Marketing and Sales Ops Specialist

• 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
  

• 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
  

• 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
  

• 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
  

• 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
  

• 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
  

Requirements

• 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)
  

• Exposure to B2B and IT services industry
  
• Experience with sales enablement content systems
  

• Impact: Play a pivotal role in shaping a rapidly growing venture studio with Cloud-driven digital transformation.
  
• Culture: Thrive in a collaborative, innovative environment that values creativity, ownership, and agility.
  
• Growth: Access professional development opportunities, and mentorship from experienced peers.
  
• Benefits: Competitive salary, wellness packages, and flexible work arrangements that support your lifestyle and goals.