About the Job
As the Marketing Operations Specialist at Opal, you will be working alongside our marketing, business development and sales teams to optimize our demand generation engine. You will be responsible for owning the marketing tech stack with HubSpot at its core, ensuring seamless data synchronization with other business critical systems, including Salesforce. You will own marketing attribution, ensuring every campaign is measurable and every lead is trackable; delivering reporting and insights that increase ROI, support forecasting and help run smarter, more efficient campaigns and initiatives. This role will be the linchpin to providing our teams with the data, analytics, processes, training, and tools needed to work smarter and move faster. As equal parts detective and data wizard, you will be focused on uncovering the story behind every initiative, following each lead’s journey through the funnel and crafting insights that enable us to rapidly accelerate and scale revenue growth.
About You
You are an experienced operations professional with an excellent eye for detail who excels at analyzing and distilling data to deliver actionable insights and provide recommendations for strategic decision making. Technology is your passion, you are “tapped in” to the industry's latest and greatest with experience in administrating, implementing and using a wide range of go-to-market tools including HubSpot, Gong, Apollo.io, Clay, ChatGPT, Claude, UserGems, LeadIQ, ZoomInfo, and Reply.io. You are an excellent communicator with a growth mindset who enjoys getting hands-on to find creative, collaborative solutions. The deep-end of the pool is your happy place, and never shy away from a challenge. You feel most fulfilled when acting as a trusted partner to overcome business challenges, navigating change management, streamlining processes, and leveraging AI to automate busy work and move faster.
About Opal
Opal is a remote-first company and we pride ourselves on a scrappy, collaborative culture where every leader is hands-on, data-driven, and passionate about delivering exceptional customer experiences.
Our platform is designed for marketing and communications teams, providing a single source-of-truth, connecting strategic planning and day-to-day execution. With real-time visibility and seamless collaboration tools, Opal helps teams stay aligned and agile. Visit workwithopal.com to see why top-brands brands like Target, Starbucks, and General Motors rely on Opal.
Responsibilities
- Oversee, integrate, and optimize the marketing technology stack including HubSpot and other connected tools and platforms.
- Partner with Sales Operations to source, deliver and optimize CRM systems, tools and processes to enhance go-to-market productivity and effectiveness.
- Monitor inbound lead volumes and routing to ensure data integrity, attribution accuracy and proper flow of metadata across systems (e.g.,HubSpot to Salesforce).
- Provide technical expertise to support marketing campaigns and initiatives to ensure the go-to-market teams have the information and resources needed to perform effectively.
- Create and maintain scalable processes to measure and manage campaigns, web traffic, channel engagement, lead nurturing, lead scoring, lifecycle workflows, cold outreach cadences, data enrichment, UTM parameters, forms and other such data fields.
- Work with Opal Leadership to establish, refine and monitor key performance indicators (KPI’s) and recurring metrics reporting, including development of centralized dashboards to drive performance improvement and strategic alignment.
- Develop and operationalize demand planning frameworks for metrics such CPL, and ROI, including recommendations on lead and pipeline targets, funnel forecasting and conversion rates (e.g, MQL, SQL, Opportunity, Win).
- Distill and decipher complex data to proactively identify and resolve marketing and demand generation challenges.
- Ensure compliance with privacy regulations (e.g., GDPR, CCPA, CAN-SPAM, ISO, SOC) and support initiatives to drive GEO, SEO and UX best practices across projects and platforms.
- Work closely with cross-functional team members to ensure alignment and effective execution of initiatives.
- Undergraduate degree in Marketing, Business Management or other related field strongly preferred (will consider related work experience in lieu of degree)
- At least 3 years working in marketing and marketing operations, or demand generation operations.
- Certified HubSpot systems administrator strongly preferred (years of experience to be considered in lieu of certification), additional Salesforce certification is a bonus.
- Proven experience building and optimizing lead lifecycle processes (lead capture, scoring, routing, attribution and reporting)
- Strong understanding of demand generation, sales funnels, and pipeline management in B2B Enterprise SaaS.
- Experience supporting go-to-market motions across both inbound and outbound channels.
- In-depth knowledge of and experience with a wide range of go-to-market technology and tech stack configurations, including marketing automation tools, intent data platforms, CRM systems, BI tools, ABM platforms and integration tools. (e.g.,HubSpot, LeadIQ, Gong, Chili Piper, UserGems, LinkedIn Sales Navigator, Google Analytics, Snowflake, Salesforce, Clay, ChatGPT, Claude, Zapier, Apollo, Enable.us, Storylane, ZoomInfo, Reply.io, ListKit, Salesloft, Amplemarket)
- Hands on experience evaluating, selecting and implementing martech tools to support growth, scalability, and seamless interoperability across the broader organizational technology landscape.
- Strong analytical, operational, problem solving, planning, time management, and project management foundation.
- Highly proficient in dashboarding, data analytics, scenario modeling, demand planning & forecasting, and sales methodologies.
- Excellent written and verbal communication, interpersonal, and negotiation skills.
- Strong ability to work collaboratively and independently.
- Natural alignment with Opal’s Values: Open & Honest, Passionate, Accountable, Level-Up, Intentional, Teamwork, and Excellence.
- Competitive, market-leading compensation package, including stock options
- 100% company-paid Medical/Rx, Dental, and Vision Insurance for employees (plus company-subsidized dependent coverage)
- Employer funded Health Savings Account (HSA)
- Flexible Spending Accounts (FSA) for Health, Dependent Care, Commuter, Parking
- Company-paid Life/AD&D, Short and Long Term Disability Insurance (with voluntary buy up options)
- Unlimited Paid Time Vacation, Paid Sick Time, and 21 Paid Company Holidays
- Paid Parental Leave & Back-to-Work Program
- 401(k) and Roth Retirement Plans
- Company-sponsored outreach & activity programs
Opal is an equal-opportunity employer and committed to creating an inclusive and diverse environment. We believe a diverse workplace promotes innovation and enhances decision making. We encourage applications from all qualified candidates and will consider all applicants without regard to race, color, religion, gender identity or expression, national origin, sexual orientation, disability, age, or veteran status.
Compensation
$65,000 - $85,000 base salary range
