GTM priorities
• Drive continuous improvement - identifying friction points and designing solutions that enhance speed-to-lead and conversion

Systems & Tooling

• Work closely with tech and systems teams to implement, test, and refine lead routing logic in CRM/automation tools (e.g., Salesforce, Marketo, LeanData and Q-assign, etc.)
• Support overall AI roadmap / vision / projects impacting lead flow process
• Manage lead lifecycle hygiene and ensure data quality and integrity across systems. Co-partner with Marketing and Sales/SDR teams on the lead enrichment business rules
• Recommend new tools or enhancements to lead flow enrichment, routing, scoring, and tracking

Reporting & Insights

• Build dashboards and reports to monitor lead flow, conversions, SLA performance, and routing effectiveness
• Provide regular insights to Marketing & SDR stakeholders to inform campaign strategy, SDR capacity planning, and pipeline forecasting in partnership with strategy and planning team
• Use analytics to proactively identify bottlenecks and recommend improvements

People Leadership & Team Development

• Team Management: Recruit, onboard, and manage a high-performing team of Lead Flow Analysts or Operations Specialists as the function scales
• Mentorship & Growth: Provide regular coaching and professional development opportunities, ensuring team members have clear career paths within GTM Operations
• Performance Management: Establish Key Performance Indicators (KPIs) for the team, conduct performance reviews, and manage resource allocation to ensure 24/7 lead coverage and operational excellence
• Culture Building: Foster a culture of accountability, continuous improvement, and cross-functional collaboration within the Lead Management team

Skills & Experience

• 4–7+ years in Revenue Operations, Marketing Operations, Sales Operations, or related GTM roles
• Strong understanding of lead management, lead qualification, lifecycle stages, and top-of-funnel GTM processes
• Hands-on experience with CRM and marketing automation platforms (Salesforce required; Marketo, Pardot, or HubSpot preferred)
• Experience with lead routing tools (LeanData, Q-Assign, ChiliPiper, Distribution Engine, etc.) is a strong plus
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