RevOps Specialist - Hubspot

Role purpose

The RevOps Specialist - Hubspot Specialist owns HubSpot, the vendor marketing funnel and the reporting that connects marketing activity to revenue. The role builds the systems that show which campaigns, categories, products and events produce activated vendors, and keeps the underlying data clean enough for those answers to be trusted.

The role combines system building with analysis: constructing the workflow, then explaining what the resulting numbers mean to sales and leadership.

Key responsibilities

CRM and funnel management

• Build and maintain the vendor marketing funnel in HubSpot, from target account through engaged account, qualified meeting, opportunity, activated program and realized revenue.

• Define and maintain entry and exit criteria for every funnel stage, along with shared definitions for target account, engagement, qualified meeting, opportunity and activation.

• Maintain mandatory fields for product interest, category, account tier, source and revenue potential.

• Act as the internal owner for CRM issues, fixes and requests from marketing and business development.

Account data and data quality

• Import, clean, enrich and deduplicate vendor and contact lists, ensuring category, company size, product fit, account tier and campaign source are recorded.

• Run regular data quality checks for incomplete records, duplicate accounts, incorrect opportunity stages, missing campaign sources and overdue follow up.

Campaign and event operations

• Build email lists, landing pages, forms, workflows, tracking links and campaign records for email, LinkedIn, webinar and account-based programs.

• Create event campaigns, upload attendee lists, track pre booked meetings, manage lead capture and ensure post event follow up happens within the agreed service level.

• Implement and enforce campaign and event naming conventions, and maintain standardized event import and post event workflows.

Lead routing and automation

• Create rules that assign campaign and event leads to the correct business development representative, with response deadlines and escalation for unworked leads.

• Automate lead notifications, follow up tasks, nurture sequences, meeting reminders and alerts when target accounts show engagement.

• Build and maintain lead scoring and target account engagement reporting.

Reporting and dashboards

• Maintain multiple management views: an executive dashboard covering activated vendors, realized revenue, marketing sourced pipeline and cost per activated vendor; a campaign dashboard; an event dashboard; a funnel dashboard covering stage conversion, velocity, leakage and business development response time; and an account dashboard for strategic and growth target accounts.

• Report movement and conversion across every funnel stage, from targeted account through realized revenue.

• Deliver dashboards on a set weekly rhythm and reconcile opportunities and revenue on a set monthly rhythm.

Revenue analytics and attribution

• Identify whether an opportunity originated from marketing, events, business development outreach, paid media or multiple touchpoints, and maintain consistent source definitions.

• Introduce multi touch attribution where it is practical and defensible.

• Connect marketing activity to activated vendors, delivered lead and click volume, and 30, 60 and 90 day realized revenue.

• Show which products, categories, campaigns, messages and events generate the strongest meetings, opportunities, activations and revenue.

• Identify funnel leakage such as slow follow up or weak meeting to opportunity conversion, and flag it early.

• Track campaign and event spending against meetings, qualified opportunities, activated vendors, pipeline and realized revenue.

• Build forecasting based on historical conversion and realization rates.

Process governance

• Document CRM definitions, campaign naming, attribution rules, reporting methodology and handoff procedures with business development.

• Recommend which campaigns and events should be scaled, improved or stopped, and support budget decisions with evidence.

Experience and skills required

• 3 to 5 years in marketing operations, revenue operations or marketing analytics in a B2B environment.

• Deep hands on HubSpot experience covering workflows, lifecycle stages, custom properties, lists, forms, campaign tracking and reporting. Comparable experience in another major CRM will be considered.

• Strong analytical skills and advanced Excel or Google Sheets, with the ability to turn messy funnel data into a clear commercial answer.

• Practical understanding of attribution, funnel conversion, lead scoring, forecasting and pipeline reporting.

• Rigor around data hygiene, consistent definitions and documented process.

• Ability to explain findings clearly to sales and leadership in plain English.

• Bachelor degree in marketing, business, analytics or a related field.

Preferred

• Experience supporting an account-based marketing program.

• Familiarity with GA4, Looker Studio, SQL or enrichment tools such as Clearbit, Apollo or Clay.

• Experience with event lead capture and post event ROI reporting.

• HubSpot certifications in marketing software, revenue operations or reporting.