Senior HubSpot & CRM Operations Specialist

Xopero Software is hiring a Senior HubSpot & CRM Operations Specialist with extensive experience in HubSpot, CRM, and RevOps. The role involves advanced management and architecture of HubSpot ecosystems including Marketing Hub, Sales Hub, Revenue Hub, Service Hub, and Data Hub, as well as integration with other business systems like ERP. The position supports multiple locations in Poland with a hybrid work model.

• Minimum 8 years experience in HubSpot, CRM, RevOps, Marketing Operations, Sales Operations, Marketing Automation or related fields.
• Minimum C1 level English proficiency.
• Strong practical experience with HubSpot architecture, including Marketing Hub, Sales Hub, Operations Hub and/or Service Hub.
• Experience designing CRM data models, Custom Objects, object relationships, and data management principles.
• Understanding of system integration architecture and practical experience with iPaaS tools like Zapier, Make, or n8n.
• Knowledge of marketing-sales ecosystem tools like Clay, Apollo, Outreach and their integration with CRM.
• Experience with CRM integration with ERP, accounting, billing, CPQ, and data warehouses.
• Ability to map and document complex business processes, BPMN knowledge is a plus.
• Experience designing lead scoring, attribution, conversion tracking, and revenue analytics.
• Strong understanding of Marketing, Sales Development, Sales, and Customer Success funnel logic.
• Experience creating Data Governance standards, managing data quality, and GDPR/RODO compliance.
• Ability to create and implement CRM work standards and drive adoption.
• Experience conducting training, onboarding, mentoring, and supporting CRM users.
• Project management experience, backlog prioritization, and working in Agile/Scrum.
• Proactive, independent, ownership mindset seeking root causes and proposing solutions.

Nice to have:

• HubSpot Academy certifications, especially Administrator, Marketing Hub or Sales Hub.
• Experience in B2B SaaS, technology company, or complex sales process environments.
• Background in RevOps agency or HubSpot Partner or IT implementation services.
• Familiarity with other CRMs like Salesforce or Pipedrive.
• Experience with Campaign Monitor, PRM, CPQ, billing/invoicing systems.
• Knowledge of Custom Coded Workflows in HubSpot and basic JavaScript or Python.
• Experience managing specialist or analyst teams.
• Advanced proficiency in Excel and Google Sheets, including complex business analyses.
• Experience with Business Intelligence tools, data modeling, and dashboard creation.
• Experience analyzing Sales/Revenue metrics like pipeline, forecast, win rate, conversion, sales velocity, ARR/MRR, and team performance.
• Building management reporting and translating data into business insights.
• Experience merging and analyzing data from multiple sources like CRM, Sales Engagement, Finance/Billing, and partner systems.
• Knowledge of SQL or other advanced data analysis and modeling tools.

CRM & HubSpot Architecture:

• Design, development, and oversight of the HubSpot ecosystem architecture including Marketing Hub, Sales Hub, Revenue Hub, Service Hub, and Data Hub.
• Design of data structures such as properties, views, permissions, custom objects, and relationships.
• Ensure consistency, scalability, and data quality throughout the CRM ecosystem.
• Direct automation development and identify processes for optimization or automation.
• Design and optimize advanced workflows supporting Marketing, Sales, Customer Success, Operations, and outbound activities.
• Translate business needs into scalable CRM solutions.
• Design HubSpot integrations with external marketing, sales, and business tools.
• Collaborate in development of MarTech & Sales Tech Stack and assess impact of new tools.

Process Governance & Operations:

• Map and optimize processes across the Revenue Operations Lifecycle.
• Design and document business processes using BPMN or similar standards.
• Develop documentation standards and user instructions.
• Identify bottlenecks and propose efficiency improvements.
• Standardize CRM and data handling across teams.
• Make architectural and process decisions considering scalability and business needs.
• Challenge unsustainable or complex solutions and propose better alternatives.

Revenue Analytics, Data & Lead Management:

• Design and develop revenue attribution models and conversion tracking.
• Develop analytics based on UTM and full marketing-sales funnel data.
• Monitor and optimize metrics like CAC, LTV, Pipeline Velocity.
• Design and implement lead, company, deal scoring including predictive scoring.
• Design lead lifecycle automations supporting webinars, trials, onboarding, nurturing campaigns.
• Develop advanced database segmentation and synchronization processes.
• Build and maintain dashboards monitoring funnel performance.
• Analyze data quality and identify improvement areas.

Data Governance & Compliance:

• Establish and enforce Data Governance and CRM hygiene standards.
• Ensure data consistency and quality across systems and team interfaces.
• Design and supervise marketing consent structures compliant with GDPR/RODO.
• Manage subscription logic and communication paths including integrations and migrations.
• Ensure correct data processing across the marketing-sales ecosystem.

Enablement, Adoption & Leadership:

• Conduct training and workshops for CRM users and Marketing, Sales, and other teams.
• Create educational materials, user guides, and knowledge bases.
• Support onboarding of new employees in HubSpot and data standards.
• Promote CRM user adoption and support organizational change.
• Serve as expert and escalation point for complex technical and process issues.
• Mentor less experienced CRM, data, or process staff.
• Collaborate on backlog prioritization and project management in JIRA/Confluence within Agile/Scrum environments.