Note: The job is a remote job and is open to candidates in USA. OPSWAT, a global leader in cybersecurity, is seeking a Senior Marketing Operations Manager to enhance their marketing processes and ensure the smooth operation of their demand generation efforts. This role involves managing marketing technology, optimizing lead management, and driving AI adoption within the marketing team to improve efficiency and effectiveness.
Responsibilities
- Serve as the primary HubSpot admin, owning architecture, workflows, lifecycle stages, integrations, scoring models, nurture programs, and reporting. Push HubSpot past its documented capabilities, including evaluating and deploying emerging agent capabilities within the platform
- Manage and optimize integrations across the full stack: HubSpot, SalesLoft, 6sense, ZoomInfo, Sequel.io (webinar platform), and SugarCRM (familiarity a plus; Salesforce experience)
- Keep the operational rhythm running lead routing, scoring, lifecycle nurtures, and campaign execution ensuring the right data reaches the right people at the right time, every time
- Own martech budget, vendor relationships, and renewals. Bring rigor to every build-vs-buy-vs-automate decision and ensure every tool earns its place
- Monitor platform health across the stack, establish alerting frameworks and proactively resolve system issues before they impact pipeline or campaigns
- Own platform documentation, enablement, change management processes, and release management cadences across all administered systems
- Serve as the subject matter expert between Marketing, Sales, Operations, and IT for technology platform requests, projects, and escalations
- Translate business requirements from marketing and sales stakeholders into actionable technical configurations and system enhancements
- Be the guardian of marketing data integrity. Maintaining compliance with GDPR and CAN-SPAM - clean, structured, trustworthy data is the foundation everything else is built on
- Ensure all inbound and outbound demand is accurately captured, qualified, and routed with clear SLA accountability and zero tolerance for leads falling through the cracks
- Own end-to-end lead lifecycle: capture, enrichment, deduplication, scoring, routing, and SLA monitoring through to SDR handoff and opportunity creation
- Analyze lead follow-up performance, SLA adherence, and pipeline conversion from both inbound and outbound activities. Review disposition trends, highlight improvement opportunities, and deliver data-driven recommendations to align marketing output with SDR execution
- Partner with the Global SDR Director and Sales Ops to continuously improve lead flow, ABM account prioritization, and handoff quality
- Maintain and evolve lead scoring models informed by 6sense intent data, ZoomInfo, Cognism signals, and behavioral engagement
- Think beyond the campaign. Own the full prospect-to-pipeline journey building nurture programs that move people through the funnel and partner with Sales to strengthen conversion at every stage
- Run structured growth experiments across funnel stages - A/B tests on nurture sequences, landing pages, lead scoring thresholds, and SDR follow-up cadences. Document hypotheses, measure results, and scale what works
- Take primary responsibility for campaign and funnel performance analysis. Monitor inquiry, conversion, and pipeline contribution metrics. Identify performance gaps, uncover root causes, and provide structured optimization recommendations
- Deliver recurring performance summaries and actionable insights to Marketing and Sales stakeholders - not just what happened, but the so-what and the next action
- Build dashboards and reporting that tell a clear story about marketing’s impact on revenue. Give leadership the insights they need to make confident decisions
- Partner with SalesOps and analytics teams to ensure platform data is clean, structured, and accessible for tooling and executive reporting. Maintain a single source of truth across HubSpot and CRM
- Act as the analytical point of contact for Marketing, ABM, and SDR teams supporting demand review discussions with structured performance insights and consistent KPI visibility
- Design and manage automation and orchestration workflows across platforms to reduce manual effort, improve speed-to-lead, and increase conversion rates
- Evaluate and pilot AI features within the existing stack including HubSpot, 6sense AI, and ZoomInfo Copilot and identify net-new tooling where capability gaps exist
- Identify the highest-volume manual tasks across the marketing org and eliminate them with AI-assisted workflows. Share what’s working, document the playbooks
Skills
- 7–10+ years of B2B marketing operations experience, ideally in cybersecurity, SaaS, or enterprise technology
- Deep HubSpot admin expertise — complex workflows, API integrations, lifecycle architecture, scoring models, and reporting
- Proven experience with Sales Engagement platforms (SalesLoft preferred; Outreach accepted) and CRM systems (Salesforce experience accepted; SugarCRM a plus)
- Hands-on experience with ABM and intent platforms - 6sense strongly preferred
- Experience with data enrichment and prospecting tools such as ZoomInfo or equivalent
- Experience with webinar/virtual event platforms integrated into marketing workflows (Sequel.io, ON24, Zoom Webinars, or equivalent)
- A track record of implementing automation and process optimization that actually sticks
- Experience running growth experiments with documented outcomes: hypothesis, test, result, scale
- Strong analytical foundation comfortable building dashboards independently
- You design workflows that connect data, tools, and teams
- You bridge the gap between marketing and sales
- Excellent project management and organizational skills
- Clear and concise communicator with experience presenting data-driven insights to senior stakeholders
- Solid understanding of data privacy and compliance (GDPR, CAN-SPAM)
- HubSpot certifications are a strong plus
- Familiar with LLMs, automation platforms, and AI-powered analytics
- Bonus: You have built or managed AI-driven systems or agent-based workflows in a production marketing environment
Company Overview
OPSWAT is a Critical Infrastructure Protection CIP Cybersecurity for ICS and OT environments It was founded in 2002, and is headquartered in Tampa, Florida, USA, with a workforce of 501-1000 employees. Its website is http://www.opswat.com.