Marketing & Sales Operations Specialist (Mid-Level)

OverDrive - Rakuten Group; Cleveland (OH); Hybrid; USD 90,000 - 120,000; Full time

Job summary

OverDrive in Cleveland, OH is seeking a Marketing & Sales Operations Specialist to design, implement, and optimize campaign and sales workflows. The role supports planning, launching, and measuring programs, while giving sales teams clear visibility into leads, pipeline, forecasts, and account coverage.

You will build Salesforce and marketing technology processes, partner with Analytics and Finance to measure ROI, and help the team move faster by applying AI-driven insights.

Qualifications

• Bachelor’s degree or equivalent experience in marketing, operations, business, or related field.
• 5+ years of related experience in sales, marketing, or business operations.
• Proven track record of building internal and external business relationships.
• Experience owning data quality initiatives or leading cross-team data cleanup projects.
• Ability to build advanced dashboards or reporting packages that support decision-making.
• Experience with campaign operations, lead management, or marketing automation platforms such as Salesforce Marketing Cloud.
• Experience tracking marketing spend and measuring campaign ROI.

Responsibilities

• Design and refine end-to-end workflows for campaigns and sales processes, defining roles, decision points, timelines, and budget requirements.
• Define KPIs for owned programs, and analyze performance results to support leadership decisions.
• Analyze customer experience funnels and campaign effectiveness, including attributing opportunities to the campaigns that created them.
• Measure campaign performance across business units and channels, including cost, ROI, and incremental lift, in partnership with Analytics.
• Refine campaign tracking standards for owned programs, and audit campaign data for accuracy and completeness.
• Support Marketing’s budget planning with historical performance and cost data.
• Manage the Lead Scoring Model, working closely with Sales and Marketing to fine-tune lead qualification and scoring definitions over time.
• Audit lead flow from Marketing to Sales, identifying routing bottlenecks and recommending improvements to handoff timing.
• Work with peers across departments to assess how application and process changes affect systems, workflows, and reporting.
• Evaluate and recommend tools and methodologies that improve marketing and sales operations.
• Serve as the go-to resource on processes and data for owned programs, keeping documentation current for business partners.
• Partner with Analytics and Finance to assess feasibility, measure ROI, and report on the impact of sales promotions and initiatives.
• Assist Sales leaders and Finance with territory, quota, and compensation planning by providing data and analysis.
• Build and maintain dashboards with business units to improve visibility into business performance.
• Develop training and communications that help teams adopt new processes and tools.

Skills

Dashboard building

Data analysis

Stakeholder management

Cross-functional collaboration

Forecasting/ROI analysis

Education

Bachelor’s Degree in Marketing, Operations, Business, or related field

Tools

Salesforce Marketing Cloud

CRM systems

BI tools

Job description

This position will require you to be in Cleveland, OH

We are in a hybrid schedule, 2 days on campus and 3 days WFH

Readers and learners around the world discover their next book, audiobook, or film through OverDrive's Libby, Sora, and Kanopy. As our Marketing & Sales Operations Specialist, you'll help the teams who bring those experiences to libraries and schools work smarter every day. You'll shape how campaigns are planned, launched, and measured. You'll give sales teams clear visibility into leads, pipeline, forecasts, and account coverage. You'll also build the Salesforce and marketing technology processes that keep it all running smoothly. Alongside our Analytics and Business Systems teams, you'll help Marketing see what's working, invest in the programs that perform best, and explore how AI can help our teams move faster. If you love turning complexity into clarity and seeing your work move the business forward, you'll thrive here.

Responsibilities:

• Design and refine end-to-end workflows for campaigns and sales processes, defining roles, decision points, timelines, and budget requirements.
• Define KPIs for owned programs, and analyze performance results to support leadership decisions.
• Analyze customer experience funnels and campaign effectiveness, including attributing opportunities to the campaigns that created them.
• Measure campaign performance across business units and channels, including cost, ROI, and incremental lift, in partnership with Analytics.
• Refine campaign tracking standards for owned programs, and audit campaign data for accuracy and completeness.
• Support Marketing’s budget planning with historical performance and cost data.
• Manage the Lead Scoring Model, working closely with Sales and Marketing to fine-tune lead qualification and scoring definitions over time.
• Audit lead flow from Marketing to Sales, identifying routing bottlenecks and recommending improvements to handoff timing.
• Work with peers across departments to assess how application and process changes affect systems, workflows, and reporting.
• Evaluate and recommend tools and methodologies that improve marketing and sales operations.
• Serve as the go-to resource on processes and data for owned programs, keeping documentation current for business partners.
• Partner with Analytics and Finance to assess feasibility, measure ROI, and report on the impact of sales promotions and initiatives.
• Assist Sales leaders and Finance with territory, quota, and compensation planning by providing data and analysis.
• Build and maintain dashboards with business units to improve visibility into business performance.
• Develop training and communications that help teams adopt new processes and tools.

Requirements:

• Bachelor’s Degree in marketing, operations, business administration, information technology, or a related field, or equivalent experience preferred.
• 5+ years of related experience in sales, marketing, or business operations.
• Proven track record of building internal and external business relationships.
• Experience owning data quality initiatives or leading cross-team data cleanup projects.
• Ability to build advanced dashboards or reporting packages that support decision-making.
• Experience with campaign operations, lead management, or marketing automation platforms such as Salesforce Marketing Cloud.
• Experience tracking marketing spend and measuring campaign ROI.
• Demonstrated ability to manage multiple operational requests and prioritize effectively.

What’s Next:

As you’ve probably guessed, OverDrive is a place that values individuality and variety. We don’t want you to be like everyone else, we don’t even want you to be like us—we want you to be like you!

OverDrive values diversity and is proud to be an equal opportunity employer.

#LI-DNI