Senior Manager, BDR Operations & Engagement

Navan; New York (NY); On-site; USD 135,000 - 240,000; Full time

Job summary

Navan is seeking a high-impact strategist to optimize the marketing engine that powers growth. You’ll partner with BDRs and marketing teams to ensure the inbound funnel has the right tools, processes, and insights to convert demand into revenue.

You will collaborate with Marketing Ops, Revenue Ops, and other analysts to drive data hygiene, attribution consistency, and velocity across a global funnel, with a focus on Lead-to-SQO-to-VO conversions and end-to-end lifecycle strategies.

Qualifications

• Champion changes with professional maturity and build trust-based relationships.
• Translate data insights into actionable requirements and operational plans.
• Bridge business goals with clear system and process requirements.

Responsibilities

• Own infrastructure and data hygiene with Marketing Ops and RevOps to keep attribution consistent.
• Design and execute BDR playbooks, develop contextual strategies, and improve speed-to-lead.
• Create lifecycle and warm outbound plays, including event orchestration and signal-based prospecting.
• Refine funnel architecture: lead scoring, MQL conversion, and feedback loops to reduce junk volume.
• Plan capacity and coverage to balance inbound velocity and territory distribution.

Skills

Inbound funnel optimization

Collaborative operator

Strategic alignment

Full-stack thinker

Time-zone fluid

Tools

Salesforce

Marketo

Outreach

Job description

We are looking for a high-impact strategist to help optimize the marketing engine that powers our growth. You will be the thought partner to the BDRs and marketing teams to optimize our inbound funnel. In close partnership with Demand Generation, Marketing Operations, Revenue Operations, and other business analysts, you will ensure BDRs have the right tools, processes, playbooks, systems and insights that turn demand into revenue. You will ensure our strategy and execution drive efficiency and velocity needed for our sales and marketing funnel.

What You’ll Do:

1. Infrastructure

• Unified Data Logic: Work closely with Marketing Ops and Revenue Ops to ensure data hygiene and attribution models remain consistent across territories, while advocating for the specific nuances of our inbound BDR motion.
• Collaborative Roadmap: Influence the global BDR roadmap, ensuring optimizations to the Lead-to-SQO-to-VO conversion rates are prioritized and executed.
• Cross-Functional Partnership: Partner closely with the Marketing Ops, and RevOps and Business Systems teams to design and optimize systems, lead-scoring logic, and tech stack updates that power our inbound funnel.

2. BDR Playbook Design & Execution

• The Hand-off: Ensure that when an MQL is triggered, the BDR team has the immediate context, research, and tools they need to strike while the iron is hot.
• Contextual Playbooks: Build distinct outreach strategies for different inbound sources .
• Objection Handling & Messaging: Analyze call recordings to identify common friction points for inbound leads. Translate these insights into training materials and updated messaging scripts to improve conversion rates.
• Speed-to-Lead: Analyze 'Speed-to-Lead' impact on conversion and implement SLA protocols to maximize connect rates.
• A/B Testing: Run A/B testing in collaboration with Demand Gen and BDRs to identify best subject lines, call scripts, and multi-channel sequencing strategies.

3. Lifecycle & Warm Outbound Strategy

• Database Activation: Design high-conversion plays to mine our existing database. Create strategies for BDRs to target "Closed-Lost" opportunities, stalled leads, and "dark" prospects who are showing renewed intent signals.
• Event Orchestration: Move beyond simple lead follow-up. Partner with Field Marketing to design strategic pre-event outreach and post-event blitzes that prioritize high-value attendees over general foot traffic.
• "Signal-Based" Prospecting: Define the strategy for low-intent inbound leads (e.g., eBook downloads). Determine when a BDR should intervene manually versus when a lead should remain in marketing nurture.

4. Strategic Funnel Architecture

• Lead Logic & Flow: Identify opportunities to refine the scoring models that turn a "Lead" into a "Marketing Qualified Lead" (MQL).
• Conversion Strategy: Analyze funnel performance and continuously refine the systems and process logic that improve lead-to-MQL, MQL-to-SQO, and SQO-to-VO conversion rates.
• The Feedback Loop: Act as the voice of the BDR team back to Demand Gen. Provide qualitative and quantitative data on lead quality to help Marketing refine targeting and reduce "junk" volume.

4. Capacity & Resource Planning

• Capacity Management: Analyze inbound lead volume trends (seasonality, campaign spikes) to forecast BDR capacity needs.
• Coverage Assurance: Ensure we have the right coverage during peak marketing pushes so no lead is left behind, and optimize territory distribution to balance lead flow.

What We’re Looking For:

• The Collaborative Operator: You possess the conviction to champion necessary changes and the professional maturity to maintain the deep, trust-based relationships.
• Strategic Alignment: You excel at turning business goals into clear operational requirements. You don't just build reports; you interpret what the data says about our strategy.
• Full-Stack Thinker: You understand the friction a BDR faces on a cold call and build processes that reduce that friction.
• Time-Zone Fluid: You are comfortable managing a schedule that requires working with a global team spanning from Sydney, Tel Aviv, London, New York, and San Francisco.
• Tech-Enabled Strategist: You are technically savvy in Salesforce, Marketo, and Outreach. You use this knowledge not just to "admin" the tools, but to provide the clear technical context our Operations partners need to execute your strategic vision.

Pay Range

The posted pay range represents the anticipated low and high end of the compensation for this position and is subject to change based on business need. To determine a successful candidate’s starting pay, we carefully consider a variety of factors, including primary work location, an evaluation of the candidate’s skills and experience, market demands, and internal parity. For roles with on-target-earnings (OTE), the pay range includes both base salary and target incentive compensation. Target incentive compensation for some roles may include a ramping draw period. Compensation is higher for those who exceed targets. Candidates may receive more information from the recruiter.

$135,000—$240,000 USD

About Navan

Navan (Nasdaq: NAVN) is the leading all-in-one business travel, payments, and expense management platform that makes travel easy for frequent travelers. From finding flights and hotels to automating expense reconciliation, with 24/7 support along the way, Navan delivers an intuitive experience travelers love and finance teams rely on. See how Navan customers benefit and learn more at navan.com.

Our Benefits

Navan offers a comprehensive benefits program designed to support your well-being, financial security, and life outside of work. Our benefits, thoughtfully tailored by country to meet local needs, include healthcare coverage, insurance offerings, and wellness resources for you and your family.

We support long-term financial growth through retirement savings programs and opportunities to participate in our equity plans, so you can share in Navan’s success. To promote balance, we offer flexible time off, country-specific holidays, and paid parental leave for all new parents. Additional benefits include connectivity and commuting support, mental health resources, and exclusive travel-related perks. Wherever you’re based, our benefits evolve with you.

Workplace Policy

Navan believes in the value of in-person connections, whether that’s sitting down to have lunch with one another, taking a walking 1:1, or collaborating in a room together. The connections forged through face-to-face interactions improve company culture and drive business results. Navan invests in global office spaces — in the U.S., Europe, and Asia, among others — that feel welcoming. In-office perks such as company-provided lunches and happy hours create a strong team environment to help you do your best work. Our employees work from the office four days a week. Please expect this policy for all roles that are tied to an office.

Equal Opportunity

Navan is an equal opportunity employer. We make all employment decisions based solely on merit. We provide equal employment opportunity to all applicants and employees without discrimination on the bases of race, religion, color, national origin, gender (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, or other applicable legally protected characteristics. We prohibit any such discrimination or harassment. This policy applies to all terms and conditions of employment, including hiring.

Accommodations

Navan complies with the Americans with Disabilities Act (ADA), as amended by the ADA Amendments Act, and all applicable state or local law. Navan will reasonably accommodate qualified individuals with a disability in connection with applications for employment as required by law.

If you need any assistance or accommodations due to a disability, you are welcome to email us at [e-mail].

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