The Culture Solutions Manager sits on the Marketing team and plays a critical role in growing our pipeline. Responsible primarily for qualifying and nurturing contacts from various inbound marketing channels (as well as through prospecting and cold outreach) to drive opportunities for the sales team, they also play a supporting role in content organization, audience targeting, client stories, and data management. CS Managers constantly search for solutions and resources that would help people they engage. Solutions-oriented messengers of our brand and voice, they can articulate our why and how while trying to help people address culture challenges. 

REPORTS TO: VP, DEMAND GENERATION 

FULL-TIME, EXEMPT 

Primary Responsibilities  

• Strategically develop new business opportunities by designing and optimizing inbound engagement processes to align with organizational revenue goals.
• Evaluate and prioritize inbound leads using market intelligence and business criteria to determine optimal qualification paths for sales or long-term nurture engagement.
• Design and implement lead nurturing strategies, including segmentation and enrollment in tailored campaigns based on funnel stages.
• Conduct industry and market analysis to identify and recommend high-value target industries for focused business development campaigns and strategic outreach efforts.
• Develop and maintain strategic account lists for Account-Based Marketing (ABM) campaigns by analyzing market trends, business priorities, and long-term revenue potential.
• Conduct market segmentation and prospect profiling to identify and prioritize high-value prospects for personalized outreach strategies.
• Craft and deliver compelling value propositions to prospective clients by aligning business needs with tailored solution narratives and identifying the appropriate timing for product introductions.
• Evaluate and qualify prospective clients using strategic business criteria to determine readiness for direct engagement with sales representatives.
• Manage the sales transition process by preparing detailed prospect briefings and ensuring seamless knowledge transfer that optimizes sales team performance.
• Serve as a consultative resource to potential clients, addressing inquiries, providing education on solutions, and sharing strategic content to support buyer readiness.
• Analyze existing account data to identify potential new stakeholders and expansion opportunities within current customer organizations.
• Leverage CRM and sales enablement technologies (e.g., Salesforce, HubSpot, LinkedIn) to drive data-informed prospecting and campaign execution strategies.
• Develop new business opportunities through various inbound channels 
• Vet all inbound leads and qualify them appropriately for nurture or sales engagement 
• Identify (and enroll) leads for lead nurture campaigns 
• Identify target industries for industry-based campaigns 
• Identify target accounts for future ABM campaigns 
• Identify prospects within target markets who are suitable for cold outreach 
• Articulate our why and how to new leads, introduce our solutions if/when appropriate
• Schedule sales calls for prospects who are qualified to engage with the sales team 
• Coordinate handoffs to the sales team that make them well-prepared for their sales calls 
• Educate, answer questions, and share resources with prospects
• Identify contacts under existing accounts with whom there may be additional opportunity
• Use tools and technology to leverage efforts, including Salesforce, HubSpot, and LinkedIn

Skills & Abilities 

• Strong awareness of our purpose, products, and culture management process
• Able to create and optimize messaging that resonates with target audiences
• Able to work independently, cross-functionally, prioritize effectively, and think creatively 
• Able to share valuable insights in a clear, meaningful, and presentable way
• Understanding of how personas and the Buyer’s Journey influence the sales approach
• Solutions-oriented and optimistic mindset. Think positive. Think people. 
• Personable and inquisitive with excellent conversational and listening skills
• Adaptable, resilient, and continually seeking learning opportunities and self-growth

Education & Experience 

• BA/BS, preferred
• 5+ years of business development or field sales experience
• Hands on experience with Salesforce, HubSpot, ZoomInfo, and LinkedIn 

Physical Requirements  

• Prolonged periods sitting at a desk and working on a computer.
• Must be able to lift up to 15 pounds at times.