capsule - GTM Operations Analyst (Contractor)
Requirements
• 3+ years across marketing ops, sales ops, RevOps, or GTM engineering at a B2B SaaS company. Bonus if you’ve worn more than one of those hats. • HubSpot admin chops are non-negotiable. You’ve built lifecycle, scoring, attribution, and reporting from the ground up. You can debug a broken workflow at 9pm. • Hands-on with Claude Code or equivalent agentic AI tooling. You’ve actually shipped skills, agents, or automations — not just prompted a chatbot. You think about ops the way an engineer thinks about systems. • Amplitude (or Mixpanel/Heap) at a product-led company. You can instrument events and pipe signals into the GTM stack. • Comfortable across the modern GTM tool surface: Apollo, ZoomInfo, Gong, Outreach/Salesloft, Clay, Webflow forms, Slack, Notion, BigQuery / a warehouse. • SQL good enough to pull your own data; Python or JS good enough to write a script when no-code runs out. • Bias to action. Allergic to busy-work. You’d rather automate it than do it twice.
Responsibilities
• Contribute to running HubSpot — Marketing Hub + Sales Hub Enterprise. Properties, workflows, lifecycle, lead scoring, sequences, reporting, integrations. • Contribute to marketing ops: ICP gating at the form, lifecycle scoring, nurture and reactivation flows, MQL-to-SQL quality enforcement. • Stand up our intent data layer and wire signals into HubSpot so SDRs only work accounts with real buying activity. • Build, extend, and operate AI workflows with Claude Code. If you can describe an ops SOP, you can ship a skill that runs it. • Partner with the VP of Ops to support Demand Gen, the SDR function, Sales, and CS.
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