Senior Manager BDR Operations & Engagement

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:

• 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.

• 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.

• 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.

• 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.

• 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.

What We Do

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.

Why Work With Us

At Navan we’re never satisfied with the status quo and we know breakthrough ideas come from diverse perspectives. We are committed to cultivating a workplace that reflects the diversity of the customers we serve while fostering leadership and innovation.

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