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G2, the world's largest software marketplace (now including Capterra, SoftwareAdvice, and GetApp), is seeking a hands-on Marketing Operations Manager to own and scale the systems behind the marketing-to-sales pipeline. This role is critical to revenue operations infrastructure, managing lead lifecycle architecture, MQL/SAL/SQL routing and disposition, contact and account enrichment, and scoring frameworks that directly impact pipeline quality and sales efficiency.
You will serve as the operational bridge between Marketing, Sales, and Business Systems, ensuring clean lead flow, accurate data, fast speed-to-lead, and a GTM stack aligned with business goals. The ideal candidate combines deep technical fluency across the MarTech stack (Salesforce, Clay, Marketo, Qualified, Ringlead) with strong analytical judgment and the ability to move fast while maintaining precision in a B2B SaaS environment.
Key responsibilities include: owning and optimizing lead, contact, and account lifecycle processes in Salesforce; managing lead-to-account matching, deduplication, and enrichment workflows; leading Clay initiatives including workbook structure and intake processes; operating Qualified and managing chat routing and meeting booking workflows; managing lead and account scoring models aligned to buying intent and engagement signals; and identifying AI-enabled workflow opportunities to reduce manual work and improve data quality.
You will partner with Marketing and Sales leadership to refine MQA/MQL qualification criteria, analyze funnel performance, and drive conversion optimization. The role requires 5+ years in Marketing Operations, Revenue Operations, or GTM Systems within B2B SaaS; deep hands-on expertise with Salesforce and Marketo; experience building lead routing frameworks and scoring models; experience with system migrations and replatforming; strong understanding of lead lifecycle management and GTM processes; demonstrated use of AI tools for workflow optimization; and the ability to partner cross-functionally with Marketing, Sales, SDRs, Data Science, Engineering, and external vendors.
