Manager of Data Enrichment and GTM Plays (Hybrid)

Responsibilities

• Data Enrichment & Quality (60-70%):
• Data Accuracy: Ensure Salesforce is clean, accurate, and up-to-date by filling in missing fields such as job titles, contact details, firmographics (company size, industry), and technographics (technology stack).
• Automation Strategy: Implement automated data enrichment workflows using tools like ZoomInfo, 6sense, or Clay to reduce manual administrative burden for sales reps.
• Lead Segmentation: Use enriched data to segment the audience for tailored sales and marketing initiatives.
• Data Governance: Collaborate with D&A to Establish data standards, validation rules, and protocols for data entry and maintenance.
• Sales Plays & Activation (30-40%):
• Playbook Development: Design "sales plays"-structured outreach strategies (e.g., targeted and personalized email messaging, LinkedIn outreach) tailored to specific segments (e.g., "fast-growing FinTech companies in the US").
• Salesforce Integration: Push enriched data directly into sales engagement tools (e.g., Salesloft) so reps can begin outreach immediately.
• Account Targeting: Identify "white-space" opportunities and map buying groups / committees by uncovering subsidiaries, affiliates, and decision-makers.
• Performance Measurement: Monitor KPIs such as call volume, conversation rates, and lead generation numbers to identify gaps and refine plays.
• Key Performance Indicators (KPIs)
• Data Accuracy/Completeness Rate: Percentage of records with complete firmographic and contact data.
• Lead-to-Meeting Conversion Rate: Effectiveness of sales plays in generating meetings.
• Data Enrichment ROI: Impact on pipeline generation and deal closure rates.
• AE / SDR Productivity: Increase in outbound outreach volume due to less research time.

Requirements

• Bachelor's degree or equivalent work experience
• 5+ years experience in sales operations, revenue operations, or data management.
• Expert-level knowledge of Salesforce
• Expert-level knowledge of tools like ZoomInfo, Clay, 6Sense and / or LinkedIn Sales Navigator
• Ability to analyze data trends and identify actionable insights.
• Strong ability to collaborate with marketing and sales teams to translate data into sales strategies.
• Methodical approach to identifying and resolving data inconsistencies.
• Experience with Gmail and Google Docs
• Experience with MS Office (Word and Excel)
• Experience with web browsers (Chrome, Internet Explorer, etc.)
• Strong verbal and written communications
• Excellent time management and organization skills
• Proficiency with a CRM, such as Salesforce
• Strong analytical skills (including mastery of Microsoft Excel) and experience with reporting and data analysis.
• Proficiency in Data Enrichment Tools like ZoomInfo and Clay
• Ability to manage multiple projects at the same time in a fast-paced environment.
• Technically capable, excellent communicator, and a desire to improve processes.
• Team Player
• Ability to work autonomously
• Our Fantastic Benefits
• Note: An applicant assessment and background check may be part of your hiring procedure.

Benefits

Additional Information

KnowBe4 empowers the modern workforce to make smarter security decisions every day. Trusted by more than 70,000 organizations worldwide, KnowBe4 is the pioneer of digital workforce security, securing both AI agents and humans. The KnowBe4 Platform provides attack simulation and training, collaboration security, and agent security powered by AIDA (Artificial Intelligence Defense Agents) and a proprietary Risk Score. The platform leverages 15-years of behavioral data to combat advanced threats including social engineering, prompt injection, and shadow AI. By securing humans and agents, KnowBe4 leads the industry in workforce trust and defense. Remote positions open in the US office only. A Manager of Data Enrichment and GTM Plays is a revenue operations focused role responsible for ensuring that the sales team has high-quality, actionable data and structured strategies to target that data effectively. This manager bridges the gap between Sales, Marketing, and Data and Analytics (D&A) by automating lead enrichment and deploying targeted sales strategies ("plays") into CRM and sales engagement tools. This role is crucial for ensuring that sales representatives spend less time researching and more time talking to highly qualified leads.

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