Responsibilities

• Own the connection between Salesforce and HubSpot — field mapping, sync, deduplication, and data hygiene — so both systems tell one consistent story.
• Help stand up and then administer a clean HubSpot instance as the automation system of record, moving us off legacy Pardot.
• Build and maintain the lists, segments, and data structures the demand generation team needs, turning multi-week list requests into self-serve.
• Define, document, and own the funnel: lifecycle stages, lead status, and clear MQL and SQL definitions agreed with sales.
• Design and maintain lead scoring, routing, and handoff to BDRs and sales, with the rules and SLAs that make it stick.
• Set the data definitions and hygiene standards that keep the funnel trustworthy as the business grows and absorbs acquisitions.
• Build funnel, campaign, and pipeline reporting that moves us from influenced to sourced attribution, on an agreed model (first touch, last touch, or multi-touch).
• Stand up the dashboards leadership uses for MQL-to-SQL conversion, cost per opportunity, channel and campaign ROI, and event ROI.
• Partner with the events team to put pre- and post-show targeting, tracking, and follow-up rigor in place across 50-plus events a year.
• Partner with Sales Ops to align definitions, data, and reporting across go-to-market and sales.
• Work with demand generation and the GTM Engineering lead to translate program needs into clean, repeatable operational workflows.
• Document processes and SOPs so the foundation is maintainable, not tribal knowledge.

Requirements

• Hands-on revenue or go-to-market operations experience owning a CRM and an automation platform — Salesforce and HubSpot strongly preferred.
• Proven ability to define a funnel end to end: lifecycle stages, lead status, MQL and SQL, lead scoring, and routing.
• Experience connecting Salesforce and HubSpot (native sync and field mapping) and keeping the data clean through deduplication and hygiene standards.
• Strong reporting and attribution skills: funnel conversion, pipeline math, channel and campaign ROI, and the difference between influenced and sourced pipeline.
• Able to pull lists and build segmentation independently; comfort with report builders, and SQL or similar a plus.
• Familiarity with the wider stack — tools such as ZoomInfo, RollWorks, and Asana — and how they feed demand generation.
• Builder mindset: creates process and structure from scratch in messy, fast-changing environments, including post-acquisition data.
• Strong cross-functional partnership skills; can get Sales Ops, demand generation, and sales leadership aligned on shared definitions.
• Comfortable using AI tools such as Claude to speed up operations work, and a willing partner to the GTM Engineering lead building automation on top.
• B2B SaaS or healthcare technology experience a plus.

Preferred

• Experience with post-acquisition data integration
• Familiarity with event tracking and ROI measurement