Manager / Sr. Manager, Marketing Operations

About the Role

This is the operations partner to Demand Generation — the role that owns the daily mechanics of the marketing technology stack, the reporting infrastructure, and the data hygiene that the demand engine depends on. Where Demand Generation owns architecture and strategy, you own the execution layer that makes the architecture actually work.

This is an assess and build role — auditing what exists, selecting tools alongside the Demand Generation Director, implementing them, integrating them with our CRM, building the reports and dashboards, owning lead routing and scoring, maintaining data hygiene, and ensuring every campaign instrument actually works the way it's supposed to.

The role's success is measured by whether the rest of marketing trusts the numbers, and how quickly and consistently we’re able to deliver the outcomes the business requires. Reports must be accurate, pipeline contribution must be defensible, and the data must be clean enough that decisions made on it hold up under scrutiny from sales, finance, the CMO and the CRO. 

Duties and Responsibilities

• Audit the existing martech for dual-use readiness: data model, contact handling, workflow configuration, integration health, and data residency considerations where applicable. Retain what works, tune what needs tuning, replace what doesn't.
• Own all reporting infrastructure — daily, weekly, monthly, and executive reporting cadences. Build automated dashboards that leadership actually uses.
• Own data hygiene. Marketing data quality is a function, not a quarter-end project. Maintain it as such.
• Design and maintain lead scoring and routing logic, and proactively propose and execute improvements. Coordinate with sales operations on shared workflow.
• Instrument every campaign so pipeline contributions is measurable. UTMs, conversion events, lead routing — built to answer "did this dollar create pipe" first, "which touch got credit" second. Coordinate with Web & Digital on UTM strategy and with Demand Generation on conversion event definitions.
• Support the BDR Manager on lead delivery, sequencing, and the feedback loop on lead quality.
• Partner with Product Marketing on persona and segmentation data within the marketing database.
• Maintain documentation. Operations breaks when only one person knows how it works.
• Build and operate AI-accelerated workflows across the ops stack — anomaly detection in marketing data, predictive scoring iteration, attribution model diagnostics, ops documentation generation, data hygiene automation. Marketing Ops is the function that makes AI workflows usable by the rest of marketing; lead from the front.

Qualifications and Skills

• 6+ years in marketing operations at a B2B technology company, with hands-on platform administration experience.
• Deep HubSpot administration experience — workflows, lifecycle stages, custom properties, integrations, reporting. We have HubSpot; the right person can take it from underused to well-run before we add anything else to the stack.
• Working understanding of operating martech in a dual-use environment — federal data residency, contact-handling rules for federal data, and the operational discipline of keeping commercial and federal motions running cleanly in the same stack. You don't have to be a federal compliance expert; you do have to know what questions to ask and when to escalate.
• Strong Salesforce skills, including reports, dashboards, custom objects, and the marketing-sales integration.
• Proven experience and an informed POV on ABM, attribution models, lead scoring approaches, and the operational realities of each.
• Demonstrated practice using AI tools in marketing ops workflows — anomaly detection, predictive modeling iteration, automation design. We will ask what you have built.
• Strong written communication — your documentation will outlive the tools.
• Comfort with technical AI subject matter; ability to learn quickly.