Head of Global Lead Qualification

Head of Global Lead Qualification  

The Head of Global Lead Qualification is responsible for building, scaling, and optimizing a high-performing global lead qualification team. This role ensures that marketing-generated leads are consistently qualified, prioritized, and converted into high-quality sales opportunities. 

You will own the global lead qualification strategy, processes, tooling, and performance, acting as the critical bridge between Marketing and regional Sales execution to maximize pipeline efficiency and revenue impact. 

Benefit from a flexible hybrid work arrangement at our US Headquarters in Lake Oswego, Oregon, and become part of a team known as the worldwide market leader. Great if you live in the metro Portland, Oregon area. 

As a Milestone Employee, YOU are the key to our growth. Join our lively international group and take part in our quickly developing organization. Our commitment is to develop a united environment where meaningful targets propel our growth. 

Key Responsibilities 

Strategy & Leadership 

• Define and own the global lead qualification strategy aligned with revenue and growth goals 

• Build, lead, and develop a globally distributed lead qualification team (SDRs/Lead Qualifiers) 

• Establish clear roles, performance standards, and KPIs for team members and external outbound agencies  

• Foster a culture of accountability, coaching, and continuous improvement

Lead Management & Process Excellence 

• Optimize global lead qualification frameworks (MQL, SQL, SAL definitions) from both digital and event leads  

• Ensure consistent lead scoring, routing, prioritization, and follow-up across inbound and outbound channels 

• Balance speed-to-lead with qualification depth to maximize opportunity quality 

• Continuously improving qualification scripts, discovery frameworks, objection-handling guidelines, 

• Develop a training framework and manage the rollout of training programs, documentation, and best practices 

Sales & Marketing Alignment 

• Serve as the primary global owner of Marketing-to-Sales alignment from a leads   

• Partner closely with Regional Sales leaders to define opportunity readiness, qualification depth, and acceptance criteria 

• Establish and govern global SLAs between Marketing and Sales, with regional adaptations where required 

• Create structured feedback loops so regional Sales insights directly influence targeting, messaging, and campaign strategy 

Performance Management & Analytics 

• Own global KPIs across internal and agency-led activities (conversion rates, speed-to-lead, pipeline, revenue) 

• Track and report performance by region, channel, and partner 

Tools, Technology & Scale 

• Optimize lead qualification tech stack (CRM, marketing automation, AI tools, dialers, event lead capture tools etc.) 

• Standardizing global processes specifically while allowing for regional market nuances

Required Qualifications 

• 5-8 years of experience in B2B lead qualification, SDR/BDR leadership, demand generation, revenue operations, or related revenue-facing roles 

• Proven experience building, scaling, and leading high-performing qualification teams, or comparable revenue-facing teams in a management role 

• Demonstrated success aligning Marketing and regional Sales organizations to improve lead quality, pipeline conversion, and revenue outcomes 

• Strong understanding of B2B funnel mechanics and sales processes, from initial lead engagement through opportunity creation and deal progression 

• Excellent stakeholder management skills, with the ability to influence senior leaders across regions and functions 

• Proven ability to define and enforce global processes while enabling regional flexibility 

• Experience managing and governing external agencies delivering outbound lead qualification at scale is preferred 

Why Milestone? 

Ranked among the 100 Best Companies to Work for in Oregon, Milestone offers competitive benefits and a great culture. Employees here have flexible work environments, opportunities for further education, and the ability to directly affect change in our organization. 

The annual on-target earnings for this position range from $140,000 to $156,000. Pay is based on the level, location, complexity, responsibility, and job duties of the specific position and is just one component of Milestone’s total compensation package. Additionally, we offer an attractive benefits package that includes medical/dental benefits, FSA or HSA, 401k with 6% Safe Harbor employer match, paid parental leave, generous PTO (20 days' vacation, 10 days paid sick time, and 12 company holidays), fully paid Short Term disability policy, fully paid Long Term disability policy, and Life Insurance. If you are selected for an interview, please feel welcome to speak to our Talent Partner about our compensation philosophy. 

All employees must complete a background check. Employees in fiscal roles are also required to undergo a credit check. All information obtained during these checks is handled confidentially and shared only with authorized personnel. 

Milestone is committed to creating a diverse and inclusive workplace and is proud to be an equal opportunity employer. 

Apply Today 

Are you interested in this opportunity? We encourage you to apply as soon as possible. Applications will be reviewed on a rolling basis, and the position will remain open until filled. 

Please apply on our website: www.milestonesys.com.