Analyst, Lead Management

The Analyst, Lead Management is responsible for orchestrating, managing, vetting, documenting, assigning, communicating, and tracking 100% of all inbound leads, with the ultimate goal of 30% of bookings attributable to MQLs (Marketing Qualified Leads).

The person in this position must be highly motivated and demonstrate exceptional communication and organizational skills, multi-tasking abilities, cross-team collaboration, and be innovative and forward-thinking.

It is critical that this person develop a strategic vision for processes and provide direction on planning and mapping processes in complex systems. Data analysis and problem-solving, independent decision-making beyond standard operational process, frequent communication with Sales VPs, and an understanding of and working in complex systems, such as Pardot and Salesforce are key requirements for this position.

Primary Accountabilities:

• Manage all inbound leads - orchestrate the entire process, vet and evaluate every inbound lead to determine viability and strength of lead, document all leads in Salesforce/Pardot, communicate with Sales Leaders for appropriate assignment, assign leads in Salesforce to ensure accurate tracking, accountability, and reporting and closely monitor and track results.

• Manage solutions@inmar.com inbox. Responsibilities include: evaluating leads for strength and viability, routing leads to appropriate sales leaders for assignment, routing customer service requests to corresponding support teams, and routing miscellaneous requests (Marketing, Legal, HR) to correct contact.

• Update contact information in Pardot, and forward qualified leads or questions from prospects to sales leaders.

• Augment current processes and develop new processes to automate lead generation, routing, and assignment in Pardot and Salesforce.

• Collaborate closely with the website design team to re-configure and continuously evaluate the Contact Us page in order to minimize non-lead traffic in the Solutions Box while promoting good customer service. Offer recommendations for best-in-class processes and improvements.

• Collaborate closely with sales leaders to assign prospects that interact with the website and that come in from Pardot Reports. Manage relationships with all primary sales leaders to ensure lead quality remains high and the overall assignment process stays efficient. Develop system changes and gain alignment with sales leaders in order to maintain an optimal and timely workflow process.

• Collaborate closely with the salesforce team to design reports and dashboards on behalf of sales leaders, product marketing managers, and sellers. Be the liaison who gathers the necessary report specifications, communicates requirements to the Salesforce team, ensures accuracy of the output/product, presents such reports and dashboards to key stakeholders as noted and ensures report and dashboard deliverables are accurate and meet their needs.

• Create Salesforce reports and dashboards to track and record inbound lead data as well as campaign opportunity influence data. Report and present data to senior management.

• Convert leads to contacts as well as companies to accounts in Salesforce as deemed necessary through individual evaluation and, in some cases, thorough research. This is critical for data integrity.

• Adjust and monitor lead scoring and lead rating in Salesforce and Pardot for all business units.

• Manage all leads lists (trade shows, paid media, etc.) to ensure accuracy and data cleanliness prior to importing to Pardot. Complete the full Pardot import process of such lead lists and ensure accurate migration of data to Salesforce, ensuring the data is uploaded against the appropriate campaign, which will ultimately tie the lead data to campaign attribution.

• Assist the Marketing Technologist with tasks within Pardot/Salesforce to support marketing efforts on a corporate level, working with Product Marketing and Sales to maximize the results of all campaigns.

• Manage all Event Marketing leads for assignment, tracking, follow-up, and event opportunity attribution. Work with the appropriate sales leaders to assign leads and follow-up tasks for sellers in Salesforce.

• Manage all Webinar / Demo Leads - work with Product Marketing Managers to clean lead lists and have it sent out to sales leaders for assignment. Connect leads to corresponding Salesforce campaigns to ensure complete and accurate campaign attribution, and assign follow-up tasks for sellers in Salesforce.

• Create reports in Salesforce to track inbound lead data and measure campaign revenue attribution via opportunity revenue share.

• Create and update Pardot forms that are live on Inmar.com to generate and capture leads. Audit form automation for accuracy, to ensure that we are accurately capturing critical lead details which are needed to then assign leads to sellers and report on campaign attribution.

• Manage solutions@inmar.com SOP directory and keep inbox directory reference sheet up to date by continuously updating the routing guide for the solutions inbox so that information on where to send leads & inquiries is up to date, resulting in no delays in lead assignment.

• Receive and manage inbound lead phone call inquiries and voicemails. Talk directly with potential leads by phone and be the first touch and first impression on behalf of Inmar.

• Support other Sales Enablement and Lead Generation projects as assigned.

An equal opportunity employer.

At Inmar, we put people first and that means empowering our associates to thrive at every stage of life and career. Our comprehensive and competitive benefits package is thoughtfully designed to support a wide range of lifestyles and life stages.

Eligible associates have access to:

• Medical, Dental, and Vision insurance

• Basic and Supplemental Life Insurance options

• 401(k) retirement plans with company match

• Health Spending Accounts (HSA/FSA)

We also offer:

• Flexible time off and 11 paid holidays

• Family-building benefits, including Maternity, Adoption, and Parental Leave

• Tuition Reimbursement and certification support, reflecting our commitment to lifelong learning

• Wellness and Mental Health counseling services

• Concierge and work/life support resources

• Adoption Assistance Reimbursement

• Perks and discount programs

Please note that eligibility for some benefits may depend on your job classification and length of employment. Benefits are subject to change and may be governed by specific plan or program terms.

We are an Equal Opportunity Employer, including disability/vets.

This position is not eligible for student visa sponsorship, including F-1 OPT or CPT. Candidates must have authorization to work in the U.S. without the need for employer sponsorship now or in the future.