Bot Consulting
Website:
botconsulting.io
Job details:
The Marketing & Sales Ops Specialist is the operating backbone of BOT's go-to-market motion the person who makes pipeline run predictably and turns marketing activity into measurable revenue impact. This role owns the HubSpot system of record, the lead-to-revenue process, ABM operations, and the reporting layer that ties marketing investment to sales outcomes.
You will work in close alignment with the Marketing and Sales team to build a sales and marketing engine that scales clean data, sharp ICP filtering, disciplined deal stages, and a single source of truth across the funnel.
Key Responsibilities
HubSpot Ownership — System of Record
● Own end-to-end HubSpot administration across Marketing Hub, Sales Hub, and CRM
● Configure and maintain Deal pipeline stages, probabilities, exit criteria, and mandatory
● CRM fields aligned to BOT's 7-stage sales process
● Build, manage, and optimise lifecycle automation across Lead → MQL → SQL →
Opportunity → Customer
● Set up and refine the lead scoring model ICP criteria
● Maintain CRM data hygiene: contact properties, deduplication, segmentation, lifecycle
alignment, list management
● Document, enforce, and continuously improve HubSpot SOPs and ops playbooks
Sales Ops — Pipeline & Process Discipline
● Partner with the sales team to operationalise the sales funnel: mandatory field
enforcement, stage progression rules, and stuck-deal alerts
● Maintain pipeline hygiene through weekly deal reviews, stage audits, and data validation
● Build and own sales reporting: pipeline funnel, weighted pipeline, win rate, average deal
size, sales cycle length, stage conversion rates
● Manage sales/marketing handoff workflows — MQL routing, SQL acceptance criteria,
lost-deal feedback loops
Marketing Ops — Campaign Execution
● Own HubSpot campaign setup, tagging, UTMs, asset hygiene, and attribution
● Build automated workflows across lead nurturing, lifecycle stages, and sales handoff
● Operate ABM campaigns end-to-end: Influ2 setup, account/contact loading, sequence
configuration, performance reporting
● Translate ICP research into actionable targeting lists, sequence inputs, and campaign
briefs
● Support event-led motions from operational planning to lead capture and post-event
follow-through
ICP Framework & Lead Quality
● Own the ICP framework: lead prospecting and intelligence, qualifiers/disqualifiers,
scoring logic
● Validate research outputs from the research function for ICP fit, data accuracy, and
pipeline-readiness
● Track and report on lead quality, ICP match rates, and coverage gaps across pipeline
stages
Reporting, Dashboards & Tools
● Build and maintain HubSpot dashboards for monthly and quarterly reviews — ICP
visibility, pipeline health, campaign performance
● Track performance across content, campaigns, website, and social
● Evaluate, validate, and recommend new tools (ABM, enrichment, intent data) —
efficiency, ROI, and stack consolidation
● Maintain structured marketing folders, documentation, and operational repositories
What Success Looks Like
● HubSpot is the single source of truth — clean, automated, used by sales and marketing
daily
● Every deal in the pipeline has the mandatory fields populated; no deals stall silently
● Sales and marketing operate from the same dashboard, with complete visibility live
● Lead scoring promotes the right contacts to MQL — reflected in conversion rates
upstream
● ABM and event campaigns ship on time with full attribution from ad impression to closed
deal
Requirements
Skills & Qualifications
● Process-driven with sharp execution discipline — closes loops without being chased
● Comfortable holding sales and marketing accountable to shared SLAs and definitions
● Strong analytical thinking — can move from data to diagnosis to recommendation
● Detail-oriented without losing strategic context
● Familiarity with B2B services / SaaS / tech consulting environments and complex
enterprise buying cycles
● Calm under ambiguity — builds the system while the system runs
Must-Have Experience
● 5–6 years in marketing ops, sales ops, or revenue operations in a B2B environment
● Hands-on HubSpot expertise across Marketing Hub, Sales Hub, and CRM — workflow
automation, lifecycle management, custom properties, reporting, and admin
● Proven experience operating ABM programmes (Influ2, 6sense, Demandbase, or
equivalent)
● Working fluency with LinkedIn Sales Navigator for account intelligence and list validation
● Direct experience with B2B sales process design — pipeline stages, deal probability,
scoring models, pipeline reporting
● Track record managing CRM data hygiene at scale (1,000+ accounts/contacts)
Nice-to-Have
● Exposure to B2B and IT services industry
● Experience with sales enablement content systems
Signs You May Be a Great Fit
- Impact: Play a pivotal role in shaping a rapidly growing venture studio with Cloud-driven digital transformation.
- Culture: Thrive in a collaborative, innovative environment that values creativity, ownership, and agility.
- Growth: Access professional development opportunities, and mentorship from experienced peers.
- Benefits: Competitive salary, wellness packages, and flexible work arrangements that support your lifestyle and goals.
Click on Apply to know more.