Responsibilities

• Own Nametag’s HubSpot instance end-to-end: architecture, pipeline stages, deal properties, workflows, reporting, integrations, and data hygiene.
• Define and enforce CRM standards across Sales and Marketing so GTM data is clean, consistent, and actionable.
• Build and maintain integrations between HubSpot and the broader GTM stack: outbound, enrichment, sequencing, sales intelligence, website analytics, forecasting, and AI automation.
• Evaluate, implement, and govern new GTM tools and AI capabilities as the commercial stack matures.
• Serve as Nametag’s internal expert on HubSpot and GTM tooling — driving adoption, enablement, and continuous improvement.
• Evaluate, implement, and manage new GTM tools and AI capabilities as the commercial stack matures.
• Partner with Marketing and Sales to build an intelligent demand engine: firmographic, technographic, intent, and engagement data used to identify high-propensity accounts and buying signals.
• Drive ICP-informed segmentation, territory design, account prioritization, and propensity targeting.
• Design and manage the MQL-to-SQL handoff: lead scoring, routing, SLAs, follow-up accountability, and campaign-to-pipeline feedback loops.
• Operationalize AI-assisted outbound personalization: scalable templates, prompts, workflows, and guardrails that help reps personalize at scale without sacrificing quality, accuracy, or brand voice.

Requirements

• 5–8 years in Revenue, Sales, or GTM Operations; 3+ years owning HubSpot in B2B SaaS.
• Hands-on experience implementing automation, AI-enabled workflows, enrichment, lead scoring, or outbound tooling.
• Strong analytical skills — pipeline, funnel, forecasting, and board-level reporting that drives decisions.
• Operates independently in a fast-moving environment; comfortable with ambiguity and limited oversight.
• Clear, direct communicator who translates data into business insight for technical and non-technical audiences.

Preferred

• Experience as the first or early RevOps hire.
• Experience in cybersecurity, identity, infrastructure, or enterprise software.
• Experience with tools like HubSpot, Apollo, Clay, LinkedIn Sales Navigator, Gong/Avoma, enrichment tools, sequencing platforms, forecasting tools, and AI productivity platforms.
• Experience building AI-assisted workflows for outbound, account research, lead scoring, sales content, call prep, CRM automation, or RFP/proposal support.
• Cross-functional experience across Product, Marketing, Sales on commercial strategy.

Benefits

• competitive compensation, equity, and benefits