Job DescriptionThis role is designed for a highly organized and analytical professional who can take ownership of inbound demand generation systems and structured sales processes within a technical environment.
The position involves managing the full inbound pipeline, optimizing marketing automation platforms, and ensuring CRM efficiency, while also guiding the execution of the inside sales function. It includes building and refining HubSpot infrastructure, activating a substantial existing CRM database, and collaborating closely with engineering teams to improve lead qualification, handoff quality, and conversion performance.
In addition to execution, the role carries a strategic focus-aligning an engineering-driven brand approach with digital marketing, consultative selling, and long-term account development.
Primary ObjectiveIncrease win rates and accelerate account progression by implementing structured workflows, segmentation strategies, inbound programs, and disciplined outbound initiatives, while maintaining CRM accuracy and process consistency.
Key Responsibilities1. CRM & Revenue Operations- Manage and optimize HubSpot systems, including workflows, sequences, lead scoring, routing, and attribution
- Establish and enforce CRM standards such as lifecycle stages, data quality, and activity tracking
- Coordinate external SEO and PPC resources
- Segment and activate a large CRM database to generate targeted engagement and pipeline opportunities
- Introduce AI-enabled workflows to improve efficiency, consistency, and response quality
2. Inbound Strategy & Brand AlignmentThis role plays a key part in integrating an engineering-led, education-first approach into revenue generation.
- Develop and refine inbound strategies grounded in technical learning principles
- Convert technical content (case studies, application insights, process knowledge) into structured nurture campaigns
- Translate marketing efforts into actionable frameworks for inside sales and discovery processes
- Ensure messaging consistently reinforces technical expertise and trusted advisor positioning
3. Demand Generation & Pipeline Growth- Design and execute demand generation initiatives that turn technical education into qualified opportunities
- Build structured outbound strategies targeting OEMs, strategic accounts, and untapped markets
- Define account targeting models, engagement strategies, and multi-touch outreach aligned with complex sales cycles
- Track pipeline performance using KPIs focused on progression and conversion rather than volume
4. Inside Sales Leadership- Ensure consistent communication of value across all sales channels
- Lead, coach, and manage Inside Sales Engineers to drive performance
- Review CRM activity, opportunity quality, and qualification standards
- Maintain structured workflows, coaching routines, and disciplined account development practices
Requirements- 5+ years of experience in inside sales leadership, sales operations, or revenue operations within a technical or industrial B2B environment
- Strong experience with CRM systems, ideally HubSpot (workflows, sequences, scoring, attribution, etc.)
- Background supporting complex, long-cycle sales (engineered solutions or capital equipment)
- Experience in account development, particularly with OEM or strategic accounts
- Proficiency in Microsoft 365, CRM analytics, and business intelligence tools
- Experience using AI tools within sales workflows
- Strong analytical mindset with the ability to enforce structure and accountability
Are you Ideal for the role?- Highly structured and data-driven, with an appreciation for the trust-based nature of technical sales
- Thinks in systems rather than traditional sales tactics
- Believes in education-first marketing rather than lead-only approaches
- Able to translate brand positioning into repeatable sales execution
- Interested in building scalable systems for account growth
- Comfortable holding technical sales teams accountable to defined processes and measurable outcomes
What would you get?- The chance to make a meaningful impact within a growing organization
- A collaborative environment that values ownership, accountability, and continuous improvement
- Opportunity to shape and improve systems as the business evolves
- Competitive compensation within a supportive, team-oriented culture
