Sales Activation CoE Lead

About the Role

The COE Process Lead – Sales Activation is accountable for the design, governance, and operational excellence of ERM’s Sales Activation capability delivered through the Global Delivery Center. This role leads a team of Sales Activation Managers, ensuring consistent execution of sales activation processes across industries and regions, and acts as the single point of accountability for ways of working, performance management, pipeline governance, escalation handling, and continuous improvement. The role owns and continuously evolves the Sales Activation operating model, covering campaign execution, lead management, pipeline hygiene, escalation paths, and reporting standards. It maintains operating model artifacts such as SOPs, RACI matrices, SLAs, and governance forums, and serves as the escalation point for process breakdowns, prioritization conflicts, and resourcing bottlenecks. The Process Lead acts as the primary internal contact for stakeholders such as the Global Marketing Director and Commercial COE Lead, managing escalations and collaborative issue resolution. KPIs and SLAs—including time‑to‑publish, error rates, campaign build cycle time, and cost per operation—are monitored, with weekly and monthly performance reports, trend analyses, and executive updates produced to recommend corrective actions. People and resource coordination includes leading hiring, onboarding, performance management, and development planning for the sales activation team. Capability and skill development plans are defined, structured knowledge transfer is driven, and workforce planning with GDC leadership ensures future capability scaling and appropriate resource allocation. • Lead a team of Sales Activation Managers and ensure consistent global execution of sales activation processes. • Own and continuously evolve the Sales Activation operating model, SOPs, RACI, SLAs, and governance forums. • Optimize core processes to reduce lead‑times, eliminate handoffs, and improve quality, driving automation with IT. • Oversee campaign delivery, monitor performance metrics, and implement continuous‑improvement practices. • Maintain onboarding materials, playbooks, training programs, and a central knowledge hub for BAU teams. • Serve as primary internal contact for stakeholders, managing escalations and collaborative issue resolution. • Monitor KPIs/SLAs (e.g., time‑to‑publish, error rates) and produce regular performance reports with corrective actions. • Lead hiring, onboarding, performance management, and skill‑development planning for the sales activation team. • Partner with GDC leadership on workforce planning, resource allocation, and future capability scaling. • Analytic orientation using data to prioritize improvements and drive quality and repeatability.

Key Responsibilities

• ▸process automation
• ▸campaign delivery
• ▸kpi reporting
• ▸team leadership
• ▸operating model
• ▸stakeholder escalation

What You Bring

Onboarding materials, playbooks, runbooks, training content, and a central knowledge hub are maintained to enable BAU teams and regional partners. Regular training sessions, office‑hours, and capability onboarding are delivered for internal teams and agency partners. Candidates need 10+ years of experience owning B2B or B2C operational capabilities in commercial, marketing, or digital environments, a strong understanding of buyer journeys and sales cycles, excellent process design and project‑management skills, and experience with cross‑functional stakeholders. Proficiency in lead generation, ABM touchpoints, and marketing automation platforms such as Salesforce, Pardot, or Marketo is required; COE experience, digital marketing knowledge, and awareness of accessibility, data protection, and compliance are desirable. Key attributes include a problem‑solving mindset with hands‑on delivery orientation, the ability to manage multiple priorities under tight deadlines, strong analytic orientation, collaborative leadership with coaching skills, and a detail‑oriented bias for quality and repeatability. • Require 10+ years of experience owning B2B/B2C operational capabilities in commercial, marketing, or digital environments. • Demonstrated expertise in lead generation, ABM, and marketing automation platforms such as Salesforce, Pardot, or Marketo. • Strong process design, project management, and ability to build SOPs, runbooks, and governance structures. • Excellent communication, stakeholder influence, and cross‑functional collaboration skills. • Problem‑solving mindset with hands‑on delivery orientation and ability to manage multiple priorities under tight deadlines.

Requirements

• ▸10+ years
• ▸salesforce
• ▸marketo
• ▸project management
• ▸process design
• ▸problem solving

Work Environment

Hybrid