Head of Pre-Sales Operations (all genders)

As the Head of Pre-Sales Operations, you will be responsible for ensuring that the SDR and Sales team receive a continuous and diversified stream of pre-qualified leads to optimize conversion rates and maximize efficiency. You will oversee the generation, qualification, and management of leads from various sources, including inbound, scrapped data, and M&A acquisitions. Additionally, you will manage internal and external SDR teams, ensuring they are performing at their best and continuously improving lead conversion rates. Your role will also involve supporting M&A migrations to ensure a smooth transition of properties into the sales pipeline.

To be successful in this role, you will collaborate with key stakeholders across Sales & Account Management (S&AM) Leadership, Sales Managers, Holidu Smart Destination, Inbound Marketing, M&A, External SDR providers, Internal SDRs, Business Intelligence, Host Experience, and IT to create a seamless and effective lead pipeline.

Finally, your direct team will be composed of 11 FTEs (and growing!), with 5 reporting directly to you: Junior Revenue Operations, Lead Generation Operations, M&A Operations, SDR Partner Manager, and our Team Lead DACH for SDRs. You will be responsible for managing these team members, conducting recurring feedback talks, and driving OKRs to achieve business results. Please note that this role also includes managing an external company, which can add another 20 FTEs managed by our partner. 

Your success will be measured, amongst others, by:

• Number of Warm Sales Qualified Leads (WSQLs) in total and per sales manager

• SDR conversion rates for different lead sources and cost per WSQL from SDR

• SDR prequalification rates and prequalification cost per WSQL from inbounds

• WSQL to contract conversion rates for different lead sources

• Burn-lost rate (reducing the amount of leads that sales lose because of lead quality)

You will achieve the above by:

Lead Generation & Management:

• Coordinating different lead-generation departments (Marketing, Scrapping, M&A) to ensure Sales receives a sufficient number of pre-qualified leads to meet their targets.

• Managing internal and external SDRs, ensuring they are converting leads at expected rates and costs, while continuously seeking ways to leverage AI for improved lead pre-qualification.

• Ensuring external SDR providers deliver pre-qualified leads at an optimized cost and conversion rate while exploring new external partnerships to improve lead diversity.

• Working with M&A to streamline lead migration processes and improve sales efficiency when integrating newly acquired properties.

• Directly managing internal SDR teams, working closely with their team lead to establish and optimize pre-qualification processes.

• Collaborating with Business Intelligence and IT to enhance lead scoring models and sales tools, ensuring the SDR team operates with the most effective technology and insights.

Strategic Initiatives & Projects:

• Owning OKR setting for your team and driving strategic initiatives. 

• Leading lead scoring improvements to enhance pre-qualification accuracy.

• Designing and optimizing SDR compensation models to drive motivation and performance.

• Working with tech and BI teams to improve lead generation tools and workflows, ensuring a seamless handover from pre-sales to Sales.

• Acting as our main counterpart for our CRM account manager, staying up to date with new developments in the tool, and gathering feedback from the team to enhance efficiency and user experience.

Team Management and cross-collaboration:

• Conduct 1:1 meetings and feedback sessions with team members.

• Support your team in achieving their targets and projects.

• Foster cross-collaboration and stakeholder management to secure support from other departments.

• 6+ years of experience in Pre-Sales Operations, Sales Operations, or a similar role within a fast-paced, high-growth environment.

• Proven experience managing SDR teams (internal and/or external) and optimizing their performance.

• Strong understanding of lead generation, qualification, and sales funnel optimization.

• Data-driven decision-making mindset, with expertise in analyzing lead performance metrics and improving conversion rates.

• Experience in stakeholder management and cross-functional collaboration with marketing, sales, M&A, and IT.

• Strong project management skills, with the ability to drive multiple initiatives simultaneously.

• Knowledge of CRM tools and sales enablement technologies.

• Passion for empowering sales teams through efficient lead pipelines and optimized pre-sales strategies.

• Impact: Make a difference for hundreds of thousands of monthly users.

• Growth: Take responsibility from day one and develop through regular feedback, workshops, and knowledge exchanges.

• Personal Development: Use your learning budget and 2 extra study days for conferences, books, courses, and more.

• Community: Engage with international, diverse, yet like-minded colleagues through regular events and 2 office days per week with your team.

• Flexibility: Benefit from our hybrid work policy and the chance to work from other local offices for up to 8 weeks a year.

• Fitness: Get a premium gym membership at a discounted rate.

• Travel: Enjoy 28 vacation days + 13 public holidays in Bavaria and the possibility to take up to 10 unpaid vacation days with special discounts on our Holidu Homes properties.