Campaign & Lead Specialist

Tripleseat•Concord, MA

7d•$70,000 - $85,000•Hybrid

About The Position

The Campaign & Lead Specialist will support the planning, execution, and optimization of demand generation campaigns across the full funnel. This role sits at the intersection of campaign operations, lead management, and marketing intelligence — owning the mechanics that turn marketing activity into measurable pipeline. You'll work closely with Demand Generation, Marketing Operations, and Sales Operations to build, launch, and measure programs that drive qualified leads for our BDR and AE teams, while maintaining the attribution and scoring infrastructure that connects marketing spend to revenue outcomes. This position has a hybrid work schedule based out of our Concord, MA office. This position is open to candidates eligible to work in the United States. Additional travel may be required for meetings, company events, and training.

Requirements

2–4 years in a campaign, demand gen, or marketing ops role in B2B SaaS
Hands-on HubSpot experience required — workflows, lists, forms, campaigns, and scoring
Salesforce experience required — campaign member tracking, lead/contact fields, opportunity influence
Working knowledge of lead scoring frameworks (behavioral + firmographic) and how they connect to BDR prioritization
Familiarity with multi-touch attribution models and how to maintain attribution integrity across a HubSpot-Salesforce integration
Comfort pulling and interpreting funnel data — ELs, QLs, SAOs, CPL, conversion rates, pipeline influence
Strong attention to detail and a bias toward clean, consistent execution

Nice To Haves

Experience with Outreach or Salesloft a plus
Familiarity with paid channels (Meta, LinkedIn, Google) helpful
Hospitality or events industry experience a bonus, not a requirement

Responsibilities

Ensure all campaign assets — emails, landing pages, forms, and paid media — are properly tied to campaigns via UTM tracking, HubSpot campaign association, and Salesforce campaign membership to maintain clean source attribution from first touch through conversion
Build and maintain campaign tracking workflows in HubSpot and Salesforce to ensure accurate lead capture, source attribution, and funnel stage progression from first touch through conversion
Set up and configure campaign assets — emails, landing pages, forms, and list imports — for launch readiness
Maintain campaign taxonomies, UTM structures, and naming conventions across HubSpot and Salesforce
Support BDR enrollment workflows and Outreach sequence setup for campaign-sourced leads
Manage inbound lead flow — ensuring timely routing, accurate lifecycle stage assignment (EL → QL → SAO), and clean data from top of funnel through conversion
Monitor lead quality across segments (SMB, Mid Market, Hotels, Enterprise) and flag volume or quality issues to the Demand Generation team
Collaborate with Sales Operations to maintain lead routing rules, BDR territory assignments, and SLA compliance
Own day-to-day administration of the lead scoring model in HubSpot and Salesforce, including behavioral scores (content downloads, email engagement, web activity) and firmographic scores (segment, company size, job title)
Partner with Demand Generation and Sales Operations to define and tune scoring thresholds that separate Engaged Leads (ELs) from Qualified Leads (QLs)
Monitor score distribution across segments and channels; surface decay, inflation, or model drift to the team on a regular cadence
Support iterative scoring updates as new campaigns, channels, and intent signals are introduced
Maintain multi-touch attribution tracking across HubSpot and Salesforce, ensuring campaign influence is captured accurately at the Lead, Contact, and Deal level
Partner with Marketing Operations to uphold attribution field standards (first touch, last touch, channel source, content source) across the HubSpot-Salesforce integration
Build and maintain campaign influence reports that connect marketing activity to SAO creation and pipeline value
Support the transition from account-level to deal-level pipeline reporting in Salesforce, ensuring attribution data transfers cleanly
Collaborate with Demand Generation on channel-level CPL, conversion rate, and pipeline contribution reporting for weekly and monthly reviews
Work with Demand Generation on campaign briefs, channel mix recommendations, and performance reviews
Align with Marketing Operations on tech stack hygiene, data integrity, and process documentation
Partner with Sales Operations on lead-to-opportunity handoff quality, BDR workflow efficiency, and funnel reporting accuracy
Participate in regular demand gen, marketing ops, and sales ops syncs to surface insights and flag issues