Senior Marketing Operations Manager

Job Description

The Position

OPSWAT protects critical infrastructure from the world’s most sophisticated cyber threats — and our marketing team is in the middle of a significant transformation to match that mission.

We are hiring a Senior Marketing Operations Manager who will ensure all inbound and outbound demand is accurately captured, qualified, and converted into pipeline through well-designed processes, consistent execution, and actionable analytics. This is not a systems maintenance role. You are the person who keeps the infrastructure running smoothly and then asks: how do we make it smarter?

You will be a strategic partner to our Revenue Marketing, Field Marketing, SDR and Sales Operations teams, and the connective tissue between our tools, our data, and our revenue goals. You will also be our internal champion for AI adoption with leading the front on AI augmented marketing looks like in practice and helping the organization build that muscle through the work itself.

What You Will Be Doing

Own the Marketing Engine — and Make It Smarter

• Serve as the primary HubSpot admin, owning architecture, workflows, lifecycle stages, integrations, scoring models, nurture programs, and reporting. Push HubSpot past its documented capabilities, including evaluating and deploying emerging agent capabilities within the platform.
• 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 martech budget, vendor relationships, and renewals. Bring rigor to every build-vs-buy-vs-automate decision and ensure every tool earns its place.

Platform Health & Governance

• 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.

Lead Management, SDR Alignment & Pipeline Contribution

• 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.

Funnel Performance & Growth Optimization

• 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.

Turn Data Into Direction

• 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.

Lead AI Adoption Across the Marketing Team

• 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.

What We Need From You

You’ve Been Here Before

• 7–10+ years of B2B marketing operations experience, ideally in cybersecurity, SaaS, or enterprise technology. You know the landscape and can hit the ground running.
• Deep HubSpot admin expertise — complex workflows, API integrations, lifecycle architecture, scoring models, and reporting. HubSpot certifications are a strong plus.
• 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).

You’ve Built Things That Scale

• A track record of implementing automation and process optimization that actually sticks. You have made teams faster, smarter, and less reliant on manual work.
• Experience running growth experiments with documented outcomes: hypothesis, test, result, scale.
• Strong analytical foundation comfortable building dashboards independently.

You Think in Systems

• You design workflows that connect data, tools, and teams. You see the whole picture and build accordingly.
• You bridge the gap between marketing and sales, you know that pipeline is a team sport, and you have the cross-functional track record to prove it.

You’re Fluent in AI

• Familiar with LLMs, automation platforms, and AI-powered analytics and excited about where it’s heading.
• Bonus: You have built or managed AI-driven systems or agent-based workflows in a production marketing environment.

You Keep Things Moving

• 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). You know the rules and why they exist.

Why This Role?

• Direct impact: This role sits within Revenue Marketing, working in close partnership with SDR leadership and Sales Operations with visibility into pipeline and board-level metrics.
• Real scope: Architecture decisions, tooling investments, and growth strategy — not a coordinator role.
• AI-first environment: We are actively building an agentic marketing infrastructure, and you will be a core contributor and internal champion.

About OPSWAT

OPSWAT is a global cybersecurity company that protects critical infrastructure organizations across energy, government, manufacturing, and financial sectors. With over 1,500 customers in 150+ countries, OPSWAT’s platform defends the most sensitive environments against advanced threats — where failure is not an option. Our marketing team is in active transformation — investing in AI-powered workflows, a modern ABM motion, and a fully integrated revenue operations architecture. This role is a cornerstone of that build.