Senior Manager of Go-to-Market Engineering & Operations
On-siteWaltham, Massachusetts, United States
Job Summary
Own HubSpot architecture, workflows, and data governance while partnering with RevOps and Salesforce teams to ensure seamless funnel alignment. Build and scale demand generation infrastructure from lead capture through qualification, optimizing routing logic and nurture journeys to maximize conversion. Design sophisticated lead management frameworks combining ICP fit, intent data, and behavioral signals to improve SDR workflows and pipeline quality. Develop multi-touch attribution models and executive dashboards to measure marketing impact and drive data-driven investment decisions. Implement AI-driven automation and intelligent workflows to enhance operational efficiency and reduce manual effort across the GTM organization.
Required Qualifications
- 10+ years in marketing operations
- Track record spanning multiple stages of company growth
- Experience owning the full ops function at a B2B SaaS company
- Experience building or inheriting a broken stack and making it work
- Understanding of $50M ARR operationally
- Understanding of $100M ARR operationally
- Deep HubSpot expertise as primary admin including architecture, workflows, lifecycle management, and integration design
- Strong Salesforce fluency including ability to work directly with RevOps or serve as a de facto admin
- Understanding of the Marketing to CRM data layer
- Experience building multi-touch attribution models and MQL scoring frameworks from scratch
- Experience iterating on attribution and scoring models using real conversion data
- Experience incorporating ICP fit and intent signals into lead scoring models
- Experience with G2, Bombora, or 6sense
- Experience with AI-powered sales engagement platforms such as Nooks AI or comparable inbound SDR tools
- Understanding of inbound lead routing logic
- Ability to build feedback loops between Marketing and SDR
- Comfortability with BI and reporting tools including building executive-facing dashboards
- Genuine curiosity and working knowledge of AI tools and automation
- Experience actively exploring how AI can accelerate ops workflows, reduce manual work, and improve data quality
- Visionary orientation with ability to see where the function needs to be in 18 months
- Ability to reverse-engineer a roadmap to get to a 18-month vision
- Experience navigating cross-functional ownership disputes between Marketing, RevOps, and Sales Ops
- Knowledge of how to establish and hold a RACI
Desired Qualifications
- Experience with 6sense
- Experience with Bombora
- Experience with G2
- Experience with Nooks AI
- Experience with comparable inbound SDR tools
- Experience with AI-powered sales engagement platforms
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