Description
As part of the Media Operations, Technology & Intelligence (MOTI) team at Salesforce, you will run paid media lead generation activation. This is a senior individual contributor role focused on practical and operational excellence—ensuring campaigns in this critical channel launch as planned, lead flows work as intended, and execution keeps pace as demand and complexity increases.
You sit at the point where execution pressures show up. When inputs are incomplete, priorities collide, or systems don't behave the way they should, you make the decisions that keep activation moving and protect delivery. As an individual contributor with high accountability, your job is about setting practical standards and making the calls that allow teams around you to rely on lead generation working consistently.
At Salesforce, we believe in harnessing the power of technology to drive business success. This is a role for someone who wants real ownership of how execution performs day to day, is comfortable being the person others turn to when things break, and takes satisfaction in making complex operational work dependable for the business.
Key Responsibilities
Capability Ownership & Roadmap
Own the lead generation activation capability end to end, including platform readiness, execution standards, and operating model.
Own and maintain the activation roadmap, setting priorities and sequencing improvements based on business needs, risk, and capacity.
Make final trade-off decisions on scope, timing, and resourcing to ensure reliable delivery.
Be accountable for bringing lead generation activation in-house, including defining the translation approach, stabilizing execution, and operating the model once live.
Manage partner dependencies during transitions, with a clear path toward internal ownership while maintaining quality and delivery.
Platform Oversight & Quality Assurance
Ensure operational stability and quality across the lead management platform.
Set and enforce execution standards, QA expectations, and escalation thresholds.
Act as the final escalation point for complex platform, routing, or lead quality issues, making go/no-go decisions where required.
Ensure integrations with internal and external systems are operating as expected.
Campaign Activation Governance
Set direction and approve priorities for campaign activation at a portfolio level; ensure consistency, accuracy, and adherence to standards.
Review and approve changes to execution workflows, templates, and certification requirements.
Ensure publisher certification processes are defined, maintained, and executed correctly by the team.
Stakeholder & Partner Alignment
Act as the primary point of accountability for lead generation activation with internal stakeholders, including Lead Operations, Paid Media, and Sales Ops.
Set expectations with partner teams, resolve dependency conflicts, and make priority calls when timelines collide.
Represent the activation capability in cross-functional discussions and decision forums.
Partner with Lead Operations and Sales Ops to review lead quality signals, routing outcomes, and downstream impact, feeding learnings back into activation standards.
Team Enablement & Scale
Coach and mentor Analysts and Senior Analysts, building execution quality, judgment, and confidence in escalation handling.
Ensure documentation, runbooks, and enablement materials are complete, current, and usable.
Identify opportunities to reduce manual effort, improve efficiency, and support automation.
Skills & Attributes
People & Ways of Working
Comfortable operating as a senior individual contributor with accountability for outcomes.
Strong judgment and decision-making skills in ambiguous or fast-moving environments.
Clear, direct communicator who can align stakeholders and resolve issues quickly.
Able to balance delivery pressure with longer-term capability building.
Analytical & Problem-Solving Skills
Strong ability to assess operational risk, identify systemic issues, and prioritize fixes.
Comfortable using data and execution signals to inform decisions and trade-offs.
Structured approach to problem-solving with a focus on reliability and scale.
Knowledge & Experience
Demonstrated experience owning campaign activation, ad operations, or lead management capabilities within a paid media environment.
Strong understanding of lead management platforms, campaign trafficking, QA processes, and lead delivery workflows.
Experience setting execution standards, operating models, or governance for scaled marketing operations.
Familiarity with CRM systems, martech ecosystems, and system integrations.
Experience working cross-functionally with Media, Lead Operations, Sales Ops, and external partners.
Why Join Us
Own how lead generation activation is run across paid media, setting direction and making execution decisions as demand and complexity increase.
Work closely with senior stakeholders on a priority initiative that directly shapes how lead generation activation operates.
Own the move of day-to-day lead generation activation into the team, defining how campaigns are set up, what gets prioritized, and how work is delivered in practice.
Build and maintain an operating model that supports consistent, high-quality campaign execution and reliable lead delivery.