Marketing and Sales Ops Specialist

The Marketing & Sales Ops Specialist is the operating backbone of BOT's go-to-market motion the person who makes pipeline run predictably and turns marketing activity into measurable revenue impact. This role owns the HubSpot system of record, the lead-to-revenue process, ABM operations, and the reporting layer that ties marketing investment to sales outcomes. You will work in close alignment with the Marketing and Sales team to build a sales and marketing engine that scales clean data, sharp ICP filtering, disciplined deal stages, and a single source of truth across the funnel.

Key Responsibilities HubSpot Ownership — System of Record Own end-to-end HubSpot administration across Marketing Hub, Sales Hub, and CRM Configure and maintain Deal pipeline stages, probabilities, exit criteria, and mandatory CRM fields aligned to BOT's 7-stage sales process Build, manage, and optimise lifecycle automation across Lead → MQL → SQL → Opportunity → Customer Set up and refine the lead scoring model ICP criteria Maintain CRM data hygiene: contact properties, deduplication, segmentation, lifecycle alignment, list management Document, enforce, and continuously improve HubSpot SOPs and ops playbooks Sales Ops — Pipeline & Process Discipline Partner with the sales team to operationalise the sales funnel: mandatory field enforcement, stage progression rules, and stuck-deal alerts. Maintain pipeline hygiene through weekly deal reviews, stage audits, and data validation Build and own sales reporting: pipeline funnel, weighted pipeline, win rate, average deal size, sales cycle length, stage conversion rates Manage sales/marketing handoff workflows — MQL routing, SQL acceptance criteria, lost-deal feedback loops Marketing Ops — Campaign Execution Own HubSpot campaign setup, tagging, UTMs, asset hygiene, and attribution Build automated workflows across lead nurturing, lifecycle stages, and sales handoff Operate ABM campaigns end-to-end: Influ2 setup, account/contact loading, sequence configuration, performance reporting Translate ICP research into actionable targeting lists, sequence inputs, and campaign briefs Support event-led motions from operational planning to lead capture and post-event follow-through ICP Framework & Lead Quality Own the ICP framework: lead prospecting and intelligence, qualifiers/disqualifiers, scoring logic Validate research outputs from the research function for ICP fit, data accuracy, and pipeline-readiness Track and report on lead quality, ICP match rates, and coverage gaps across pipeline stages Reporting, Dashboards & Tools Build and maintain HubSpot dashboards for monthly and quarterly reviews — ICP visibility, pipeline health, campaign performance Track performance across content, campaigns, website, and social Evaluate, validate, and recommend new tools (ABM, enrichment, intent data) — efficiency, ROI, and stack consolidation Maintain structured marketing folders, documentation, and operational repositories What Success Looks Like HubSpot is the single source of truth — clean, automated, used by sales and marketing daily Every deal in the pipeline has the mandatory fields populated; no deals stall silently Sales and marketing operate from the same dashboard, with complete visibility live Lead scoring promotes the right contacts to MQL — reflected in conversion rates upstream ABM and event campaigns ship on time with full attribution from ad impression to closed deal Skills & Qualifications Process-driven with sharp execution discipline — closes loops without being chased Comfortable holding sales and marketing accountable to shared SLAs and definitions Strong analytical thinking — can move from data to diagnosis to recommendation Detail-oriented without losing strategic context Familiarity with B2B services / SaaS / tech consulting environments and complex enterprise buying cycles Calm under ambiguity — builds the system while the system runs Must-Have Experience 5–6 years in marketing ops, sales ops, or revenue operations in a B2B environment Hands-on HubSpot expertise across Marketing Hub, Sales Hub, and CRM — workflow automation, lifecycle management, custom properties, reporting, and admin Proven experience operating ABM programmes (Influ2, 6sense, Demandbase, or equivalent) Working fluency with LinkedIn Sales Navigator for account intelligence and list validation. Direct experience with B2B sales process design — pipeline stages, deal probability, scoring models, pipeline reporting Track record managing CRM data hygiene at scale (1,000+ accounts/contacts) Nice-to-Have Exposure to B2B and IT services industry Experience with sales enablement content systems