GTM Ops, CRM Manager

Role Overview

• HubSpot CRM ownership (business-wide)
• End-to-end ownership of HubSpot across GTM, Sales, Operations, Service and Support
• Manage users, permissions, roles, and access controls in partnership with IT
• Act as the primary point of contact for CRM issues, requests, and enhancements
• Ensure HubSpot reflects current business processes and operating models
• Own the HubSpot data model across all standard and custom objects design, create, and maintain:
• Custom objects and properties
• Pipelines, lifecycle stages, and associations
• Workflows, automation, and validation rules
• Act as gatekeeper for CRM changes to ensure scalability and data integrity
• Maintain documentation and change controls for all major CRM updates
• Support and manage the integration between Pelion systems and HubSpot
• Ensure reliable two-way data sync, including: Account, usage, and commercial signals
• Monitor integration health and data accuracy
• Partner with engineering, product, IT and finance to evolve integrations as needed
• Build and maintain alerts and automation to support:
• Deal renewal prompts and expansion signals
• Pipeline hygiene and lead/deal progression
• Service and support ticketing requirements
• Proactively identify manual processes that can be automated
• Ensure automation supports, not overrides good sales behaviour
• Own dashboards and reporting for core GTM and sales processes, including:
• Funnel and pipeline performance
• Activity, conversion, and velocity metrics
• Build reporting that supports forecasting confidence and pipeline inspection
• Maintain and evolve HubSpot to support Pelion’s MEDDIC sales methodology
• Ensure CRM fields, stages, and reporting align with MEDDIC principles
• Support visibility into deal quality, risk, and qualification
• Partner with Sales leadership to improve deal inspection and execution
• Define and enforce CRM data standards and definitions
• Own hygiene reporting and remediation processes
• Identify data gaps, inconsistencies, and risks
• Drive improvements in data discipline through process, automation, and training
• Own the CRM/GTM Ops improvement roadmap
• Deliver ongoing CRM training for GTM, Sales, and Operations teams
• Support onboarding of new users and teams
• Create lightweight documentation and best-practice guidance
• Drive consistent CRM usage across the business

Requirements

• Experience of leading and owning CRM systems
• Strong hands-on experience managing HubSpot CRM across Sales, Marketing, Service and Operations
• Experience supporting Sales and Marketing teams in a B2B environment
• Strong understanding of GTM funnels, pipeline management, and sales metrics
• Experience building workflows, automation, and reporting
• Comfortable working with data, integrations, and APIs (at a practical level)
• Nice to have
• Experience in GTM Ops, RevOps, or Sales Operations
• Familiarity with MEDDIC or similar sales methodologies
• Experience supporting renewals, expansions, or customer lifecycle reporting
• Experience working with product or usage data in CRM systems
• Knowledge of B2B tooling such as G2, Usergems, HeyReach, Funnel.io, Google Analytics

Benefits

• Flexible, hybrid (3 Days in our Glasgow Office)
• 25 days holiday, plus 5 days Take 5 and 8 bank holidays a year
• 7% employer pension contribution
• Access to comprehensive health and dental plans
• Health assessment
• Worldwide travel insurance