Sales Operations & Marketing Specialist

About the Role

Our marketing team is evolving.

We already have specialists focused on web content, social media, and events. Our website and digital content are managed by dedicated resources, our social media program is supported by an internal content creator, and our events team manages customer events, trade shows, and industry conferences.

We are looking for a highly organized, data-driven Sales Operations & Marketing Specialist who excels at generating qualified sales opportunities and building scalable commercial processes that fuel growth.

This role sits at the intersection of Sales and Marketing, ensuring our commercial teams have a consistent pipeline of high-quality opportunities to pursue. Working closely with leadership, Sales Development Representatives, and Account Executives, you will identify high-potential industries, customer segments, and target accounts that represent our greatest growth opportunities. You will research target organizations, identify key decision-makers, and build scalable outbound prospecting campaigns that consistently generate qualified opportunities.

Your primary mission is to ensure our Sales team never runs out of qualified opportunities to pursue. Every campaign, workflow, report, automation, and process should ultimately contribute to generating more high-quality sales conversations and improving conversion throughout the commercial funnel.

Sales Operations and Lead Generation are the primary focus of this role. Marketing Operations, Commercial Administration, and Public Relations support these core objectives by ensuring our commercial engine operates efficiently, consistently, and measurably.

A key objective of this role is to centralize our commercial growth engine within HubSpot, creating a single source of truth for lead generation, campaign execution, reporting, automation, and sales operations.

Success in this role is measured by the quality and volume of qualified opportunities generated, the efficiency of our sales operations, the effectiveness of our marketing initiatives, and your ability to use data to continually improve results—doing more of what works and less of what doesn't.

This is an ideal role for someone who enjoys both strategy and execution. One hour you may be analyzing sales funnel metrics in HubSpot; the next you may be launching an outbound campaign, coordinating media outreach, building automation workflows, or ensuring every inbound lead reaches the right salesperson within minutes.

Primary Responsibilities

Sales Operations

Own the day-to-day administration of the commercial pipeline across the A&A Group of Companies, including A & A Customs Brokers, BorderBuddy, and Zipments.

Responsibilities include:

• Manage inbound lead routing and assignment.
• Build and administer outbound prospect lists.
• Source, enrich, and maintain targeted prospect databases.
• Maintain HubSpot CRM data quality and pipeline integrity.
• Monitor lead response times and conversion performance.
• Serve as the operational partner to SDRs and Account Executives by providing prospect research, campaign support, CRM administration, and sales intelligence.
• Remove administrative friction so Sales can focus on selling.
• Produce weekly and monthly sales pipeline reports and dashboards.
• Identify bottlenecks and recommend process improvements.
• Ensure every qualified opportunity progresses efficiently through the sales process.

Lead Generation & Growth

Develop scalable lead generation programs that continually feed the sales organization.

Responsibilities include:

• Build targeted outbound campaigns using email, LinkedIn, phone, and other channels.
• Research industries, customer segments, and target accounts.
• Identify key decision-makers and buying committees.
• Coordinate multi-channel lead generation initiatives.
• Measure campaign effectiveness and conversion performance.
• Recommend and test new customer acquisition channels.
• Continuously improve lead quality, conversion rates, and campaign ROI.

Marketing Operations

Own the operational execution of our marketing programs.

Responsibilities include:

• Manage email marketing campaigns.
• Build and maintain HubSpot marketing automation workflows.
• Coordinate marketing calendars and campaign execution.
• Measure campaign performance and provide actionable reporting.
• Recommend improvements based on data and results.
• Coordinate with our content, web, social media, and events teams to deliver integrated campaigns.

Sales Administration

Support the commercial process from opportunity through implementation.

Responsibilities include:

• Coordinate NDAs, MSAs, contracts, and commercial documentation.
• Track contract status and approvals.
• Support proposal administration.
• Coordinate internal approvals.
• Ensure smooth handoff from Sales to Client Services.
• Assist with customer onboarding coordination.

Public Relations & Media

Help increase awareness of our companies within the logistics and international trade industry.

Responsibilities include:

• Develop relationships with industry media.
• Prepare press releases.
• Pitch stories to business publications.
• Coordinate interviews and speaking opportunities.
• Promote acquisitions, customer wins, product launches, milestones, and thought leadership.
• Identify award submissions and recognition opportunities.

Success Measures

• Qualified pipeline generated
• Lead response times
• Lead conversion rates
• CRM accuracy
• Sales pipeline health
• Marketing campaign ROI
• Email campaign engagement
• Media placements secured
• Growth in inbound opportunities
• Sales cycle efficiency

Qualifications: What You Bring

We're more interested in capability than years of experience.

Ideal candidates will have:

• Experience supporting a B2B sales organization, preferably in Sales Operations, Marketing Operations, Demand Generation, or Revenue Operations.
• Experience with HubSpot or another CRM platform.
• Strong analytical and reporting skills.
• Excellent project management abilities.
• Outstanding organizational skills.
• Exceptional written and verbal communication.
• Experience with email marketing platforms.
• Familiarity with marketing automation.
• Ability to manage multiple priorities simultaneously.
• Strong attention to detail.
• Comfortable working with data, reporting, and performance metrics.
• Curious, proactive, and always looking for better ways to generate growth.

Personal Attributes: Who You Are

The ideal candidate is:

• Curious and continuously looking for ways to improve performance.
• Highly organized and dependable.
• Competitive in achieving team goals.
• Comfortable balancing strategy with hands-on execution.
• Able to build trust across Sales, Marketing, and Operations.
• Proactive, resourceful, and accountable.
• Energized by working in a fast-paced, growth-oriented environment.

What Success Looks Like

After your first year:

• Every lead is assigned quickly and consistently.
• SDRs and Account Executives receive timely, high-quality prospect support.
• Sales reporting is automated, accurate, and trusted.
• Marketing campaigns are measurable and continually improving.
• Email marketing consistently generates qualified opportunities.
• Our companies appear regularly in industry media.
• Sales and Marketing operate as one coordinated commercial growth engine.
• Leadership has complete visibility into the commercial funnel and confidence in the data that drives decision-making.

Ready to Apply? We'd love to hear from you.