Senior Marketing Operations Specialist, Lifecycle

Role Overview

• Document, manage, and continuously optimize the full lead lifecycle across all GTM segments
• Ensure alignment between ICP definitions, scoring logic, segmentation strategy, and revenue goals.
• Identify lifecycle leakage and implement process improvements to increase funnel velocity and conversion.
• Design and maintain lead scoring models using demographic, firmographic, behavioral, and engagement data.
• Continuously refine scoring thresholds based on conversion performance and pipeline impact. Monitor score decay, engagement signals, and buying intent indicators.
• Conduct scoring impact analysis and lead quality experiments to improve MQL-to-SQL conversion.
• Own territory assignment logic and lead routing workflows including accurate and timely handoffs from Marketing to Sales to maintain SLA adherence.
• Maintain segmentation architecture required for lifecycle management and routing logic.
• Ensure accurate enrichment and normalization of firmographic and geographic data. Conduct regular audits for lead-to-account matching, duplication, and data integrity.
• Monitor and analyze lifecycle performance metrics, including MQL conversion rates, engagement trends, regional performance, and funnel velocity. Recommend improvements to eliminate friction in lead progression.
• Identify trends in scoring accuracy and regional performance to inform optimization strategies.
• Identify opportunities to improve lead engagement, recycling strategies and reactivation campaigns.
• Support the execution of account-based marketing (ABM) and outbound lifecycle workflows.
• Continuously test and optimize nurture content sequencing, timing and audience targeting.
• Mentor and support junior team members by sharing lifecycle best practices, reviewing program builds and fostering a culture of operational excellence and continuous optimization

Requirements

• 3+ years of Marketing Operations or Lifecycle Marketing experience in B2B SaaS
• Hands-on expertise in HubSpot marketing automation (required) and strong Salesforce user experience
• Strong understanding of lead lifecycle management, lead scoring and funnel conversion metrics
• Experience building and optimizing multi-step nurture programs
• Knowledge of segmentation strategies and personalization best practices
• Strong analytical skills with the ability to interpret lifecycle performance data and recommend improvements
• Exceptional attention to detail and commitment to data accuracy
• Ability to manage multiple projects in a fast-paced, high-growth environment
• A bias for action and willingness to roll up your sleeves to execute and optimize
• Bachelor’s degree in Marketing, Business or a related field

Tech Stack

• SQL

Benefits

• Medical, Dental & Vision (inclusive of domestic partnerships)
• Employer Paid Life Insurance & Employee/Spouse/Child Supplemental life
• Voluntary Short/Long Term Disability Insurance
• 401K (Roth/Traditional)
• A generous PTO plan that celebrates your commitment and seniority (including paid Bereavement/Jury Duty, etc)
• Above market annual bonuses