Sales & Marketing Operations Specialist

Description

The Sales & Marketing Operations Specialist is responsible for managing and optimizing SMG’s core revenue systems, ensuring data integrity, and enabling efficient, scalable sales and marketing operations. This role sits at the center of Sales, Marketing, Product, and Operations, owning the infrastructure that supports pipeline development, forecasting, and performance visibility across the business.

This individual will serve as the primary administrator of Salesforce, while also supporting HubSpot, Gong, and ERP system integrations (Accumatica). The role combines technical system ownership with business process optimization, ensuring that data is accurate, systems are aligned, and teams are equipped to execute effectively.

Beyond system administration, the Sales & Marketing Operations Specialist will proactively analyze data to identify trends, gaps, and opportunities, supporting leadership in improving forecast accuracy, pipeline health, campaign performance, and overall commercial effectiveness.

This role serves as a key partner to senior leadership, providing the data, systems, and insights that inform forecasting, pipeline strategy, and commercial decision-making across the business.

Key Responsibilities

1. Tech Stack Ownership & System Administration

• Serve as primary Salesforce Administrator, managing users, roles, permissions, objects, workflows, reports, and dashboards 
• Administer and support HubSpot, Gong, and integrations with Accumatica and other tools 
• Maintain and optimize system integrations to ensure seamless data flow across platforms 
• Monitor platform updates and recommend enhancements to improve functionality and usability 
• Troubleshoot system issues and manage resolution with internal teams or external partners 
• Document system configurations, workflows, and processes to ensure scalability and transparency 

2. Data Integrity & Reporting

• Ensure data accuracy and hygiene across all revenue systems, including lead, account, opportunity, and activity data 
• Develop and maintain reporting and dashboards for pipeline, forecasting, campaign performance, and sales activity 
• Establish and enforce data governance standards across Sales and Marketing 
• Provide regular insights into pipeline health, conversion rates, and performance trends 

3. Sales Operations Enablement

• Partner with sales leadership to optimize pipeline management, opportunity governance, and forecasting processes 
• Support territory management, account segmentation, and pipeline structure 
• Improve forecast accuracy through data validation, reporting, and process discipline 
• Train and support sales teams on Salesforce usage, reporting, and best practices 
• Support deal tracking, win/loss analysis, and sales performance insights 

4. Marketing Operations Support

• Support marketing campaign setup, execution, and tracking within HubSpot 
• Ensure accurate lead capture, scoring, routing, and handoff into Salesforce 
• Build reporting for campaign performance, attribution, and funnel conversion 
• Partner with Marketing to improve automation, segmentation, and lead quality 

5. Cross-Functional Alignment & Business Insights

• Act as the connective layer between Sales, Marketing, Product, Finance, and Operations 
• Partner with Product to identify gaps or opportunities based on pipeline data, win/loss trends, and customer behavior 
• Use data to proactively identify issues in funnel performance, sales execution, or product-market fit 
• Support leadership with forecasting, planning, and performance analysis 
• Drive continuous improvement in processes, tools, and reporting to increase efficiency and scalability 

Requirements

• Bachelor’s degree in business, marketing, analytics, information systems, or a related field 
• 3–5+ years of experience in Sales Operations, Marketing Operations, or Revenue Operations roles 
• Strong hands-on experience with Salesforce (Salesforce Administrator experience required; certification preferred) 
• Experience working with HubSpot or similar marketing automation platforms 
• Familiarity with sales enablement tools (e.g., Gong) and ERP systems (e.g., Accumatica) 
• Experience managing CRM integrations and data flows across multiple systems 
• Strong understanding of sales processes, pipeline management, and forecasting methodologies 
• Experience building reports, dashboards, and performance analytics 
• Prior experience in consulting, human capital or construction busi