Job Title: Go-to-Market Operations Specialist
Job Summary
RevSpring’s go-to-market engine is being reimagined, and this role owns the operational foundation it runs on. You own the connection between Salesforce and HubSpot, define and maintain the funnel, and build the reporting that finally tells us what’s working. Today our CRM data is messy, the funnel isn’t defined, and we can only see influenced pipeline rather than sourced. You fix that.
Partnering with Sales Ops, demand generation, and our Agentic Operations + GTM Engineering lead (who builds the automation and AI layer on top), you make the systems usable, the data clean, and the funnel measurable. You’re a builder who likes turning messy, fast-changing environments into clean, documented, repeatable operations.
Essential Functions
CRM & Automation Platforms (Salesforce + HubSpot)
- Own the connection between Salesforce and HubSpot — field mapping, sync, deduplication, and data hygiene — so both systems tell one consistent story.
- Help stand up and then administer a clean HubSpot instance as the automation system of record, moving us off legacy Pardot.
- Build and maintain the lists, segments, and data structures the demand generation team needs, turning multi-week list requests into self-serve.
Funnel, Lead Flow & Lifecycle
- Define, document, and own the funnel: lifecycle stages, lead status, and clear MQL and SQL definitions agreed with sales.
- Design and maintain lead scoring, routing, and handoff to BDRs and sales, with the rules and SLAs that make it stick.
- Set the data definitions and hygiene standards that keep the funnel trustworthy as the business grows and absorbs acquisitions.
Reporting & Attribution
- Build funnel, campaign, and pipeline reporting that moves us from influenced to sourced attribution, on an agreed model (first touch, last touch, or multi-touch).
- Stand up the dashboards leadership uses for MQL-to-SQL conversion, cost per opportunity, channel and campaign ROI, and event ROI.
- Partner with the events team to put pre- and post-show targeting, tracking, and follow-up rigor in place across 50-plus events a year.
Partnership, Process & SOPs
- Partner with Sales Ops to align definitions, data, and reporting across go-to-market and sales.
- Work with demand generation and the GTM Engineering lead to translate program needs into clean, repeatable operational workflows.
- Document processes and SOPs so the foundation is maintainable, not tribal knowledge.
Minimum Requirements
Specific Job Skills:
- Hands-on revenue or go-to-market operations experience owning a CRM and an automation platform — Salesforce and HubSpot strongly preferred.
- Proven ability to define a funnel end to end: lifecycle stages, lead status, MQL and SQL, lead scoring, and routing.
- Experience connecting Salesforce and HubSpot (native sync and field mapping) and keeping the data clean through deduplication and hygiene standards.
- Strong reporting and attribution skills: funnel conversion, pipeline math, channel and campaign ROI, and the difference between influenced and sourced pipeline.
- Able to pull lists and build segmentation independently; comfort with report builders, and SQL or similar a plus.
- Familiarity with the wider stack — tools such as ZoomInfo, RollWorks, and Asana — and how they feed demand generation.
- Builder mindset: creates process and structure from scratch in messy, fast-changing environments, including post-acquisition data.
- Strong cross-functional partnership skills; can get Sales Ops, demand generation, and sales leadership aligned on shared definitions.
- Comfortable using AI tools such as Claude to speed up operations work, and a willing partner to the GTM Engineering lead building automation on top.
- B2B SaaS or healthcare technology experience a plus.
What Success Looks Like In 6–12 Months
- A defined, documented funnel — lifecycle stages, lead status, MQL and SQL — agreed with sales and live in HubSpot and Salesforce.
- Salesforce–HubSpot sync is clean and reliable, and the demand generation team can pull its own lists and segments in minutes, not weeks.
- Funnel and attribution reporting is live, moving the team from influenced to sourced pipeline, with dashboards leadership actually uses.
- Lead scoring, routing, and SLAs are in place between marketing, BDR, and sales.
- Event ROI is tracked end to end, from pre-show targeting through post-show follow-up, for the major shows.
Education: Bachelor’s Degree
Experience: 3+ years in marketing operations, revenue operations, or sales operations; B2B SaaS or healthcare technology preferred.
Supervision: N/A
Certifications: N/A
Language Skills
Ability to read, analyze and interpret general business periodicals, professional journals, technical procedures or governmental regulations. Ability to write reports, business correspondence and procedure manuals. Ability to effectively present information and respond to questions from a variety of both internal and external sources.
Physical Capabilities: Standard categories
The physical capabilities described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
While performing the duties of this job, the employee is regularly required to sit; use hands to finger, handle, or feel; reach with hands and arms; and talk or hear. The employee is occasionally required to stand and walk. The employee must occasionally lift and/or move up to 10 pounds. Specific vision abilities required by this job include close vision, distance vision, color vision, peripheral vision, depth perception, and ability to adjust focus.
RevSpring is an equal opportunity employer. All applicants will be considered for employment without attention to race, color, religion, sex, sexual orientation, gender identity, national origin, veteran or disability status.
Note: This Job Description may not describe all of the job responsibilities and standards assigned to this position. The duties may change from time to time. RevSpring does not discriminate against any group in hiring or employment practices. Nothing in this job description constitutes a contract for employment.
