Advanced Specialist, Program Manager – SDR Program
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Job Description
Advanced Specialist, Program Manager overseeing SDR program performance for Pearson. Driving pipeline generation through managing SDR strategies and process optimizations across cross-functional teams.
Responsibilities:
- Own end-to-end SDR program design, including lead management, qualification standards, and conversion workflows
- Define and evolve the SDR program’s role in pipeline creation vs. servicing activities to maximize impact
- Translate leadership priorities into scalable SDR processes and operating models
- Partner with Sales Leadership to align SDR scope with business goals (pipeline quality, new business, speed-to-lead)
- Design and maintain lead routing, qualification, and conversion rules across systems (e.g., Salesforce / 1CRM)
- Identify inefficiencies in SDR workflows (manual steps, duplication, data gaps) and implement improvements
- Drive automation opportunities to improve speed, consistency, and scalability of lead handling
- Standardize SDR playbooks, documentation, and best practices across the program
- Own SDR reporting frameworks, dashboards, and KPIs (lead volume, conversion rates, pipeline influence)
- Monitor program performance weekly and surface actionable insights to leadership
- Ensure accurate attribution of SDR impact across pipeline and revenue
- Conduct audits and build mechanisms to improve data hygiene and reporting accuracy
- Serve as the central point of coordination across Sales, Marketing, Operations, and external partners
- Align on lead sources, campaign inputs, and handoff expectations
- Define roles and responsibilities between SDRs and Sales (e.g., qualification vs. pipeline ownership)
- Partner with RevOps/Tech to support system enhancements and data structure improvements
- Lead initiatives to shift SDRs toward higher-value, proactive pipeline generation
- Evaluate program performance and recommend structural or strategic changes
- Pilot new approaches (automation, segmentation, outreach models) to improve conversion outcomes
- Incorporate feedback from Sales and stakeholders to refine program effectiveness
Requirements:
- 4+ years in sales operations, program management, or sales development environments
- Strong understanding of lead lifecycle management, CRM systems (Salesforce/1CRM), and pipeline mechanics
- Proven experience building or optimizing programs/processes at scale
- Strong analytical skills with the ability to translate data into actionable business recommendations
- Excellent cross-functional collaboration and communication skills
Benefits:
- Pearson’s annual incentive program
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