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Stord is a high-growth commerce-enablement platform that powers seamless checkout through delivery for leading DTC and B2B brands. The company manages over $10 billion in annual commerce through its fulfillment, warehousing, transportation, and software suite (OMS, Pre/Post-Purchase, WMS). Stord is on track to double revenue in the next 18 months and is scaling teams across the organization.
Reporting to the Director of Revenue Operations, the Senior Marketing Operations Manager will own the marketing operations function and build the analytical systems that drive pipeline growth. This is a hands-on role requiring close collaboration with Demand Generation, Events, Content, Customer Marketing, Sales, and the SDR team.
Key Responsibilities:
Pipeline Analysis & Recommendations: Build and maintain the reporting system that analyzes pipeline end-to-end (created by source/channel, stage conversion rates, velocity, coverage against targets, deal stalls). Monitor pipeline weekly, flag trends before they impact quarterly results, and recommend specific changes (channel mix, campaign targeting, lead scoring, routing, SDR follow-up, ICP fit). Provide data and analysis for weekly pipeline reviews and monthly/quarterly GTM reviews.
Marketing Attribution & Reporting: Build Stord's marketing attribution model breaking out pipeline and revenue contribution by channel (demand generation, paid advertising, events, content, brand, partnerships, SDR outbound). Own multi-touch attribution in Salesforce using Campaigns and campaign influence. Build and maintain executive and Board-level reporting on pipeline by source, channel ROI, funnel conversion, and spend efficiency. Manage UTM structure, tracking parameters, and campaign tagging standards. Develop and maintain dashboards for GTM reviews and pipeline forecasting.
Lead Routing & Funnel Conversion: Own lead management from capture to opportunity (forms, lead scoring, qualification, routing). Optimize lead routing and assignment rules to ensure inbound leads reach the right SDR/AE quickly with clear SLAs and speed-to-lead targets. Build sustainable, documented routing that scales with organizational changes. Measure impact of routing changes on conversion rates and pipeline. Work with Sales and SDR leadership on follow-up standards and feedback loops.
HubSpot Administration: Serve as primary HubSpot administrator managing workflows, lifecycle stages, lead scoring, segmentation, list management, forms, sequences, and campaign operations. Own HubSpot-to-Salesforce integration including field mapping, sync health, and data flow. Build and maintain marketing automation and nurture programs. Maintain database health (enrichment, deduplication, suppression, data standards, compliance).
GTM Tech Stack & Salesforce Alignment: Support Salesforce data integrity alongside Revenue Operations team. Identify gaps in GTM tech stack and recommend practical fixes. Manage enrichment, routing, and automation tool integrations.
Requirements:
- 4+ years in marketing operations, revenue operations, or GTM analytics in B2B, tech-enabled services, logistics, or commerce technology environment
- HubSpot administration as core part of background
- Expert HubSpot proficiency across workflows, sequences, lead scoring, lifecycle management, custom objects, reporting, and integrations (HubSpot Marketing Hub, Sales Hub, and/or Operations Hub certifications strongly preferred)
- Experience building marketing attribution model breaking out contribution by channel
- Google Analytics 4 (GA4) experience with working understanding of website traffic/conversions by channel and UTM tagging
- Experience building pipeline and marketing performance reporting in Salesforce for executive/Board audiences with analysis and recommendations
- Hands-on experience owning lead routing and lead management with measurable results on speed-to-lead, conversion rates, or pipeline
- Solid Salesforce experience: building reports, maintaining data, working with Salesforce Campaigns and campaign influence, supporting basic workflows (Salesforce Administrator certification a plus)
- Analytical mindset: comfortable with funnel/pipeline data in Salesforce, Google Sheets, and BI tools; strong understanding of data structures and object relationships
- Clear communicator comfortable presenting to Marketing, Sales, and executive leadership
- Self-directed with ability to set priorities and define structure independently
Nice to Have:
- GTM Engineer experience with automated prospecting/enrichment/outbound workflows (Clay, HubSpot, Salesforce)
- Prior SDR or other sales/marketing role experience
- Experience connecting Salesforce/HubSpot to Google Sheets for reporting
- Familiarity with GTM enrichment and sales tools (Clay, Apollo.io, Nooks, LinkedIn Sales Navigator)
- BI tools experience (Omni or CRM analytics preferred)
- Prior ecommerce, logistics, fulfillment, or commerce-adjacent technology experience
