Position Overview

We are seeking a strategic and commercially minded Leader of Marketing Lead Generation Strategy and Enablement to define and scale how we attract, prioritize, and convert high-value prospects into pipeline and revenue. This role will architect a global lead generation strategy—grounded in deep buyer insights, robust scoring models, and data-driven prioritization—that enables sales teams to focus on the highest-potential opportunities.

Working at the intersection of marketing strategy, sales enablement, and go-to-market alignment, the ideal candidate will drive both pipeline quality and velocity. An Account-Based Marketing (ABM) mindset will be applied to help deepen engagement across strategic accounts and B2B buying groups.

This role will also lead the strategy and day-to-day management of our sales enablement platform (e.g., Highspot), ensuring that content is organized, aligned to the buyer journey, and effectively leveraged by revenue teams. Success includes increasing seller adoption, improving content effectiveness, and enabling seamless sales workflows through smart platform governance and analytics.

Key Responsibilities

Lead Generation Strategy

• Set the strategic vision for demand creation—focusing on quality, velocity, and sales impact over raw lead volume.
• Translate business goals, GTM priorities, and market intelligence into scalable, high-performance lead generation frameworks.
• Define the balance between broad inbound strategy and targeted ABM tactics, with attention to how each fuels the pipeline at different lifecycle stages.

Lead Scoring, Segmentation, and Prioritization

• Build and continuously refine sophisticated lead scoring and routing models that integrate firmographics, engagement signals, intent data, and buying stage indicators.
• Establish a segmentation strategy aligned to ideal customer profiles (ICPs), verticals, and buying group behaviors.
• Partner with RevOps, Analytics, and Sales to ensure scoring logic aligns with pipeline conversion patterns and real-time market feedback.

Sales & Marketing Enablement Alignment

• Partner with Sales Enablement to ensure sales teams are equipped with insights, playbooks, and feedback loops tied to lead quality and readiness.
• Create structured processes for marketing-to-sales handoff, improving speed-to-follow-up and minimizing lead leakage.
• Help Sales understand lead behavior and scoring rationale to better tailor outreach and accelerate early-stage conversions.

Management of Sales Enablement Tool:

• Own the administration and strategy of Sales Enablement Tools (Highspot, etc), ensuring seamless content management, user access, and system optimization.
• Develop and maintain sales playbooks, content governance processes, and tagging structures to support rep productivity.
• Collaborate cross-functionally with sales, marketing, and product teams to align content with buyer journeys and go-to-market initiatives.
• Train and support users to drive platform adoption, onboarding, and ongoing engagement across teams.
• Analyze usage and engagement data to assess content performance, surface insights, and continuously optimize enablement efforts.
• Ensure integrations with CRM and other tools to embed Highspot in sales workflows and track impact on revenue outcomes.

Cross-Functional Collaboration

• Act as a connective leader between Marketing, Sales, Product, RevOps, and Data teams—ensuring end-to-end pipeline cohesion.
• Influence the evolution of our marketing and sales tech stack (e.g., MAP, CRM, ABM, intent tools) to support strategy execution.
• Collaborate on the strategic rollout of ABM initiatives, with marketing driving precision targeting and Sales leading deep account engagement.

Performance Insights and Optimization

• Define funnel performance KPIs and reporting frameworks across MQLs, SALs, SQLs, and pipeline coverage.
• Partner with Marketing Operations to build dashboards that visualize lead flow, scoring efficacy, sales follow-up, and pipeline lift.
• Lead quarterly performance reviews and optimization plans, ensuring continuous improvement in how leads are sourced, qualified, and progressed.

Qualifications

Required

• 10+ years of experience in B2B marketing, with at least 5 years in lead generation strategy, revenue marketing, or marketing operations.
• Proven expertise in designing lead scoring models and lifecycle strategies that enable sales conversion.
• Strong understanding of B2B buying journeys, complex sales cycles, and strategic account targeting.
• Experience working with platforms such as Salesforce, Marketo, HubSpot, or equivalent CRM/MAP tools. Salesforce CRM expertise a must.
• Demonstrated ability to partner closely with Sales leadership and influence go-to-market alignment.
• Experience with sales enablement platforms (e.g., Highspot, Seismic) and strong understanding of sales and marketing workflows
• Ability to analyze content performance data and drive cross-functional alignment with sales, marketing, and RevOps teams
• Familiarity with AI-driven tools for lead scoring, content personalization, buyer intent analysis, and sales enablement (e.g., Highspot’s AI recommendations or predictive content surfacing).

• Ability to leverage AI insights to improve targeting, optimize campaign performance, and automate parts of the buyer journey and sales enablement workflows.

Preferred

• Familiarity with ABM methodologies and tools (e.g., 6sense, Demandbase, Bombora).
• Background in industries with long or complex B2B sales cycles (e.g., financial services, SaaS, enterprise technology).
• MBA or advanced degree in Marketing, Business, or Data Analytics is a plus.

What we offer you

• Salary range: $193,000 - $251,000 / year plus eligible for annual bonus
• Transparent compensation schemes and comprehensive employee benefits, tailored to your location, ensuring your financial security, health, and overall wellbeing.

• Flexible working arrangements, advanced technology, and collaborative workspaces.

• A culture of high performance and innovation where we experiment with new ideas and take responsibility for achieving results.

• A global network of talented colleagues, who inspire, support, and share their expertise to innovate and deliver for our clients.

• Global Orientation program to kickstart your journey, followed by access to our Learning@MSCI platform, LinkedIn Learning Pro and tailored learning opportunities for ongoing skills development.

• Multi-directional career paths that offer professional growth and development through new challenges, internal mobility and expanded roles.

• We actively nurture an environment that builds a sense of inclusion belonging and connection, including eight Employee Resource Groups. All Abilities, Asian Support Network, Black Leadership Network, Climate Action Network, Hola! MSCI, Pride & Allies, Women in Tech, and Women’s Leadership Forum.
• Salary Range: $193,000 - $251,000 / year plus eligible for annual bonus

At MSCI we are passionate about what we do, and we are inspired by our purpose – to power better investment decisions. You’ll be part of an industry-leading network of creative, curious, and entrepreneurial pioneers. This is a space where you can challenge yourself, set new standards and perform beyond expectations for yourself, our clients, and our industry.

MSCI is a leading provider of critical decision support tools and services for the global investment community. With over 50 years of expertise in research, data, and technology, we power better investment decisions by enabling clients to understand and analyze key drivers of risk and return and confidently build more effective portfolios. We create industry-leading research-enhanced solutions that clients use to gain insight into and improve transparency across the investment process.

MSCI Inc. is an equal opportunity employer. It is the policy of the firm to ensure equal employment opportunity without discrimination or harassment on the basis of race, color, religion, creed, age, sex, gender, gender identity, sexual orientation, national origin, citizenship, disability, marital and civil partnership/union status, pregnancy (including unlawful discrimination on the basis of a legally protected parental leave), veteran status, or any other characteristic protected by law. MSCI is also committed to working with and providing reasonable accommodations to individuals with disabilities. If you are an individual with a disability and would like to request a reasonable accommodation for any part of the application process, please email Disability.Assistance@msci.com and indicate the specifics of the assistance needed. Please note, this e-mail is intended only for individuals who are requesting a reasonable workplace accommodation; it is not intended for other inquiries.

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