Senior Manager, Lead Management

AspenTech•Bedford, MA

About The Position

The driving force behind our success has always been the people of AspenTech. What drives us, is our aspiration, our desire and ambition to keep pushing the envelope, overcoming any hurdle, challenging the status quo to continually find a better way. You will experience these qualities of passion, pride and aspiration in many ways — from a rich set of career development programs to support of community service projects to social events that foster fun and relationship building across our global community. The Role Reporting to the Vice President of Marketing, the Senior Manager of Lead Management owns the strategy, mechanics, and processes for AspenTech’s lead-to-opportunity lifecycle. This role serves as the primary architect of the Marketing-to-Sales integration playbook, responsible for ensuring a high-velocity, high-impact lead flow that directly contributes to pipeline growth. Success is defined by lead-to-opportunity conversion rates, pipeline velocity, lead acceptance rates, and the operational rigor of the handoff between Marketing and Sales.

Requirements

Bachelor’s Degree in Business Management, Marketing, or a related field (Master’s preferred).
8+ years of progressive experience in Marketing Operations, Sales Operations, or Revenue Operations, with a deep focus on lead management and funnel optimization.
Proven success implementing lead generation and actioning frameworks (e.g., Forrester/SiriusDecisions Marketing Operations models).
Expert-level knowledge of Marketing Automation Platforms (MAP) and CRM systems (Salesforce), including integrated tools for intent data, sales enablement and lead routing.
Demonstrated ability to work with BI teams to design enablement solutions and data visualizations that connect marketing activity to business outcomes.
Strong ability to build credibility with senior leaders and subject matter experts across Sales, Marketing, and IT to drive alignment on cross-functional issues and initiatives.
A self-starter who builds process and infrastructure while also developing and mentoring team members in lead management best practices.
An ownership mindset with a drive to achieve successful business outcomes and implement and ensure adoption of technologies that reduce manual processes and solve complex problems.
Strong organizational, planning, and multi-tasking skills with a focus on data accuracy and operational rigor.
Exceptional interpersonal and communication skills, both written and verbal, with the ability to translate data and operational processes into clear narratives for varied audiences.
Ability to identify process gaps and design scalable solutions that align Marketing and Sales objectives.

Nice To Haves

Master’s preferred.

Responsibilities

Manage the end-to-end lead-to-opportunity function, ensuring seamless transitions from initial marketing touchpoints to sales-qualified opportunities.
Manage a small team responsible for nurturing, routing and dispositioning leads.
Accountable for lead-to-opportunity conversion rates, lead velocity, and pipeline contribution targets.
Partner with Sales and Sales Operations to define and document lead routing, lead management processes, and Service Level Agreements (SLAs) to build organizational trust and alignment.
Design and build dashboards in the CRM system to support sales visibility of leads across all business lines and to provide an efficient method to review and action leads.
Serve as a lead stakeholder for Marketing Business Intelligence.
Collaborate with BI analysts to develop reports and dashboards that answer critical business questions and visualize core KPIs around lead management, including conversion rates, channel performance and funnel velocity.
Own data best practices, compliance, and governance for all lead generation marketing-related activities to ensure database integrity and reporting accuracy.
Analyze the lead funnel to provide campaign teams with actionable insights into lead quality, channel effectiveness, and conversion velocity.
Identify patterns that inform campaign targeting and resource allocation decisions.
Continually audit and enhance the marketing technology stack as it relates to lead management, lead routing and lead conversion to ensure maximum ROI and operational efficiency.