We are looking for a Lead, Lead Flow & Top-of-Funnel Operations to own, optimize, and scale the processes that power our demand engine.
Sitting within Core Operations, this role will serve as the strategic business operator to Marketing and the SDR organization, ensuring that every lead moves through the funnel efficiently, accurately, and with full SLA compliance.
This role is ideal for someone who understands both the art and science of top-of-funnel management, is data-driven, and can operate at the intersection of process, systems, and stakeholder management.
We are looking to speak to candidates who are based in Dublin for our hybrid working model.
Key Responsibilities Lead Flow & Routing Ownership Own end-to-end Lead Flow processes, ensuring every inbound lead is assigned to the right person/team with speed, accuracy, and fairness Maintain and evolve routing logic and rulesets in partnership with Marketing Ops and SDR leadership Monitor SLA adherence for lead follow-up; establish processes to flag, escalate, and resolve SLA breaches Cross-Functional Partnership Act as the primary operational partner for Marketing (demand gen, field marketing, marketing ops) on top-of-funnel flow and conversions Collaborate closely with SDR leadership to ensure the team receives the right volume and quality of leads and has visibility into pipeline expectations Influence upstream processes (campaign setup, tracking, form strategy, channel definitions) to improve lead quality and routing accuracy Process Optimization & Governance Build and document scalable lead management workflows, ensuring clarity across Marketing, SDR, and Sales/GTM Ops Conduct regular audits of lead flow, routing rules, lifecycle stages, and system handoffs Partner with Marketing Ops to ensure lead scoring aligns with routing strategy and GTM priorities Drive continuous improvement - identifying friction points and designing solutions that enhance speed-to-lead and conversion Systems & Tooling Work closely with tech and systems teams to implement, test, and refine lead routing logic in CRM/automation tools (e.g., Salesforce, Marketo, Lean Data and Q-assign, etc.)Support overall AI roadmap / vision / projects impacting lead flow process Manage lead lifecycle hygiene and ensure data quality and integrity across systems.
Co-partner with Marketing and Sales/SDR teams on the lead enrichment business rules Recommend new tools or enhancements to lead flow enrichment, routing, scoring, and tracking Reporting & Insights Build dashboards and reports to monitor lead flow, conversions, SLA performance, and routing effectiveness Provide regular insights to Marketing & SDR stakeholders to inform campaign strategy, SDR capacity planning, and pipeline forecasting in partnership with strategy and planning team Use analytics to proactively identify bottlenecks and recommend improvements Team Management: Recruit, onboard, and manage a high-performing team of Lead Flow Analysts or Operations Specialists as the function scales Mentorship & Growth: Provide regular coaching and professional development opportunities, ensuring team members have clear career paths within GTM Operations Performance Management: Establish Key Performance Indicators (KPIs) for the team, conduct performance reviews, and manage resource allocation to ensure 24/7 lead coverage and operational excellence Culture Building: Foster a culture of accountability, continuous improvement, and cross-functional collaboration within the Lead Management team Skills & Experience4–7+ years in Revenue Operations, Marketing Operations, Sales Operations, or related GTM roles Strong understanding of lead management, lead qualification, lifecycle stages, and top-of-funnel GTM processes Hands-on experience with CRM and marketing automation platforms (Salesforce required; Marketo, Pardot, or Hub Spot preferred)Experience with lead routing tools (Lean Data, Q-Assign, Chili Piper, Distribution Engine, etc.) is a strong plus Analytical mindset with ability to turn data into insights and insights into action Excellent stakeholder management and communication skills, comfortable driving alignment between Marketing, SDR, and Sales Strong problem-solving abilities with a bias toward automation and scalability Ability to operate strategically while executing with precision Experience: Proven experience or strong aptitude for managing direct reports (previous experience as a Team Lead or Project Lead preferred)Leadership Skills: Demonstrated ability to influence at all levels, manage conflict, and build high-trust relationships across Marketing and Sales Visionary Thinking: Ability to see beyond day-to-day operations to build a scalable, world-class Lead Management function What Success Looks Like Leads are routed accurately and within SLA, with consistent improvements in speed-to-lead Marketing and SDR orgs have complete clarity and confidence in lead flows Top-of-funnel efficiency improves through better processes, insights, and cross-functional alignment Lead lifecycle and funnel definitions are clean, consistent, and trusted across GTM teams The business experiences measurable uplift in lead conversion and pipeline creation Talent Growth: You have successfully built a team of specialists who are experts in top-of-funnel operations and are prepared for further career growth within GTM Operations Standardization of Workflows: Success is reflected in clearly documented, repeatable processes that allow the team to onboard new members quickly and manage system migrations with minimal disruption High Confidence: Both Marketing and SDR organizations have complete "clarity and confidence" in the lead flows managed by your team, resulting in a measurable uplift in pipeline creation Why This Role Matters This role is critical to the health of our pipeline.
You will be the architect and owner of the systems and processes that connect Marketing's demand engine to our SDR team's pipeline creation efforts.
Your work will meaningfully impact revenue, team productivity, and customer experience at the very first touchpoint.
About Mongo DBMongo DB is built for change, empowering our customers and our people to innovate at the speed of the market.
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Mongo DB is committed to providing any necessary accommodations for individuals with disabilities within our application and interview process.
To request an accommodation due to a disability, please inform your recruiter.
Mongo DB is an equal opportunities employer.
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