Role: Manager – List Building, Market Research & Lead Generation
Experience: 6-10 Years
Location: Bangalore
About MarketStar
For the past 35+ years, MarketStar has generated revenue for innovative tech companies globally through outsourced B2B demand, sales, customer success, and revenue operations solutions. The company has 3,000+ employees worldwide, headquartered in Utah, USA, with global offices in India, Ireland, Bulgaria, Mexico, the Philippines, and Australia.
Job Details
•Function: Revenue Operations / Marketing Operations / Research Operations
•Reports to: Senior Manager / Head of Lead Generation or Revenue Operations
•Work Model: Work from office
•Employment type: Full-time
Role Purpose
Manage day-to-day delivery across List Building, Market Research and Lead Generation activities, ensuring accurate, compliant and commercially useful prospect data is delivered on time. The role converts campaign and go-to-market requirements into clear work plans, coordinates team capacity, monitors quality and productivity, and resolves operational issues. This is a hands-on people and delivery management role, combining strong research and data-operations expertise with disciplined execution, team coaching and effective stakeholder communication across assigned clients, campaigns or business units.
What Success Looks Like
•Consistent achievement of agreed service levels, turnaround times, productivity and quality targets.
•Clear daily and weekly work allocation, with risks, dependencies and capacity constraints identified early.
•Accurate, complete, relevant and traceable prospect data with low rework and strong stakeholder acceptance.
•Well-maintained SOPs, quality checks, trackers and reporting for assigned workstreams.
•Practical process improvements and responsible use of automation that increase team efficiency.
•Engaged team members with clear goals, regular coaching and growing capability.
Key Responsibilities
1. Delivery Planning and Execution
•Manage end-to-end execution of company and contact research, list building, data enrichment, validation, segmentation and lead-generation support.
•Translate ideal customer profiles, buyer personas, territories and campaign briefs into executable work plans and team assignments.
•Track workload, capacity, turnaround times and dependencies across concurrent projects.
•Identify delivery risks early, resolve operational bottlenecks and escalate material issues with recommended actions.
2. Team and Workforce Management
•Allocate work, set daily and weekly priorities, and balance capacity against delivery commitments.
•Lead Team Leads and individual contributors through clear goals, regular reviews, coaching and timely performance feedback.
•Support hiring, onboarding, training, cross-skilling, engagement and retention activities.
•Maintain role clarity, shift coverage, leave plans and business-continuity readiness.
3. Data Quality and Research Excellence
•Apply approved research methodologies, source standards, validation rules, acceptance criteria and sampling plans.
•Monitor accuracy, completeness, relevance, uniqueness, freshness, deliverability and source traceability.
•Conduct audits, defect reviews and root-cause analysis; implement corrective and preventive actions.
•Ensure outputs align with agreed ideal customer profile, persona, geography and campaign requirements.
4. Governance, Privacy and Risk
•Ensure the team uses approved sources, tools and data-handling practices.
•Maintain operational controls for data provenance, access, retention, suppression, deletion, transfer and secure storage.
•Support audit requests, client reviews and due diligence by maintaining complete process and quality evidence.
•Escalate suspected privacy, security, contractual or data-quality incidents through defined channels.
5. Technology, Automation and Reporting
•Use CRM, enrichment, workflow, quality and reporting tools effectively across assigned workstreams.
•Identify and implement practical automation and AI-assisted research opportunities with appropriate human review.
•Maintain dashboards and reports covering demand, capacity, productivity, quality, backlog and delivery risk.
•Partner with Technology, Data and Revenue Operations teams to resolve tool, integration and workflow issues.
6. Stakeholder and Commercial Support
•Serve as the primary operational contact for assigned stakeholders; clarify requirements, confirm acceptance criteria and provide delivery updates.
•Lead regular operating reviews and communicate performance, risks, root causes and corrective actions.
•Provide effort estimates, staffing inputs and transition support for new or expanded work.
•Identify service-improvement or expansion opportunities and share evidence-based recommendations with senior leadership.
7. Continuous Improvement
•Maintain and improve SOPs, process maps, checklists, templates and training materials.
•Use performance data and team feedback to simplify workflows and reduce defects, delays and manual effort.
•Run improvement actions through defined owners, milestones and benefit tracking.
•Promote ethical research, customer focus, inclusion, accountability and evidence-based decision-making.
Key Performance Indicators
Targets and weighting should be agreed after the Hiring team confirms business volumes, service levels and baseline performance.
•Delivery: on-time delivery, SLA attainment, backlog health and turnaround time.
•Quality: acceptance rate, accuracy, completeness, freshness, deliverability, duplicate rate and rework.
•Efficiency: throughput, productive utilisation, schedule adherence, capacity forecast accuracy and automation benefit realised.
•Stakeholder outcomes: stakeholder satisfaction, escalation rate and issue-resolution time.
•People: goal attainment, training completion, coaching cadence, engagement and regrettable attrition.
•Governance: policy adherence, approved-source usage, audit findings and timely corrective-action closure.
Required Experience and Qualifications
•Typically 6–10 years of relevant experience in list building, market research, data operations, sales intelligence, lead generation, revenue operations or a closely related field.
•At least 2–3 years of people-management or team-leadership experience, including responsibility for performance, coaching and delivery.
•Demonstrated experience managing high-volume, deadline-driven research or data operations across multiple stakeholders or client accounts.
•Strong command of company and contact research, ideal customer profile and persona selection, segmentation, enrichment, validation and CRM data-quality practices.
•Experience managing service levels, quality standards, work allocation, operating metrics and performance reporting.
•Working knowledge of approved-source governance, data privacy, retention, suppression and secure data-handling practices.
•Strong analytical problem-solving, communication, prioritisation and stakeholder-management skills.
•Bachelor's degree or equivalent practical experience in Business, Marketing, Economics, Statistics, Data, Operations or a related discipline.
Preferred Experience
•Experience supporting international clients or global go-to-market teams.
•Experience with Salesforce, HubSpot or a comparable CRM; LinkedIn Sales Navigator; and commercial data or enrichment platforms such as Clay, ZoomInfo, Apollo, Cognism or equivalents.
•Proficiency in advanced Excel or Google Sheets; working knowledge of Power BI, Tableau, SQL or comparable reporting tools.
•Experience implementing workflow automation, quality tooling or responsibly governed AI-assisted research.
•Exposure to managed services, BPO/KPO, agency or multi-client delivery environments.
•Relevant training or certification in project management, Lean Six Sigma, data privacy, analytics or market research.
Must-Have Skills
•Database Research and List Building
•Company and Contact Research
•ICP, Buyer Persona Identification and Segmentation
•Data Enrichment, Validation and Deduplication
•Market Research and Sales Intelligence
•Operations and Delivery Management
•SLA, TAT and Productivity Management
•Team Management, Coaching and Performance Management
•Data Quality Assurance and Process Control
•Advanced Excel / Google Sheets
•KPI Reporting, Dashboarding and Data Analysis
•CRM and Prospecting Tools
•SOP Development and Process Improvement
•Capacity Planning and Workload Allocation
•Stakeholder and Client Management
•Data Governance, Privacy and Compliance
•Problem-Solving and Root-Cause Analysis
•Workflow Automation and AI-Assisted Research
Management Competencies
•Operational planning and execution
•People management and coaching
•Data-driven decision-making
•Customer and stakeholder orientation
•Structured problem-solving and prioritisation
•Quality ownership and attention to detail
•Continuous improvement and change adoption
•Clear communication, collaboration and accountability
•Sound judgement in the use of data, automation and AI
What's in it for you
Constant Learning and an entrepreneurial growth mindset. Employee-centric benefits plan including but not limited to Comprehensive Health Insurance, generous Leave Policy, Covid Support, Vaccination drives, Well-being sessions, real-time grievance redressal, and work flexibility. A people-first organization with fast-track growth for high-potential employees, an opportunity to be associated with the world's leading brands as clients, with more than 60% of homegrown leaders, and customized training programs catered to personal and professional development.
