Head of Outbound Strategy (Remote)
About The Position
The Manager, Outbound Strategy owns outbound targeting and contact strategy across North America, EMEA, and APAC, and across Mid-Market, Enterprise, and GMN. The role determines which accounts and contacts representatives should pursue, how many are needed per representative, and how thoroughly priority contacts should be worked. It follows lists through calls and the sales funnel, uses results to improve future targeting, and aims to ensure the strategy is well considered before outreach begins. This is a strategy role rather than a list-building role. A list operations team builds lists, while the manager directs and advises that team on what to build, to what standard, and in what order. The role works alongside the Outbound Performance and Outbound Development managers, who handle reporting and tools, and training and coaching, respectively.
Requirements
- Strong analytical skills, including the ability to work with large data sets, identify patterns, and explain findings in plain language.
- Ability to translate targets into funnel math and test assumptions against actual results.
- Familiarity with outbound sales and top-of-funnel best practices, including prioritization, sequencing, and measurement of contacts.
- Experience in sales operations, revenue operations, sales development, or a data support role.
- Working knowledge of Salesforce reporting.
- Collaborative approach and credibility with front-line leaders, operations teams, and vendors.
- Experience directing the work of others, such as contractors, analysts, or an operations team.
- Clear written and verbal communication.
- Experience with sales engagement, dialing, scoring, or data enrichment tools.
- Experience working across regions and segments.
Responsibilities
- Work backwards from sales targets to determine the number of accounts and contacts each representative needs by segment and region.
- Rank and tier contacts to help representatives prioritize their time, and update the approach as results come in.
- Recommend how representatives receive lists, including whether an open pool or a request process is more effective.
- Direct the list operations team on what to build, the required standards, and the order of work.
- Design and run trials of new titles, industries, and account types, and agree on how to measure them.
- Review call outcome data daily, including wrong contacts, wrong accounts, meetings booked, and contacts moved to nurture.
- Trace lists through the sales funnel to identify which contacts and accounts become qualified meetings.
- Identify effective representatives and targeting approaches, and share successful practices.
- Own metrics for targeting quality and downstream results, with clear definitions.
- Maximize the value of scoring, dialing, and data tools and recommend how to configure them.
- Set standards for how often and over what period priority contacts should be worked.
- Track adherence to contact strategies and the reach they deliver.
- Provide front-line leaders with data to support coaching.
- Work with Growth Performance to ensure necessary reports and dashboards exist and their numbers are reliable.
- Work with Growth Development so training and coaching reflect data findings.
- Share findings and recommendations with Sales Development leaders across regions and segments.
Benefits
- Flexible benefits tailored to each country, including health and welfare insurance plans, retirement programs, parental leave, adoption assistance, and wellbeing resources for employees and their immediate families.
- Weekly travel deals from major travel providers, including flights, hotels, cruises, and car rentals.
- Access to over 20,000 courses on a learning platform, leadership courses, and internal job openings.
- Global Inclusion Groups.
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What This Job Offers
Job Type
Full-time
Career Level
Manager
Education Level
No Education Listed
