Director B2B Lead Mgmt & CDP Operations

Staples Inc.•Framingham, MA

About The Position

The Director B2B Lead Management & CDP Operations is a strategic leadership role which supports Staples Business growth objectives by overseeing and optimizing the end-to-end B2B lead management process, from lead qualification, scoring, routing, conversion, driving CLV, and related reporting and feedback loops; overseeing our marketing email operations functions that support Staples Business; and maturing our utilization of a CDP (Customer Data Platform) to develop and execute highly personalized, data[1]driven, and well-orchestrated multi-touch campaigns. This role will improve the efficiency and effectiveness of our lead management & targeted marketing efforts by leveraging technology, data, and B2B Marketing best practices.

Requirements

Bachelor’s Degree in Marketing, Business, Mathematics, Finance, Economics, Science or a related field OR equivalent work experience.
10+ years of experience in B2B marketing or GM role.
3+ years in a marketing operations leadership role
Expertise in marketing technology platforms (e.g., Salesforce, Marketo, HubSpot, Pardot, Eloqua) and data analytics tools (e.g., Tableau, Power BI).
Experience with lead scoring, qualification, routing, and attribution models.
Demonstrated ability to manage and optimize multi-channel marketing campaigns.
Proven ability to manage budgets, vendors, and cross-functional projects in a fast-paced environment.
Demonstrated experience driving process improvement and operational excellence in a B2B context.
Knowledge of data privacy regulations and compliance best practices.

Nice To Haves

MBA or Advanced Degree in a related field.
CRM or CDP experience.
Experience using CDPs such as Adobe Real-Time CDP, Salesforce Data Cloud, or equivalent.
Experience with AI-enabled marketing, predictive modeling, or advanced segmentation strategies.
Experience supporting large-scale B2B sales organizations.
Demonstrated success improving lead-to-opportunity conversion and pipeline velocity.
Familiarity with Salesforce, Marketo, Eloqua, or similar sales and marketing systems.
Experience within a multi-channel or omni-channel B2B enterprise environment.

Responsibilities

Lead the development and execution of Staples B2B lead management strategy, partnering with the Growth Marketing & CRM teams responsible for our lead generation strategy.
Own the optimization of our lead management workflows – routing, tracking, reporting, and enabling sales teams to convert pipeline more effectively.
Design and continuously refine lead scoring models, routing logic, and partner on multi-touch attribution frameworks that maximize pipeline quality and deliver measurable marketing ROI, embodying a continuous improvement mindset.
Partner with Sales Operations, Marketing leadership, and cross-functional stakeholders to eliminate friction in lead handoff processes, enhance nurture programs, and align revenue operations end-to-end.
Leverage the recent implementation of a CDP for both efficiency and effectiveness.
Collaborate closely with Marketing peers, Sales Operations, and Senior Leaders, ensuring flawless campaign execution, accurate and near-real-time reporting, and continuous process improvement.
Evolve our B2B Marketing Operations from email campaign deployment to personalized campaigns and journeys for targeted audiences with coordination across not only email but also sales and site.
Maintain data governance standards, database hygiene, and compliance requirements across marketing systems, and segmentation precision that enable personalized customer experiences.
Actively research and recommend third party data partners to enhance our program.
Translate marketing performance data into strategic insights, delivering executive level reporting and actionable recommendations that inform investment decisions and campaign optimization.
Manage the marketing operations budgets and any relevant technology vendor relationships.
Build and develop a high-performing marketing operations team, cultivating technical excellence, strategic thinking, and a culture of innovation that scales with business growth.
Stay abreast of industry trends, emerging technologies, and best practices to ensure the marketing organization remains competitive.
Infuse AI utilization into your daily routines and that of your team.