B2B Lead & Pipeline Manager in London

We offer Hybrid Working alongside remote working from home, depending on business requirements.

Our founders started Dock & Bay back in 2015, after sharing the same struggle of standard towels being too bulky for their backpacks while travelling. Following some intense brainstorming, Dock & Bay’s quick dry, 100% recycled wonders were born. Fast forward 8 years and Dock & Bay have become a certified B Corp, with over 100 products in 8 categories, selling in the UK, Australia, the US, Canada and Europe. Our mission is to make the world brighter, and we need your help.

We are on the list of UK’s Best Places to work in the Retail, Best Places to work for Development, Best Places to work for Women AND officially a Sunday Times Best Places to work.

THE ROLE IN A NUTSHELL

Reporting into the Head of Wholesale, the B2B Growth & Pipeline Manager owns Dock & Bay’s wholesale lead engine, CRM infrastructure, and pipeline visibility, sitting at the intersection of Sales and Marketing. This role is responsible for building a predictable, scalable pipeline of qualified B2B opportunities aligned to our tier-led wholesale model, turning lead generation into measurable revenue impact.

You’ll oversee everything from inbound and outbound lead generation through to CRM structure, automation, and channel performance, ensuring our wholesale engine is data-led, efficient, and commercially accountable. This is not a generalist marketing role; it’s a core commercial function focused on pipeline clarity, automation, and revenue growth.

KEY RESPONSIBILITIES

• Lead Generation & Acquisition
  • Own and optimise the wholesale top-of-funnel across all tiers
  • Manage inbound lead capture (website, forms, marketplaces, trade shows)
  • Build and execute structured outbound campaigns aligned to ICP
  • Develop lead scoring models and ensure correct routing within HubSpot
  • Reduce reliance on passive inbound and rep-led acquisition
• Revenue Cultivation
  • Build and manage retention and nurture workflows for existing accounts
  • Create automated sequences for seasonal drops, reorders, and launches
  • Reactivate dormant accounts through structured win-back campaigns
  • Segment accounts by engagement, spend, and reorder cadence
  • Improve repeat revenue and customer lifetime value
• CRM & HubSpot Ownership
  • Own CRM hygiene, lifecycle stages, and data architecture
  • Manage workflows, automation logic, and scoring models
  • Ensure accurate attribution across Website, Faire, Direct, and Rep channels
  • Provide clear, data-led insights to the wholesale team
  • Improve forecasting visibility and reporting accuracy
  • Reduce manual sales admin through automation
• Trade Show & Channel Performance
  • Own trade show ROI logic and lead capture structure
  • Support show selection based on performance data
  • Implement post-show follow-up workflows
  • Track lead-to-PO conversion and overall ROI by show
• Data & Performance Reporting
  • Report weekly on funnel performance and key metrics
  • Monitor channel-level revenue (Website, Faire, Direct, Rep)
  • Track marketing-influenced revenue contribution
  • Identify highest-performing acquisition channels
  • Build pipeline coverage visibility across tiers

Desired experience:

• 4-5+ years’ experience in B2B lead generation, CRM, revenue operations, or growth roles
• Advanced hands-on experience with HubSpot (workflows, automation, dashboards)
• Experience managing or reporting on multi-channel revenue streams
• Strong ownership of data accuracy and reporting integrity
• Proven ability to build and optimise lead funnels that convert into revenue
• Experience in wholesale, distribution, or B2B retail environments (preferred)
• Commercial mindset - understands margin, forecasting, and revenue impact
• Comfortable owning performance metrics and being accountable for results
• Able to operate autonomously and improve existing systems and processes

The perks

You’ll be joining a glorious team of towel traders, with a shared mission to make the world brighter through colour and saving the planet. You’ll genuinely feel right at home here, working hard, having fun and actually making a difference. Plus, you’ll get other cool things like the Cycle to Work scheme, tech scheme, a wellbeing membership, private health insurance, regular team socials as well as some glorious Dock & Bay products to show off to all of your friends. We’re a certified Great Place to Work and London Living Wage employer.

Diversity Commitment

Dock & Bay is an equal opportunity employer and we are committed to creating a diverse & inclusive environment free from any kind of discrimination. We strive to provide all employees with a safe space to thrive, where they can share ideas & opinions regardless of their backgrounds or perspectives.