Operations Lead — Lead Flow, Scoring & Handoff

Socket.dev; North Carolina; Hybrid; USD 97,000 - 165,000; Full time

Benefits offered by this job

Commuter support

Employee assistance programs

Tuition assistance

Employee resource groups

Collaborative workspaces

Dogs welcome

Job summary

athenahealth is seeking a Manager, Lead Operations to own the end-to-end lead lifecycle across Marketing and Sales, including capture, enrichment, qualification, scoring, routing, and recycling.

You will set governance, SLAs, and performance metrics to ensure high-quality leads move efficiently through the funnel, while partnering with Data Science, IT, Analytics, and Operations to drive scalable solutions and continuous improvement.

Qualifications

• Bachelor's degree or equivalent relevant experience.
• 5+ years of experience in Marketing Operations, Revenue Operations, Sales Operations, Demand Generation Operations, or related discipline.
• 1+ years of people management experience.
• Demonstrated leadership in a complex lead management ecosystem.
• Experience managing lead processes including capture, enrichment, qualification, scoring, routing, sales handoff, disposition, and recycling.
• Experience defining or managing lead lifecycle stages, qualification criteria, routing rules, SLAs, and governance.
• Strong understanding of CRM and marketing automation platforms (Salesforce, Marketo, HubSpot, Eloqua, Account Engagement, etc.).
• Experience with lead scoring models, including behavioral and demographic scoring, predictive scoring, or ML-informed models.
• Experience with lead-to-revenue reporting and funnel performance analysis.

Responsibilities

• Own the end-to-end lead lifecycle from capture to recycling.
• Establish and govern lead lifecycle definitions, criteria, routing, SLAs, and disposition processes.
• Monitor lead flow health and resolve bottlenecks, data quality issues, and processing delays.
• Continuously optimize lead workflows, integrations, and controls for reliability and speed.
• Partner with Sales Ops and leadership to strengthen lead acceptance and feedback loops.
• Own lead scoring and qualification models reflecting GTM priorities.
• Collaborate with Data Science and Analytics to evaluate model performance and rollout changes.
• Define governance for scoring changes and post-launch validation.
• Define and monitor KPIs linking operational performance to sales outcomes.
• Use data and stakeholder feedback to improve scoring, routing, and overall funnel effectiveness.

Skills

Leadership

Cross-functional

CRM tools

SQL

Data governance

Education

Bachelor's degree

Tools

Salesforce

Marketo

HubSpot

Eloqua

Job description

athenahealth is seeking a Manager, Lead Operations to own the end-to-end lead lifecycle across Marketing and Sales, including capture, enrichment, qualification, scoring, routing, and recycling.

You will set governance, SLAs, and performance metrics to ensure high-quality leads move efficiently through the funnel, while partnering with Data Science, IT, Analytics, and Operations to drive scalable solutions and continuous improvement.