GTM Operations Manager, Lead Operations

Box; Redwood City (CA); Hybrid; USD 115,000 - 143,000; Full time

Job summary

Box in Redwood City, CA, is seeking a GTM Operations Manager to shape how leads move from Marketing to Sales Development, owning LeanData and Outreach configurations and ensuring timely handoffs.

You will monitor MQL processing, lead routing, data quality, and performance metrics, partnering with Marketing, Sales, and Operations to scale Lead Operations and drive accountability.

Qualifications

• 7+ years in marketing operations, revenue operations, or related field.
• 3+ years managing lead management processes in B2B SaaS.

Responsibilities

• Set and evolve lead operations strategy aligning with Marketing and Lead Gen priorities.
• Own LeanData and Outreach administration including configuration and optimization.
• Oversee MQL processing and lead routing to ensure proper assignment and timely handoffs.
• Monitor MQL volume, processing, routing, and follow-up; coordinate resolutions quickly.
• Establish routing and follow-up standards to support timely engagement.
• Guide Outreach best practices for consistent use of sequences by Lead Gen.
• Track lead performance and data quality; translate findings into improvements.
• Partner with Lead Gen to align goals and resolve process friction.
• Gather requirements and document changes; support adoption.
• Identify opportunities to simplify workflows and scale Lead Operations.

Skills

Marketing operations

Lead management

Salesforce CRM

Data analysis

Project management

Cross-team collaboration

Tools

LeanData

Outreach

Job description

WHAT IS BOX?

Box (NYSE:BOX) is the leader in Intelligent Content Management. Our platform enables organizations to fuel collaboration, manage the entire content lifecycle, secure critical content, and transform business workflows with enterprise AI. We help companies thrive in the new AI-first era of business. Founded in 2005, Box simplifies work for leading global organizations, including JLL, Morgan Stanley, and Nationwide. Box is headquartered in Redwood City, CA, with offices across the United States, Europe, and Asia.

WHY BOX NEEDS YOU

We're looking for a GTM Operations Manager to shape the strategy and day-to-day execution of how leads move from Marketing to Sales Development. You'll own the systems and processes that support lead qualification, routing, and follow-up, while using performance data to identify gaps and guide improvements.

You’ll administer LeanData and Outreach, partnering with Lead Generation and teams across Marketing, Sales, and Operations to build a scalable lead operations model. You'll define and set priorities and operating standards, while managing MQL processing and lead routing to support accurate, timely handoffs and consistent follow-up.

WHAT YOU'LL DO

• Set and evolve the strategy for Lead Operations, aligning lead lifecycle processes and technology with Marketing and Lead Generation priorities.
• Own the roadmap and day-to-day administration of LeanData and Outreach, including workflow configuration, troubleshooting, and ongoing optimization.
• Oversee MQL processing and lead routing, ensuring leads are handled accurately, assigned appropriately, and delivered to the right teams.
• Monitor MQL volume, processing, routing, and follow-up; investigate delays or errors quickly and coordinate resolution with the teams involved.
• Establish routing and follow-up standards that support timely, consistent lead engagement.
• Guide Outreach best practices, supporting consistent and effective use of sequences by the Lead Generation team.
• Track lead performance, routing accuracy, follow-up, and data quality; turn findings into recommendations and concrete improvements.
• Be a strategic partner with Lead Generation to define shared goals, resolve process friction, and improve accountability.
• Gather requirements, implement system and process changes, document updates, and support their adoption.
• Identify opportunities to simplify workflows, improve data quality, and scale Lead Operations as business needs evolve.

WHO YOU ARE

We are an AI-first company. This means you approach your work with a growth mindset and find ways to leverage AI to help make faster, smarter decisions that will 10X your impact at Box.

• You have 7+ years of experience in marketing operations, revenue operations, or a related field, with hands‑on expertise in marketing automation platforms (Marketo certification preferred).
• You bring 3+ years of experience managing lead management processes, including lead scoring, routing, and lifecycle programs in a B2B SaaS environment.
• You have deep experience with Salesforce CRM and a strong understanding of how marketing and sales systems integrate to support pipeline generation.
• You are proficient in data analysis and reporting, with the ability to translate complex data sets into clear, actionable insights for stakeholders.
• You bring strong project management skills and the ability to manage multiple priorities in a fast‑moving environment with a high degree of autonomy.
• You are a collaborative partner who communicates clearly and effectively with both technical and non‑technical audiences.

Box lives its values, with community and in‑person collaboration being a core part of our culture. Boxers are expected to work from their assigned office a minimum of 3 days per week. Your Recruiter will share more about how we work and company culture during the hiring process.

At Box, we believe unique and diverse experiences benefit our culture, our products, our customers, our company, and our world. We aim to recruit a passionate, high‑performing workforce that reflects the world we live in.

EQUAL OPPORTUNITY

We are an equal opportunity employer and value diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, disability, and any other protected ground of discrimination under applicable human rights legislation. Box strives to respect the dignity and independence of people with disabilities and is committed to giving them the same opportunity to succeed as all other employees. Inclusiveness is core to our culture at Box, and we strive to ensure you get the most from your interview experience.

Box makes reasonable accommodations for applicants with disabilities. If a reasonable accommodation is needed to participate in the job application or interview process, please complete this form. Reasonable accommodations may include scheduling adjustments, document dictation and beyond.

Notice to applicants in Los Angeles: Box, Inc and its related branches will consider for employment, qualified applicants with criminal histories in a manner consistent with the Los Angeles Fair Chair Ordinance. The Fair Chance Ordinance is provided here.

Notice to applicants in San Francisco: Box, Inc and its related branches will consider for employment, qualified applicants with criminal histories in a manner consistent with the San Francisco Fair Chair Ordinance. The Fair Chance Ordinance is provided here.

For details on how we protect your information when you apply, please see our Personnel Privacy Notice. If you are a California‑resident, please read our California Applicant & Candidate Privacy Notice here.

NOTICE OF USE OF AI

At Box, we believe in the power of AI to improve the recruiting process while keeping people at the heart of every decision. For more information on the use of AI in our hiring process, please visit our webpage here.

Box is committed to fair and equitable compensation practices. Actual base salary (or OTE if commissionable role) is dependent upon factors such as knowledge, skill level, experience, and work location. This role is also eligible for equity and benefits. For more information, check out our benefits and perks.

In accordance with OFCCP compliance, here is the Pay Transparency Provision.

San Francisco Pay Range: $114,500 – $143,000 USD

Redwood City Pay Range: $114,500 – $143,000 USD