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, LeanData 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
People Leadership & Team Development
- 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 & Experience
- 4–7+ 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 HubSpot preferred)
- Experience with lead routing tools (LeanData, Q-Assign, ChiliPiper, 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 MongoDB
MongoDB is built for change, empowering our customers and our people to innovate at the speed of the market. We have redefined the database for the AI era, enabling innovators to create, transform, and disrupt industries with software. MongoDB’s unified database platform—the most widely available, globally distributed database on the market—helps organizations modernize legacy workloads, embrace innovation, and unleash AI. Our cloud-native platform, MongoDB Atlas, is the only globally distributed, multi-cloud database and is available across AWS, Google Cloud, and Microsoft Azure.
With offices worldwide and nearly 60,000 customers—including 75% of the Fortune 100 and AI-native startups—relying on MongoDB for their most important applications, we’re powering the next era of software.
Our compass at MongoDB is our Leadership Commitment, guiding how and why we make decisions, show up for each other, and win. It’s what makes us MongoDB.
To drive the personal growth and business impact of our employees, we’re committed to developing a supportive and enriching culture for everyone. From employee affinity groups, to fertility assistance and a generous parental leave policy, we value our employees’ wellbeing and want to support them along every step of their professional and personal journeys. Learn more about what it’s like to work at MongoDB, and help us make an impact on the world!
MongoDB 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.
MongoDB is an equal opportunities employer.
Req ID: 4263332926
