Senior Marketing Operations Manager

Stord

About The Position

This is an opportunity to own the marketing operations function at a high-growth company. Reporting to the Director of Revenue Operations, the Senior Marketing Operations Manager will build the system Stord uses to analyze pipeline: where it comes from, how it converts, where it stalls, and how it tracks against target. You will stay on top of that data week to week and recommend what to change to grow pipeline, then work with Marketing and Sales to make the changes and measure the results. Alongside that, you will own the core marketing operations function: administering HubSpot as our marketing automation platform, running lead routing, and building the marketing attribution model that feeds the pipeline analysis. This is a hands-on role. You will work closely with Demand Generation, Events, Content, Customer Marketing, Sales, and the SDR team.

Requirements

4+ years in marketing operations, revenue operations, or GTM analytics in a B2B, tech-enabled services, logistics, or commerce technology environment, with HubSpot administration as a core part of your background
Expert HubSpot proficiency across workflows, sequences, lead scoring, lifecycle management, custom objects, reporting, and integrations; HubSpot Marketing Hub, Sales Hub, and/or Operations Hub certifications strongly preferred
Experience building a marketing attribution model that breaks out contribution by channel (demand generation, paid media, events, content, partnerships)
Experience with Google Analytics 4 (GA4) and a working understanding of how website traffic and conversions break down by channel (paid search, paid social, organic search, direct, referral, email), including how UTM tagging ties that traffic back to specific campaigns and to pipeline in Salesforce
Experience building pipeline and marketing performance reporting in Salesforce and presenting it to executive or Board audiences, with the analysis and recommendations to go with it, not just the numbers
Hands-on experience owning lead routing and lead management, with measurable results on speed-to-lead, conversion rates, or pipeline; familiarity with HubSpot workflows, LeanData, Chili Piper, or similar
Solid Salesforce experience: able to build reports, maintain data, work with Salesforce Campaigns and campaign influence for attribution and pipeline tracking, and support basic workflow needs; Salesforce Administrator certification a plus
Analytical: comfortable working with funnel and pipeline data in Salesforce, Google Sheets, and BI tools, spotting what is off, and turning it into a clear recommendation; strong understanding of data structures and object relationships across HubSpot and Salesforce
Clear communicator, comfortable presenting data and recommendations to Marketing, Sales, and executive leadership
Self-directed: comfortable setting priorities, defining structure where it doesn’t exist, and following through without close oversight

Nice To Haves

GTM Engineer experience building automated prospecting, enrichment, and outbound workflows in tools like Clay, HubSpot, and Salesforce
Prior experience as an SDR or in another sales or marketing role (demand generation, sales operations, field marketing, etc.)
Experience connecting Salesforce/Hubspot to Google Sheets for flexible, stakeholder-friendly reporting
Familiarity with GTM enrichment and sales tools such as Clay, Apollo.io, Nooks, or LinkedIn Sales Navigator
Familiarity with BI tools; experience with Omni or CRM analytics specifically is a bonus
Prior experience in ecommerce, logistics, fulfillment, or commerce-adjacent technology

Responsibilities

Build the reporting system Stord uses to analyze pipeline end to end: pipeline created by source and channel, stage conversion rates, velocity, coverage against targets, and where deals stall, with Salesforce as the system of record
Stay on top of pipeline week to week: know what is moving, what is stalled, and where the numbers are off trend, and flag it before it shows up in a quarterly miss
Recommend specific changes to improve pipeline (channel mix, campaign targeting, lead scoring, routing, SDR follow-up, ICP fit) and work with Marketing and Sales leadership to put them in place and measure whether they worked
Provide the data and analysis behind the weekly pipeline review and the monthly and quarterly GTM reviews, and make sure campaigns and programs are set up to be measured before they launch
Build Stord’s marketing attribution model, breaking out pipeline and revenue contribution by channel: demand generation, paid advertising, events, content and brand, partnerships, and SDR outbound
Own multi-touch attribution in Salesforce, using Salesforce Campaigns and campaign influence to track marketing-sourced and marketing-influenced pipeline from first touch through closed won, with HubSpot as the upstream data source
Build and maintain marketing performance reporting for executive leadership and the Board of Directors, including pipeline by source, channel ROI, funnel conversion, and spend efficiency
Manage UTM structure, tracking parameters, and campaign tagging standards in HubSpot so attribution data is consistent across programs and platforms
Refine the attribution model over time as channels and tools change, and document the methodology so Marketing, Sales, and Finance are working from the same definitions
Develop and maintain dashboards for weekly, monthly, and quarterly GTM reviews, and support pipeline reporting and forecasting as needed
Own lead management from capture to opportunity: forms and lead capture, lead scoring, qualification criteria, and routing from HubSpot into Salesforce
Update and optimize lead routing and assignment rules so inbound leads reach the right SDR or AE quickly, with clear SLAs and speed-to-lead targets
Build routing that is sustainable: documented, testable, and able to hold up as territories, teams, and headcount change without constant manual fixes
Measure the impact of routing changes on stage conversion rates (lead to MQL, MQL to SQL, SQL to opportunity) and pipeline created, and adjust based on results
Work with Sales and SDR leadership on lead follow-up standards, lifecycle stage definitions, and feedback from Sales back to Marketing
Act as the primary HubSpot administrator: workflows, lifecycle stages, lead scoring, segmentation, list management, forms, sequences, and campaign operations
Own the HubSpot-to-Salesforce integration, including field mapping, sync health, and data flow between systems
Build and maintain marketing automation and nurture programs with the Demand Generation and Customer Marketing teams
Maintain database health: enrichment, deduplication, suppression, data standards, and compliance with data privacy requirements
Support Salesforce data integrity alongside the Revenue Operations team, including campaign hygiene, field validation, and basic workflow support for marketing-related objects
Identify gaps in the GTM tech stack and recommend practical fixes; manage enrichment, routing, and automation tool integrations as needed