Lead Management & Qualification

Define and implement MQL/SQL criteria from scratch based on our enterprise customer profile and ASP targets;

Build lead scoring models and monitor and optimize conversion rates at each funnel stage (MQL→SQL→Opportunity→Close→Post-sales)

Create lead routing workflows to ensure proper handoff between marketing and sales teams

Establish SLA frameworks for lead response times and follow-up cadences

Systems Architecture & Implementation

Design and implement HubSpot + Salesforce integration to support our sales process and pipeline management

Configure marketing automation workflows for lead nurturing, scoring, and segmentation

Implement and manage best-in-class tools for:

Data enrichment and lead intelligence

Demand generation and ABM campaigns

Product analytics and customer journey tracking

Build reporting dashboards for pipeline visibility, conversion tracking, and revenue forecasting

Ensure data hygiene and maintain single source of truth across systems

Process Optimization & Enablement

Document and optimize sales processes from qualification through close

Create training materials for sales team on lead qualification and system usage

Collaborate with cross-functional teams to streamline processes, identify areas for automation, and implement tools and systems to enhance efficiency

Support ABM campaign execution with account research, list building, and campaign tracking

Collaborate with sales leadership on quota setting and capacity planning

Experience & Background

3-4 years of Revenue Operations experience at B2B SaaS companies, preferably Series A/B stage

Deep expertise with HubSpot CRM, including automation, data structure, and reporting

Hands-on experience with Salesforce setup, configuration, and optimization

Track record of building lead qualification frameworks and managing marketing-to-sales handoffs

Experience with ABM campaigns and enterprise sales processes

Familiarity with sales development and inside sales processes

Technical Skills

Expert-level proficiency in HubSpot and Salesforce

Strong analytical skills with experience in Excel/Google Sheets, data visualization tools

Knowledge of sales enablement tools

Experience with data enrichment platforms (ZoomInfo, Apollo, Clearbit, etc.)

Basic understanding of APIs and system integrations

Familiarity with product analytics tools (Mixpanel, Amplitude, etc.)

Soft Skills & Attributes

Self-starter mentality with ability to work independently and prioritize effectively

Strong project management skills with experience leading cross-functional initiatives

Excellent communication skills for training, documentation, and stakeholder management

Problem-solving mindset with ability to diagnose process issues and implement solutions

Startup adaptability — comfortable with ambiguity, rapid changes, and wearing multiple hats