About the Role You'll own how leads move through our go-to-market engine: how data is enriched and standardized, how leads are scored and routed, and how they progress through the lifecycle into the hands of BDRs and sellers. You'll combine systems thinking, data fluency, and automation skills, and you'll look to AI and automation to make these processes faster and more reliable where feasible. What You'll Do Lead routing, lifecycle, and scoring Partner with Sales Ops, RevOps, Sales and BD to design, build, and maintain lead routing logic, including assignment rules, SLAs, and fallback handling Own the lead lifecycle model: stage definitions, entry and exit criteria, status changes, and reporting Develop and refine lead and account scoring models in partnership with Sales, Marketing, Sales Ops and RevOps, and monitor their performance over time Ensure campaign attribution is appropriately tied to opportunities Troubleshoot routing, lifecycle and attribution issues and fix root causes BDR and sales flow processes Partner with Sales and BDR leadership to design and improve handoff processes from marketing to sales Configure and optimize the systems that support BDR workflows, including sequences, triggers, and alerts Measure speed to lead, conversion, and follow-up quality, and recommend improvements Data enrichment and standardization Define and execute the data enrichment strategy across ZoomInfo and Clay, including waterfall logic, provider selection, and cost and coverage management Build automated enrichment and data hygiene workflows that keep records accurate, complete, and compliant Partner with Sales Ops, RevOps, Data, and IT to establish and enforce data standards (naming conventions, picklists, field definitions, deduplication rules) Enablement Document owned processes and systems clearly Train and support Marketing, BDR, and Sales teams on routing, lifecycle, scoring, and data practices AI and automation optimization Identify manual, repetitive steps in lead management and enrichment and replace them with AI-assisted workflows (for example, account research, lead summarization, data normalization, and scoring inputs) Use Clay AI and other LLM capabilities, custom prompts, and scripts to improve data quality and speed Set guardrails for AI use, including prompt standards, privacy, and human review Track and communicate the impact of automation (time saved, data quality gains, conversion improvements) What You'll Bring Required 5+ years in marketing operations, revenue operations, sales operations, or GTM engineering in B2B Hands-on experience with lead routing, lifecycle, and scoring in a CRM and marketing automation platform (Salesforce and Marketo preferred) Experience with data enrichment tools such as ZoomInfo and Clay, or comparable platforms Strong grasp of B2B data models and data governance practices Practical experience using generative AI and LLMs to build real workflows Comfort with data analysis (SQL, spreadsheets, or light scripting) Strong documentation, communication, and change management skills Strong cross-functional collaboration and project management capabilities Nice to have Experience with Outreach or another sales engagement platform Familiarity with lead-to-account matching, intent data, and ABM Knowledge of GDPR, CCPA, and other data privacy requirements Experience with iPaaS tools (Workato, Zapier, Make) or APIs