About the Role
Role details below.
Responsibilities
- Build, maintain, and evolve dashboards and reporting for Marketing and SDR/BDR leadership to track performance, capacity, and attainment against TOFU goals (meetings, SAOs, sourced pipeline)
- Own analytics for the marketing to SDR/BDR to early pipeline funnel, including volume, velocity, and conversion across all stages from lead to opportunity
- Analyze performance by segment, program, channel, SDR/BDR, territory, and persona to surface insights that improve pipeline quality and efficiency
- Assist with campaign and program setup to ensure accurate tracking, attribution, and funnel reporting
- Own, refine, and document lead lifecycle, qualification rules, and lead routing and assignment logic to ensure speed-to-lead, fairness, and alignment with GTM coverage models
- Monitor and improve data quality for leads, contacts, accounts, and early-stage opportunities, including enrichment, deduplication, and hygiene processes
- Evaluate, implement, and optimize tools used by SDRs/BDRs (sales engagement, intent, enrichment, lead scoring, routing), ensuring strong adoption and measurable impact
- Provide data-driven insights to SDR/BDR and Marketing leaders on scripts/messaging, sequences, and follow-up motions, partnering with Enablement where needed to operationalize changes
- Document TOFU processes end-to-end (lead lifecycle, routing rules, qualification criteria, handoff workflows) and keep them current as changes are made
- Partner cross-functionally with Marketing, Marketing Ops, Sales Ops, SDR/BDR leadership, Enablement, and Finance to ensure consistent measurement, reporting, and execution across the revenue funnel
Requirements
- 3+ years of experience in Revenue Operations, Marketing Operations, or Sales Operations in a B2B SaaS environment
- Demonstrated success working directly with Marketing and SDR/BDR teams including lead management, (scoring, qualification, and routing), campaign operations, data enrichment, and performance analytics
- Strong analytical skills with the ability to work with complex datasets and translate insights into clear, actionable recommendations for GTM leaders
- Technical expertise and business acumen across end-to-end revenue, with a strong emphasis on top of funnel
- Experience with GTM technology, including marketing automation (HubSpot), lead management (LeanData), sales engagement and prospecting (Outreach, Nooks, LinkedIn Sales Navigator), data enrichment (Cognism, ZoomInfo), 6Sense, and Salesforce
- Familiarity with SaaS and revenue marketing metrics, such as pipeline coverage, cost per meeting, cost per opportunity, and standard SaaS KPIs (ARR, MRR, CAC, churn, expansion)
- Comfortable working in a dynamic, high-growth environment with the ability to work independently, manage multiple tasks and projects simultaneously, and prioritize effectively
Nice to Have
- AI tools experience is a plus
Team
Structure: Collaborates closely with Marketing, Sales/Business Development, Sales Ops, Marketing Ops, Enablement, and Finance
Additional Information
- This is a highly visible, hands-on role
- Candidate should thrive in a data-driven environment
- Role is focused on scaling the revenue engine at a high-growth company
