Location: Gurugram
Department: Marketing
Company Type: B2B enterprise software, global markets
Experience: 4–6 years
About the roleWe are looking for a hands-on Marketing & Revenue Operations Manager to strengthen the operating layer between marketing, SDRs, sales, and leadership.
You will own HubSpot and GTM processes, lead lifecycle and routing, campaign operations, funnel reporting, and AI-enabled automation. Beyond running these systems, you will be expected to identify gaps, diagnose why processes are not working, and design practical improvements suited to our sales-led enterprise GTM motion.
This role requires someone who can think through the details, build the process, and implement it hands-on. You will work closely with marketing and sales teams to make our GTM operations more structured, measurable, and scalable.
Key responsibilities1. HubSpot and GTM operations- Own HubSpot operations across lead capture, enrichment, lifecycle stages, routing, workflows, and reporting.
- Define and maintain clear CRM properties, process rules, and data standards.
- Build, test, and improve workflows for routing, notifications, automated emails, property updates, and other GTM processes.
- Coordinate with marketing, SDRs, sales, and data support resources to ensure CRM data stays clean, complete, and usable.
- Regularly review HubSpot workflows, lists, properties, and dashboards to identify gaps or process issues.
2. MQL routing and SDR handoff- Manage the operational process for routing demo requests, free trials, contact-us leads, and other qualified inbound contacts to SDRs.
- Ensure assignment rules, SDR ownership, notifications, and follow-up workflows are working correctly.
- Track whether assigned leads are followed up on within defined timelines.
- Identify gaps in the MQL-to-SQL process and recommend improvements.
- Help ensure SDRs, marketing, and leadership have visibility into lead status, ownership, and conversion movement.
3. Campaign operations and demand support- Support marketing campaigns with clean and relevant contact lists based on persona, industry, geography, company size, engagement, and product relevance.
- Maintain database quality using internal sources and external tools such as Apollo, ZoomInfo, or similar platforms.
- Support campaign setup, segmentation, suppression lists, tracking, and reporting.
- Help connect campaign performance to meetings, SQLs, opportunities, and pipeline influence where available.
- Support nurture, reactivation, and targeted email campaigns with clean data and operational setup.
4. Reporting and funnel visibility- Build and maintain trusted dashboards across MQLs, SQLs, meetings, opportunities, lead sources, campaigns, and SDR follow-up.
- Analyze funnel performance by stage, source, segment, campaign, and owner.
- Identify where funnel movement is improving or breaking and investigate the underlying reasons.
- Translate data into clear operational recommendations for marketing, sales, and leadership.
5. AI, automation, and process improvement- Use AI tools and agents to reduce repetitive work across marketing and sales operations.
- Apply AI for tasks such as list cleanup, data enrichment checks, segmentation support, campaign QA, reporting summaries, workflow documentation, and follow-up insights.
- Identify opportunities to automate manual processes across HubSpot, campaign tools, spreadsheets, and reporting workflows.
- Document key processes so teams can follow them consistently.
- Ensure AI-supported workflows are used responsibly, with human review where data accuracy, customer communication, or business decisions are involved.
What we are looking for- 4–6 years of experience in marketing operations, revenue operations, GTM operations, or CRM operations, preferably in B2B SaaS or enterprise software.
- Strong hands-on experience with HubSpot, including workflows, lists, properties, lifecycle stages, lead routing, and dashboards.
- Experience designing or improving lead management, marketing-to-sales handoff, and GTM processes.
- Strong understanding of MQLs, SQLs, lead lifecycle, campaign attribution, SDR handoff, funnel conversion, and pipeline reporting.
- Experience with campaign and contact database operations using tools such as Zoho Campaigns, Apollo, ZoomInfo, GA4, or similar platforms.
- Strong analytical and spreadsheet skills, with the ability to investigate data and diagnose process gaps.
- Practical experience using AI tools, agents, or automation platforms to improve operational workflows.
- Ability to work independently across marketing, SDRs, sales, and leadership and bring structure to ambiguous problems.
- Strong attention to detail and the ability to move comfortably between problem-solving and hands-on execution.
Good to have- Experience supporting a sales-led B2B or enterprise software GTM motion.
- Exposure to ABM, nurture, reactivation, or lead-to-account processes.
- Familiarity with email and domain hygiene, campaign deliverability, APIs, webhooks, Zapier, Make, or similar automation tools.
- Basic SQL or experience working with structured datasets.
- HubSpot certifications or experience integrating HubSpot with other GTM systems.
