Marketing Operations Manager

G2 is a software marketplace that helps businesses make decisions using insights from software users. The Marketing Operations Manager will own and scale the systems supporting the marketing-to-sales pipeline, including lead lifecycle management, routing, enrichment, scoring, and prioritization. The role connects Marketing, Sales, and Business Systems while optimizing data quality, funnel performance, and AI-enabled workflows.

Responsibilities:

• Own and optimize lead, contact, and account lifecycle processes across Salesforce, including MQL/SAL/SQL disposition logic, and auto-recycle timing
• Support GTM scalability through automation, governance, and process standardization initiatives
• Maintain and optimize lead to account matching, deduplication, and enrichment workflows
• Support account segmentation and routing strategy informed by 6sense, Factors.ai, or other intent signals
• Lead Clay initiatives across the marketing org: workbook structure, credit budget tracking, intake process, and use case prioritization
• Manage contact and company level enrichment workflows across Clay and ZoomInfo, including provider waterfall configuration and accuracy validation
• Own operation administration Qualified and be a primary power user for Groove (or Salesloft), including chat routing, meeting booking workflows, and SDR handoff processes
• Support notification and alerting logic, such as pre-recycle alerts, that drives timely rep follow-up
• Optimize buyer engagement experiences across web and inbound channels
• Manage lead and account scoring models aligned to buying intent, engagement signals, and funnel stage (both for leads and accounts), incorporating 6sense and Clay data
• Partner with Marketing and Sales leadership to refine MQA/MQL qualification criteria and conversion optimization strategies
• Analyze funnel performance and identify opportunities to improve lead quality and sales acceptance rates
• Identify and implement AI-enabled workflows, such as enrichment prompt logic, data QA, or notification triage, that reduce manual work and improve data quality
• Evaluate new AI tools and use cases against existing systems and recommend where automation should replace manual process

Requirements:

• 5+ years of experience in Marketing Operations, Revenue Operations, or GTM Systems within a B2B SaaS or technology organization
• Deep hands-on expertise with Salesforce and Marketo
• Experience building and managing lead routing frameworks, scoring models, and enrichment workflows (RingLead, Clay, or similar platforms)
• Experience migrating or replatforming marketing systems, such as moving between CRM, MAP, or lead routing tools, and managing the data and process risk that comes with it
• Strong understanding of lead lifecycle management, funnel operations, and GTM processes
• Zip contract ownership for marketing tools and budget tracking
• Experience partnering cross-functionally with Marketing, Sales, SDRs, Data Science or Engineering, and external vendors
• Demonstrated experience using AI tools to build, QA, or optimize marketing or data workflows
• Analytical mindset with strong troubleshooting and process optimization capabilities
• Excellent communication and stakeholder management skills
• Ability to balance strategic initiatives with hands-on operational execution
• Experience with 6sense or another intent data platform
• Experience with Qualified
• Experience managing a martech vendor budget or credit-based tool (e.g. Clay, ZoomInfo)