Senior Marketing Operations Manager

OPSWAT is a global leader in cybersecurity, focused on protecting critical infrastructure. They are seeking a Senior Marketing Operations Manager to optimize marketing processes, ensure accurate demand capture, and lead AI adoption within the marketing team.

Responsibilities:

• Serve as the primary HubSpot admin, owning architecture, workflows, lifecycle stages, integrations, scoring models, nurture programs, and reporting
• 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 ManTech 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

Requirements:

• 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
• Familiar with LLMs, automation platforms, and AI-powered analytics
• 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
• SugarCRM a plus
• Bonus: You have built or managed AI-driven systems or agent-based workflows in a production marketing environment