Marketing Sales Development Operations Manager

Why Choose Bottomline?

Are you ready to transform the way businesses pay and get paid? Bottomline is a global leader in business payments and cash management, with over 35 years of experience and moving more than $16 trillion in payments annually. We're looking for passionate individuals to join our team and help drive impactful results for our customers. If you're dedicated to delighting customers and promoting growth and innovation - we want you on our team

Our Sales Development Operations Manager role is a unique and rare opportunity to be at the heart of executing an exciting and ambitious growth strategy.
Position Summary
As Sales Development Operations Manager, you will be a self-starter who will own all our Sales Development Representative processes so they are efficient, effective, documented, and regularly reviewed/updated. The successful candidate will build pipeline management, tracking, and reporting processes while aligning with the Global Sales Development Operations Director, Central Marketing Operations team, and other key stakeholders. You'll be passionate about ensuring no lead is left behind, every marketing touch point is attributable, our technology systems work together seamlessly, our money is spent wisely and we operate in a coordinated way in the market. This role is also focused on building processes that increase the scale of our demand generation activity in line with business objectives. We are looking for a candidate with strong skills and experience working in a global Marketing Operations or Demand Generation Operations team for a B2B technology company. The ideal candidate will have proven experience establishing marketing (including Telemarketing) processes, Salesforce, and other technology platforms.

Essential Job Functions

• Partner with Marketing Operations on the lead management process including the development and execution of lead upload, nurturing, scoring, routing, and recycling processes to achieve the highest conversion rates.
• Be the team lead on data accuracy, data compliance, tracking, reporting, and special projects as needed with MOPs
• Own KPI reporting for all Sales Development activities carried out by the SDR Team. Partner with Marketing Management on defining and continuous evaluation of the KPIs.
• Collaborate with Sales and MOPs to ensure there is an accurate view of marketing performance and contribution
• Review and analyze weekly and monthly Marketing pipeline reports to help the team determine what's working, what's not, and where to gain efficiencies to positively impact customer/prospect conversion to Marketing Qualified Leads and Sales Accepted Opportunities and closed won revenue.
• Work closely with the Sales and Marketing teams in the end-to-end execution of campaigns to sales closure opportunity tracking. Assist in defining the process and training sessions on the lead pass process from Marketing to Sales that allows proper tracking of Marketing's contribution to the business.
• Collaborate extensively with cross-functional teams on campaign and program strategy, creative, targeting, optimization, execution, tracking, and reporting. Provide insights and recommendations to the Demand Programmes Team
• Day to Day management and optimization of the Sales Development team's (SDRs/BDEs / ADEs) automation tool, Outreach, ensuring cleanliness, optimization, and data integrity.
• Develop and implement a strategy that enables our Sales Development reps to deliver the right message to the right audience, increasing database engagement and conversions to MQLs (Sales appointments).
• Collaborate with the Digital Marketing team on ongoing projects with Click to Chat tools (be the team's system administrator for tools such as Outreach and Drift).
• Provide operational support to the Sales Development Team on an ongoing basis. Ensure the SDR team's processes and supporting documents are maintained and centrally located to provide visibility into their data, messaging, personal metrics, and team goals. Provide ongoing mentoring in their personal operational style for their role.
• Provide new hire onboarding and ongoing training on relevant Demand Generation processes.
• Maintain processes for the inbound inquiry response process, reporting, and tracking of activity. Communicate trends, improvements, and metrics to the larger marketing team.
• Partner with Global Tele & MOPS counterparts to ensure operational alignment across regions. Provide and receive peer coaching, mentoring, project reviews, and knowledge exchanges. Assist with training, process creation, tool implementation, and training.
• Own lead assignment and enrichment management/optimization processes following the defined SLAs to assign leads to the team while partnering with the MOPS team to ensure data alignment across systems, providing the Tele team with the data they need for lead follow-up.
• Enable high-priority lead identification through projects that identify intent via process creation, data sourcing and reporting. Project examples include ABM and dead opportunity Revival.
• Be a key contributor in Salesforce optimization on behalf of the Sales Development team and participate in Marketing and company operational alignment projects

Required Skills

• Proven skills, knowledge, and experience conducting analysis of marketing activities (inc. Telemarketing) and processes
• Proven skills and experience in automation processes such as lead scoring, routing and recycling
• High level of attention to detail is essential
• Metrics-driven and results-oriented with demonstrated analytical skills
• Strong computer skills, specifically with MS Office suite, , and other automation tools
• Strong business acumen with strategic thinking abilities
• Ability to work in a fast-paced work environment while managing conflicting priorities
• Excellent verbal, written, and interpersonal skills
• Ability to thrive in a collaborative, team-based environment - pitching in wherever needed to achieve team objectives
• Must be able to take initiative in identifying and resolving inefficiencies and issues
• The ability and track record of getting hands-on to get a job done

Preferred Skills

• Experience with SFDC, , , Gong, and data providers such as ZoomInfo and D&B

Education And Experience

• Bachelor's Degree
• A minimum of 3-5 years of related experience

We welcome talent at all career stages and are dedicated to understanding and supporting additional needs. We're proud to be an equal opportunity employer, committed to creating an inclusive and open environment for everyone.