Marketing Operations Manager

Description

About G2 - The Company

G2 is the world's largest and most trusted software marketplace. When you join G2, you’re joining the industry’s leading team that helps businesses reach their peak potential by powering decisions and strategies with trusted insights from real software users.

Now, we have joined forces with Capterra , SoftwareAdvice , and GetApp to create the largest source of online data and software insights to fuel intelligent buying in the age of AI. With 200M+ combined annual visitors and 6M verified reviews, we are now the centralized place to enable software buyers to make better and faster decisions with confidence.

And we are just getting started! We are setting out to transform the global B2B software industry and become the most trusted data foundation for buyers and sellers of software for the age of AI.

Does that sound exciting to you? Come join us as we try to reach our next PEAK!

About G2 - Our People

At G2, everything we are and what we do is grounded in our PEAK values— ( P erformance + E ntrepreneurship + A uthenticity + K indness. Working at G2 means you are part of a value-driven, growing global community that climbs PEAKs together. We cheer for each other’s successes, learn from our mistakes, and support and lean on one another during challenging times. With ambition and entrepreneurial spirit we push each other to take on challenging work, which will help us all to grow and learn.

You will be part of a global, diverse team of smart, dedicated, and kind individuals - each with unique talents, aspirations, and life experiences. At the heart of our community and culture are our people-led ERGs, which celebrate and highlight the diverse identities of our global team. As an organization, we are intentional about our DEI and philanthropic work (like our G2 Gives program) because it encourages us all to be better people.

About The Role

G2 is seeking a hands on Marketing Operations Manager to own and scale the systems behind our marketing to sales pipeline. This role owns critical revenue operations infrastructure, including lead lifecycle architecture, MQA routing and disposition, contact and account enrichment, and the scoring and prioritization frameworks that directly shape pipeline quality and sales efficiency.

This role connects Marketing, Sales, and Business Systems, acting as the operational owner responsible for clean lead flow, accurate data, fast speed to lead, and a GTM stack that supports business goals.

The ideal candidate pairs deep technical fluency across our MarTech stack (Salesforce, Clay, Marketo, Qualified, Ringlead) with strong analytical judgment and the ability to move fast and stay precise in a B2B SaaS environment.

In This Role, You Will Be Responsible For:

Lead Management & Routing

Own and optimize lead, contact, and account lifecycle processes across Salesforce, including MQL/SAL/SQL disposition logic, and auto-recycle timing

Support GTM scalability through automation, governance, and process standardization initiatives

Maintain and optimize lead to account matching, deduplication, and enrichment workflows

Support account segmentation and routing strategy informed by 6sense, Factors.ai, or other intent signals

Data Quality & Enrichment

Lead Clay initiatives across the marketing org: workbook structure, credit budget tracking, intake process, and use case prioritization

Manage contact and company level enrichment workflows across Clay and ZoomInfo, including provider waterfall configuration and accuracy validation

Conversational Marketing & Engagement Operations

Own the operation and administration of Qualified and be a primary power user for Groove (or Salesloft), including chat routing, meeting booking workflows, and SDR handoff processes

Support notification and alerting logic, such as pre-recycle alerts, that drives timely rep follow-up

Optimize buyer engagement experiences across web and inbound channels

Scoring & Funnel Optimization

Manage lead and account scoring models aligned to buying intent, engagement signals, and funnel stage (both for leads and accounts), incorporating 6sense and Clay data

Partner with Marketing and Sales leadership to refine MQA/MQL qualification criteria and conversion optimization strategies

Analyze funnel performance and identify opportunities to improve lead quality and sales acceptance rates

AI-Enabled Systems Optimization

Identify and implement AI-enabled workflows, such as enrichment prompt logic, data QA, or notification triage, that reduce manual work and improve data quality

Evaluate new AI tools and use cases against existing systems and recommend where automation should replace manual process

Minimum Qualifications:

We realize applying for jobs can feel daunting at times. Even if you don’t check all the boxes in the job description, we encourage you to apply anyway.

5+ years of experience in Marketing Operations, Revenue Operations, or GTM Systems within a B2B SaaS or technology organization

Deep hands-on expertise with Salesforce and Marketo

Experience building and managing lead routing frameworks, scoring models, and enrichment workflows (RingLead, Clay, or similar platforms)

Experience migrating or replatforming marketing systems, such as moving between CRM, MAP, or lead routing tools, and managing the data and process risk that comes with it

Strong understanding of lead lifecycle management, funnel operations, and GTM processes

Zip contract ownership for marketing tools and budget tracking

Experience partnering cross-functionally with Marketing, Sales, SDRs, Data Science or Engineering, and external vendors

Demonstrated experience using AI tools to build, QA, or optimize marketing or data workflows

Analytical mindset with strong troubleshooting and process optimization capabilities

Excellent communication and stakeholder management skills

Ability to balance strategic initiatives with hands-on operational execution

What Can Help Your Application Stand Out:

Experience with 6sense or another intent data platform

Experience with Qualified

Experience managing a martech vendor budget or credit-based tool (e.g. Clay, ZoomInfo)

Our Commitment to Inclusivity and Diversity

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How We Use AI Technology in Our Hiring Process

G2 incorporates AI-powered technology to enhance our candidate evaluation process. These tools may assist with initial application screening, skills assessment analysis, and identifying candidates whose qualifications align with specific role requirements. While AI technology supports our recruitment workflow, all final hiring decisions remain under human oversight and judgment.

Your Choice Matters: If you would prefer that your application be reviewed without AI assistance, you can opt out by entering your email address in the email entry field at the bottom of the Automated Processing Legal Notice. Choosing to opt out will not disadvantage your application in any way—we will ensure your materials receive a thorough manual review by our hiring team.