Marketing Operations Manager

G2; United States; Remote; USD 120,000 - 180,000; Full time

Job summary

G2 is seeking a hands-on Marketing Operations Manager to own and scale the systems behind our marketing to sales pipeline. You will manage lead lifecycle, data quality, and enrichment while partnering with Marketing, Sales, and Business Systems in a fast-paced B2B SaaS environment.

The role emphasizes technical fluency in Salesforce, Marketo, and complementary tools, with a focus on scalability, data integrity, and AI-enabled workflow enhancements across the GTM stack.

Qualifications

• 5+ years in Marketing Operations, Revenue Operations, or GTM Systems in B2B SaaS/tech
• Deep hands-on experience with Salesforce and Marketo
• Experience building lead routing, scoring models, enrichment workflows
• Experience migrating marketing systems and managing data/process risk
• Strong understanding of lead lifecycle, funnel operations, and GTM processes
• Zip contract ownership for marketing tools and budgets
• Experience partnering cross-functionally with Marketing, Sales, SDRs, Data Science or Eng.

Responsibilities

• Own lead, contact, and account lifecycle processes in Salesforce
• Automate governance and standardize GTM processes for scalability
• Maintain lead-to-account matching, deduplication, and enrichment
• Manage routing strategy using intent signals from 6sense or similar
• Oversee enrichment workflows across Clay and ZoomInfo
• Operate Qualified and Groove/Salesloft for engagement and handoffs
• Refine MQA/MQL criteria and optimize funnel conversion
• Identify opportunities to improve lead quality and sales acceptance rates
• Explore AI-enabled workflows to reduce manual work and improve data quality

Skills

Salesforce

Marketo

Lead routing

Data analysis

Cross-functional

Process optimization

AI tooling

Tools

Salesforce

Marketo

Qualified

6sense

Clay

ZoomInfo

Groove

Salesloft

Job description

About G2 - The Company

G2 is the world's largest and most trusted software marketplace. When you join G2, you’re joining the industry’s leading team that helps businesses reach their peak potential by powering decisions and strategies with trusted insights from real software users.

Now, we have joined forces with Capterra, SoftwareAdvice, and GetApp to create the largest source of online data and software insights to fuel intelligent buying in the age of AI. With 200M+ combined annual visitors and 6M verified reviews, we are now the centralized place to enable software buyers to make better and faster decisions with confidence.

And we are just getting started! We are setting out to transform the global B2B software industry and become the most trusted data foundation for buyers and sellers of software for the age of AI.

Does that sound exciting to you? Come join us as we try to reach our next PEAK!

About G2 - Our People

At G2, everything we are and what we do is grounded in our PEAK values— (P)erformance + (E)ntrepreneurship + (A)uthenticity + (K)indness. Working at G2 means you are part of a value-driven, growing global community that climbs PEAKs together. We cheer for each other’s successes, learn from our mistakes, and support and lean on one another during challenging times. With ambition and entrepreneurial spirit we push each other to take on challenging work, which will help us all to grow and learn.

You will be part of a global, diverse team of smart, dedicated, and kind individuals - each with unique talents, aspirations, and life experiences. At the heart of our community and culture are our people-led ERGs, which celebrate and highlight the diverse identities of our global team. As an organization, we are intentional about our DEI and philanthropic work (like our G2 Gives program) because it encourages us all to be better people.

About The Role

G2 is seeking a hands on Marketing Operations Manager to own and scale the systems behind our marketing to sales pipeline. This role owns critical revenue operations infrastructure, including lead lifecycle architecture, MQA routing and disposition, contact and account enrichment, and the scoring and prioritization frameworks that directly shape pipeline quality and sales efficiency.

This role connects Marketing, Sales, and Business Systems, acting as the operational owner responsible for clean lead flow, accurate data, fast speed to lead, and a GTM stack that supports business goals.

The ideal candidate pairs deep technical fluency across our MarTech stack (Salesforce, Clay, Marketo, Qualified, Ringlead) with strong analytical judgment and the ability to move fast and stay precise in a B2B SaaS environment.

In This Role, You Will Be Responsible For:

Lead Management & Routing

• 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

Data Quality & Enrichment

• 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

Conversational Marketing & Engagement Operations

• Own the operation and administration of 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

Scoring & Funnel Optimization

• 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

AI-Enabled Systems Optimization

• 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

Minimum Qualifications

We realize applying for jobs can feel daunting at times. Even if you don’t check all the boxes in the job description, we encourage you to apply anyway.

• 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

What Can Help Your Application Stand Out

• 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)

Our Commitment to Inclusivity and Diversity

At G2, we are committed to creating an inclusive and diverse environment where people of every background can thrive and feel welcome. We consider applicants without regard to race, color, creed, religion, national origin, genetic information, gender identity or expression, sexual orientation, pregnancy, age, or marital, veteran, or physical or mental disability status. Learn more about our commitments here.

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