Lead Gen, Program Manager

6 months ago

Vancouver, Canada Black & White Zebra Full time

**About the Role**:
In this role as a Lead Gen, Program Manager you are part of the PPL team and responsible for the daily operations of the program and coordinating continuous improvements. Our PPL team qualifies inbound inquiries from purchasers searching for SaaS solutions across our portfolio of publications, and connects them with appropriate vendors. You'll report to the Director of Revenue Operations. You coordinate everything related to the lead program, from the point a lead comes in, to the point it reaches the right vendor. You'll be the glue between our product managers working on improving our platforms and forms, our qualification agents calling and matching leads, and the GTM team getting vendors interested to sell leads and ensuring that we monetize as much inventory as possible by expanding their filters.

**Who you are**:
**How your success will be measured**:
Your main success indicators are the growth rate and efficiency improvements of the Pay Per Lead program, ultimately mirrored in the overall revenue of the program and satisfaction of our vendor customers. To track this we use a number of metrics like the average processing time, average time to lead, disqualification rates, revenue per lead, time per qualified lead and more. It's a very data-driven role that is clear and concise on the priorities with little ambiguity.

**What you'll be doing (responsibilities)**:

- Take full accountability for the Pay Per Lead program, ensuring a seamless flow from lead generation to vendor matching.
- You manage the daily lead pipeline and coordinate with qualification agents to ensure every lead gets touched as soon as possible.
- EstablishStandard Operation Procedures for the lead qualification process (think Service Level Agreements for lead contact times, lead report standards, call scripts, lead distribution/assignment, revenue monitoring, performance evaluations, etc)
- Developing and implementing strategies to improve the efficiency and effectiveness of our lead generation program from decreasing form abandonment rates to increasing the average revenue per lead.
- Identifying and resolving bottlenecks within the lead generation and qualification process.
- Ensuring the achievement of key performance indicators such as hitting expansive revenue targets, lead qualification rates, and vendor satisfaction scores.
- Supporting partnerships team to expand the reach of our network of sites driving leads
- Coordinating with the Sales team to ensure we have vendor coverage in a broad variety of enterprise SaaS products to be able to meet the needs our clients

**Your skillset includes**:

- Minimum of 3 years proven experience in digital program management, inside sales leadership or support team leadership, preferably within a B2B SaaS environment.
- Familiarity with call operations either from a call center, in-house sales (BDR/SDR), or support team, focusing on operational efficiency.
- Experience leading a front-line team in a customer service function
- Ability to analyze data, derive insights, and implement data-driven decisions
- Exceptional ability to develop and implement strategies aimed at improving both process and product
- Strong interdisciplinary communication skills

**Nice to haves**:

- Previous experience at a B2B SaaS lead generation vendor.
- Previous experience in a B2B lead generation management role (in-house or agency)
- Digital product experience in the B2B space
- Familiarity with relevant tools and platforms used in lead management (CRMs, MAPs, etc), specifically Zoho CRM experience
- Certifications in Program Management/Product Management or related fields

**About Us**:
Black and White Zebra is a rapidly growing, independent media tech company headquartered in Vancouver, B.C. Canada. Since 2012, our portfolio of influential digital publications has been helping millions of people succeed at work.

Our brands cover project management, product management, people management, customer experience, quality assurance and others, with the goal of connecting people with the knowledge, skills and tools they need to succeed professionally.

We got our start in 2011 as The Digital Project Manager blog, founded by our CEO Ben Aston. Since then, we’ve grown into an international team of 50+ creators, strategists, and innovators with a portfolio of more than 12 online publications. We enjoy an impact-driven environment that combines the agility of a startup with the creativity of an agency and the diversity of a global company.

We’ve recently ranked #30 in The Globe and Mail’s Fastest Growing Companylist and received a CMI award for Best Digital Publication for The Digital Project Manager—and we’re listed in both Canada's Top Small & Medium Employers, and Best Employers in BC.

All of this growth is driven by our commitment to our mission: In a world of evolving skills, practices, and technology, we’re creating a playbook for the future of work and empowering communitie

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