Senior HubSpot & CRM Operations Specialist

Xopero is a company with over 17 years of experience providing Backup & Disaster Recovery solutions, including Xopero ONE, Unified Protection, and GitProtect, protecting IT environments, applications, and code repositories globally for clients ranging from small businesses to global brands like T-Mobile and Avis.

• Minimum 8 years of experience in HubSpot, CRM, RevOps, Marketing Operations, Sales Operations, Marketing Automation, or related fields.
• English proficiency at C1 level.
• Strong practical experience with HubSpot, capable of designing entire architecture solutions, not just automations.
• Deep knowledge of Marketing Hub and Sales Hub; experience with Operations Hub and/or Service Hub.
• Experience designing data models, Custom Objects, relationships, and CRM data management rules.
• Understanding of system integration architecture and practical experience with iPaaS tools like Zapier, Make, or n8n.
• Knowledge of marketing-sales tool ecosystems such as Clay, Apollo, Outreach, and their CRM integrations.
• Experience integrating CRM with business systems like ERP, accounting, billing, CPQ, or 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 the interrelations within Marketing, Sales Development, Sales, and Customer Success funnels.
• Experience in creating Data Governance standards, managing data quality, and GDPR/RODO compliance.
• Ability to create CRM work standards and implement them effectively.
• Experience conducting training, onboarding, mentoring, and supporting CRM tool adoption.
• Experience managing projects, prioritizing backlogs, and working in Agile/Scrum environments.
• Proactive, independent, ownership-driven attitude with problem-solving focus.

Nice to have:

• HubSpot Academy certifications, especially HubSpot Administrator, Marketing Hub, or Sales Hub.
• Experience in B2B SaaS, technology companies, or complex sales organizations.
• Background in RevOps agencies, HubSpot Partners, or B2B implementation services.
• Familiarity with other CRMs like Salesforce or Pipedrive.
• Experience with tools like Campaign Monitor, PRM, CPQ, billing/invoicing systems.
• Knowledge of Custom Coded Workflows in HubSpot and basic JavaScript or Python.
• Team management or lead experience.
• Advanced Excel/Google Sheets skills and experience with complex business analyses on large data sets.
• Experience with Business Intelligence tools, particularly data modeling and dashboard creation.
• Experience analyzing key Sales/Revenue metrics like pipeline, forecast, win rate, conversion, sales velocity, ARR/MRR, or team performance.
• Experience building management reporting and translating data into business insights.
• Experience combining and analyzing data from multiple sources, e.g., CRM, Sales Engagement, Finance/Billing, or partner systems.
• Knowledge of SQL or other tools for advanced data analysis and modeling.

CRM & HubSpot Architecture:

• Design, development, and supervision of the HubSpot ecosystem architecture including Marketing Hub, Sales Hub, Revenue Hub, Service Hub, and Data Hub.
• Design data structure and architecture including properties, views, permissions, custom objects, and their relationships.
• Ensure data consistency, scalability, and quality across CRM.
• Define automation development directions and identify processes for improvement or automation.
• Design and optimize advanced workflows and automations for multiple teams and outbound efforts.
• Translate business needs into scalable CRM solutions.
• Design architecture for HubSpot integration with external marketing, sales, and business tools.
• Collaborate on MarTech & Sales Tech Stack development and assess impacts of new tools.

Process Governance & Operations:

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

Revenue Analytics, Data & Lead Management:

• Design and develop Revenue Attribution and conversion/revenue tracking models.
• Develop analytics based on UTM and full marketing-sales funnel data.
• Monitor and optimize key metrics like CAC, LTV, and Pipeline Velocity.
• Design, implement, and optimize Lead, Company, Deal scoring models including predictive scoring.
• Design lead lifecycle and automations supporting webinars, trials, onboarding, nurturing, and drip campaigns.
• Develop advanced database segmentation and data import/synchronization processes.
• Build dashboards for funnel performance monitoring.
• Analyze data quality and sources to identify improvement areas.

Data Governance & Compliance:

• Establish and enforce Data Governance standards and CRM hygiene.
• Maintain consistency and data quality across systems and team touchpoints.
• Design and supervise marketing consent structures according to GDPR/RODO.
• Manage subscription logic, re-subscription, and communication paths, including system integrations and migrations.
• Ensure proper data processing throughout marketing-sales ecosystems.

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 related to HubSpot and data standards.
• Drive CRM user adoption and support organizational change.
• Serve as expert and escalation point for complex technical and process issues.
• Mentor less experienced users working with CRM, data, or processes.
• Collaborate on backlog prioritization and Agile/Scrum project management depending on team structure.