Director, Lead Generation & Sales Operations

J3 Construction Inc • Chicago, IL

22h

About The Position

As the Director, Lead Generation & Sales Operations, you will architect and lead the systems, processes, and tools that will drive OSR’s next phase of growth. You will own the development of our lead generation engine, ensure sales pipeline visibility through standardized Salesforce adoption, and partner cross-functionally to maximize both revenue growth and operational efficiency. The Director will not only design but directly execute the framework for identifying, nurturing, and converting high-potential leads while also setting the cadence, milestones, and training standards for the Business Development team. Additionally, this role will analyze business capacity cycles and partner with Finance to design pricing strategies that improve margin performance and overhead utilization. This is a highly visible, impact-oriented role suited for an analytical, process-driven leader who thrives at the intersection of strategy, technology, and sales enablement.

Requirements

• 8-10+ years of progressive experience in sales operations, marketing operations, or business development leadership roles.
• Proven expertise in building and managing lead generation systems and CRM/email campaign tools.
• Deep experience with Salesforce, including driving standardization and adoption across large teams.
• Familiarity with CoStar or similar market intelligence platforms strongly preferred.
• Strong analytical skills with a track record of using data to drive strategic decision-making.
• Demonstrated success in partnering with Finance and Operations on pricing, margin, or capacity optimization initiatives.
• Exceptional organizational and communication skills with the ability to influence and lead cross-functional stakeholders.

Responsibilities

• Lead Generation Strategy & Execution: Design and own OSR’s lead generation process leveraging CoStar and other market intelligence platforms. Build and maintain a centralized, dynamic lead database with standardized qualification criteria. Prioritize leads in alignment with BD vertical leaders based on market segment, geography, and revenue potential. Continuously refine and scale lead-sourcing strategies to fuel sustainable pipeline growth.
• CRM & Sales Operations Leadership: Architect and implement an integrated email CRM strategy to support outreach and nurturing campaigns. Standardize Salesforce usage across the organization to ensure pipeline visibility, reporting accuracy, and actionable insights. Build dashboards, reports, and KPIs that enable executive visibility into performance at every stage of the funnel. Establish annual sales operations milestones and oversee training, adoption, and compliance to defined procedures.
• Pre‑Qualification & Relationship Coordination: Establish and guide pre‑qualification processes with general contractors and co‑op purchasing partners to ensure OSR is positioned to bid competitively. In partnership with licensing, maintain current registrations, documentation, and compliance records with all key partners. Act as the liaison between internal stakeholders and external partners to quickly resolve pre‑qualification issues.
• Process & Capacity Optimization: Set and enforce consistent sales processes, pipeline hygiene, and data integrity. Identify time periods of peak operational capacity and collaborate with Finance to design pricing strategies that improve overhead utilization and profitability. Develop scalable procedures that streamline handoffs between lead generation, BD execution, and operations.
• Cross-Functional Partnership & Enablement: Lead Marketing on messaging, timing, and go-to-market sales decks to ensure all externally facing materials are on brand and consistent Serve as the central hub between BD, Finance, and Operations to align priorities and ensure execution against growth goals.
• Additional Responsibilities: Perform additional duties and responsibilities as assigned

Benefits

• Flexible Work Environment
• Unlimited PTO + Paid Holidays
• Technology Package
• Medical Benefits - Partial Contribution: Medical Insurance: Aetna (EPO, PPO, & PPO HSA) Dental Insurance: Aetna (PPO) Vision Insurance: Guardian Insurance
• Retirement: 401k with up to 4% company match - after 1 year of continuous employment and 1000 hours worked
• Non-Contributory Benefits - Employer Paid: Life Insurance Accidental Death & Dismemberment (AD&D) Short Term Disability (STD) Long Term Disability (LTD)
• Quarterly Interactive Employee Events

What This Job Offers

• Job Type: Full-time
• Career Level: Director
• Education Level: No Education Listed