Team Leader - Lead Management

Position Title: Lead Management Team Lead

Department: Commercial / Sales

Reports To: Director, Demand Generation LST

Location: Remote (Spain or Italy)

Position Summary

The Lead Management Team Lead is a player-coach who personally qualifies inbound leads while also leading, developing, and holding accountable a team of Lead Management Specialists. This role owns day-to-day team operations, including SLA adherence, CRM data quality, and pipeline accuracy, and serves as the primary escalation point for complex qualification scenarios.

The Team Lead partners closely with Marketing, Application Engineering, Inside and Outside Sales, and cross-functional leadership to drive continuous improvement in lead response, qualification accuracy, and handoff quality. This position is critical to building a high-performing, consistent lead management function and plays a key role in shaping team culture, process, and commercial rigor.

Key Responsibilities

Team Leadership & Development

• Lead, coach, and develop a team of Lead Management Specialists, setting clear expectations for performance, quality, and professional growth
• Conduct regular 1:1s, team huddles, and performance reviews; provide real-time feedback and coaching on qualification calls, CRM discipline, and customer interactions
• Own team scheduling, workload balancing, and coverage planning to ensure SLA commitments are met consistently
• Drive onboarding of new team members, including training on qualification frameworks, CRM standards, quoting processes, and escalation protocols
• Identify skill gaps and coordinate targeted development, partnering with Sales Enablement and Marketing as needed
• Foster a culture of accountability, continuous improvement, and commercial curiosity within the team

Inbound Lead Response & Qualification (Player Role)

• Carry a personal lead qualification workload, responding to inbound inquiries via web forms, web chat, and phone within established SLAs
• Conduct structured discovery using approved qualification frameworks and convert qualified leads into Opportunities with accurate documentation and owner assignment
• Provide budgetary quotes within approved templates and commercial guardrails
• Execute structured nurture of inbound leads, including quote reminders and clarifications
• Serve as the escalation point for complex or ambiguous qualification scenarios before routing to Sales or Application Engineering

CRM Excellence & Funnel Management

• Own team-level CRM data quality, conducting regular audits of lead records, opportunity documentation, quote logs, and disposition accuracy
• Monitor and report on team funnel metrics including response times, qualification rates, conversion rates, and disposition accuracy (Won/Lost alignment with Opportunity Owners)
• Maintain personal CRM excellence as the standard the team follows
• Support Marketing with aggregated feedback on lead quality, campaign alignment, and customer trends

Sales & Marketing Collaboration

• Act as the primary liaison between the Lead Management team and Sales, Application Engineering, and Marketing leadership
• Escalate complex technical, pricing, or product-fit questions to the appropriate teams and ensure timely resolution
• Participate in cross-functional alignment meetings and provide structured feedback on inbound lead quality, recurring customer questions, and process gaps
• Partner with Sales Enablement on talk tracks, qualification criteria updates, and competitive intelligence relevant to lead handling

Continuous Improvement & Process Ownership

• Identify and implement improvements to response templates, qualification frameworks, routing rules, and escalation protocols
• Track and analyze team performance data to surface trends, bottlenecks, and coaching opportunities
• Recommend and help implement process changes, tooling improvements, or workflow adjustments to improve speed, quality, and consistency
• Document and maintain standard operating procedures for the Lead Management function

Required Qualifications

Education & Experience

• Bachelor’s degree preferred (Business, Sales, Marketing, Engineering, or related field)
• 3–5 years of experience in lead management, sales development, inside sales, or related commercial roles, with at least 1 year in a team lead, supervisory, or senior individual contributor role
• Demonstrated experience coaching or mentoring peers in a sales or commercial environment
• Track record of meeting or exceeding individual and team performance targets

Skills & Competencies

• Strong written and verbal communication skills with the ability to coach others on effective customer communication
• High attention to detail and accuracy in CRM usage; ability to enforce data quality standards across a team
• Proven ability to manage competing priorities in a fast-paced, high-volume environment
• Customer-centric mindset with strong problem-solving and de-escalation skills
• Comfortable with performance metrics, reporting, and data-driven decision-making
• Organized, dependable, and proactive; leads by example
• Fluency in English
• Fluency in Spanish and Italian

Preferred Qualifications

• Experience with Salesforce CRM, including reporting and dashboard familiarity
• Familiarity with life sciences, industrial, or B2B manufacturing environments
• Experience building or scaling an inside sales or lead management function
• Fluency in additional languages