• Lead a Unified Conversion Team: Manage and mentor a global team of Lifecycle Marketers and Inbound BDR Managers (Americas/APAC & EMEA), fostering a culture where automation and human outreach work in perfect lockstep. • Architect "Always-On" Motions: Collaborate with Product Squads to design and implement sophisticated, evergreen marketing journeys that nurture MQLs into SQLs and drive existing customers toward adoption and cross-sell opportunities. • Integrate the BDR Function: transform the BDR team from an isolated unit into a strategic arm of the squads, ensuring they are equipped with squad-produced content, battlecards, and insights to execute highly relevant outreach. • Modernize Rules of Engagement (ROE): Overhaul the existing BDR ROE to define clear "Product Qualified Lead" (PQL) thresholds, ensuring low-tier PLG leads are handled by AI agents while BDRs focus exclusively on high-value territory accounts. • Drive Customer Revenue (NDR): Own the lifecycle strategy for existing customers, deploying automated "Win-Back" motions (e.g., Old Deal Outreach / ODO) and "Expansion Plays" that utilize BDRs to re-engage stalled deals or upsell usage tiers. • Innovate with AI & Ops: Partner with the Marketing Operations team to deploy AI-driven agents and process flows that automate lead qualification and personalization, allowing your BDRs to focus solely on high-value interactions. • Own the Conversion Playbooks: Define, document, and optimize the Playbooks for Email Nurture and BDR Outreach, creating the standard for how UpGuard communicates with prospects and customers across these channels. • Analyze and Optimize: Obsess over pipeline metrics—specifically MQL to SQL conversion rates, velocity, and customer retention rates—continuously iterating on your Motions to improve efficiency and CAC payback.