Manager, Open Source Lead Discovery

The Role

We’re seeking a hands-on, execution-driven Manager, Open-Source Lead Discovery to lead our Quality Assurance team and scale a disciplined, high-impact pipeline engine. You will own the QA function end-to-end, ensuring that open-source-based leads are accurate, enriched, and sales-ready, while coaching and developing your team to consistently deliver high-quality outputs. You’ll work closely with Sales, SDR leadership, and partner stakeholders to ensure that validated leads translate into measurable pipeline growth.

Responsibilities

• Team Leadership & QA Ownership
• Directly manage, coach, and develop the Quality Assurance team
• Own hiring, onboarding, training, and ongoing performance management
• Establish clear QA standards, workflows, and output expectations
• Conduct regular 1:1s, performance reviews, and skill development plans
• Foster a high-accountability, high-quality execution culture
• Pipeline Development & Lead Validation
• Own the validation and qualification layer of open-source lead generation
• Ensure all QA outputs meet sales-readiness and compliance standards
• Partner closely with SDR and Sales teams to align on: Lead quality expectations, Conversion feedback loops, Pipeline impact
• Continuously improve lead acceptance rates and downstream conversion
• Performance Tracking & Metrics
• Define and track key KPIs across QA output and pipeline contribution, such as: Lead validation accuracy, Throughput and SLA adherence, SDR acceptance rates, Pipeline influence
• Deliver regular reporting and insights to leadership
• Identify trends, gaps, and opportunities to improve efficiency and quality
• Process, Systems & Scale
• Build and optimize scalable QA workflows and playbooks
• Standardize documentation, tooling, and operating procedures
• Identify automation opportunities and workflow improvements
• Ensure consistency, repeatability, and continuous improvement
• Partner Collaboration (Supporting Role)
• Support partner-related initiatives by ensuring lead quality and consistency
• Contribute to partner program effectiveness through QA insights and feedback
• Collaborate with partner owners to improve referral lead validation processes

Requirements

• 4–7 years of experience in sales operations, lead generation, QA, or related roles
• 2–4+ years of direct people management experience
• Proven ability to lead execution-focused teams with measurable output goals
• Experience working with pipeline development, lead qualification, or SDR functions
• Strong analytical mindset with experience using data to drive decisions
• Highly organized, process-oriented, and execution-focused
• Ability to operate cross-functionally with Sales, Ops, and leadership
• Self-starter who thrives in building structure and scaling systems

Nice to Have

• Experience with open-source ecosystems or developer-focused products
• Background in compliance, QA, or research validation workflows
• Familiarity with CRM systems (e.g., Salesforce) and lead lifecycle management
• Exposure to partner or referral-based pipeline models