Marketing Operations Specialist

Reports to VP Revenue Strategy Operations
Up to 10% travel may be required for work-related activities.
This is a remote position.



About the Role

The Marketing Operations Specialist will support the Revenue team by gathering and analyzing data related to demand generation activities, marketing campaigns, tactics and programs; and relating that data to pipeline and business performance. Successful candidates will be able to demonstrate their ability to develop and manage strategic projects, analyze information gained and present to sales & marketing leadership.

Essential Job Responsibilities

Planning/Strategy

• Manage lead activity to maximize the ROI of our marketing campaign investments and accelerate the conversion from Marketing Qualified Lead (MQL) to Sales Qualified Lead (SQL).
• Analyze engagement to predict lead interest, escalate outreach, and manage lead follow-up activities with our publishers and sales team.
• Analyze existing customer behavior to predict upsell potential, and present actionable insights to sales team via HubSpot lead scores and other means.
• Identify lead sources and market opportunities through research, referral relationships, outside sources (partners, web, ISV networking event) then add to HubSpot campaigns.
• Resolve ‘unhealthy’ leads & contacts from email bounces and rejections.
• Maintain precise lead and contact data in HubSpot and Dynamics 365, including resolving duplicates.
• Analyze current processes and make suggestions for improvement and streamlining.
• Work across Marketing organization to test, report, recommend change and optimize demand creation strategies including but not limited to web, email nurturing, social media, events and content.
• Be the primary data management owner of HubSpot, our Sales and Marketing platform.
• Produce and refine ongoing Sales and Marketing reporting as needed by Executive Greenshades team members.
• Lead the development and management of marketing infrastructure through collaboration with sales, marketing and outside providers.
• Ability to research and implement best practices for HubSpot

General / Other Marketing

• Benchmark the current demand generation activities, performance and investment against industry best practices to provide recommendations and roadmap for improvements.
• Partner with digital marketing and sales ops and enablement to develop lead management excellence including execution of lead development, nurturing and scoring.
• Manage reports and dashboards to provide detailed tracking of marketing programs across various channels as well as measure, monitor and optimize the funnel from inquiry to MQL to closed opportunity, and provide regular reporting to leadership teams.
• Collaborate with product marketing and sales to develop ideal customer profile and tailor best practices across nurture programs, web and social engagement.
• Maintain and improve the quality and governance of the marketing database, with tactics such as list segmentation, data enrichment projects to improve targeting, and list loading.
• Other duties as assigned.

Job Requirements

• 4-6 years of related experience in B2B SaaS field preferred.
• Bachelor’s degree in Marketing or related field preferred.
• Intermediate level of HubSpot and Microsoft Excel experience preferred.
• Excellent interpersonal and communication skills.
• Team-oriented disposition with ability to facilitate intra-group collaboration.
• Ability to thrive in a fast-paced, dynamic environment that requires quick adjustments and re-calibration of priorities when business needs change.
• Self-starter with the ability to effectively manage multiple projects and see them through from inception to completion.
• Strong strategic, analytical, and project management skills.

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