Senior HubSpot & CRM Operations Specialist

Your Responsibilities

️ CRM & HubSpot Architecture

- Design, development, and oversight of our HubSpot ecosystem architecture, including Marketing Hub, Sales Hub, Revenue Hub, Service Hub, and Data Hub.

- Design of data structure and architecture, including properties, views, permissions, Custom Objects, and their relationships.

- Ensuring consistency, scalability, and high data quality across the entire CRM ecosystem.

- Setting directions for automation development and identifying processes that can be improved or automated.

- Design and optimization of advanced workflows and automations supporting Marketing, Sales, Customer Success, Operations, and outbound activities.

- Translating business needs into scalable CRM solutions.

- Designing the architecture for integrating HubSpot with external marketing, sales, and business tools.

- Collaboration in the development of the entire MarTech & Sales Tech Stack and evaluating the impact of new tools on the existing ecosystem.

Process Governance & Operations

- Mapping and optimizing processes across the entire Revenue Operations Lifecycle – from lead acquisition to conversion and further customer service.

- Designing and documenting business processes using BPMN or similar standards.

- Creating and developing standards for architectural documentation, data flows, procedures, and user instructions.

- Identifying bottlenecks and non-scalable processes and proposing solutions to increase organizational efficiency.

- Standardizing the way of working with CRM and data across teams.

- Making decisions regarding architecture and processes, considering scalability, data quality, and business needs.

- Questioning solutions that are not scalable or generate unnecessary complexity, and proposing better alternatives.

Revenue Analytics, Data & Lead Management

- Design and development of Revenue Attribution models and conversion/revenue tracking.

- Development of analytics based on UTM and data from the entire marketing-sales funnel.

- Monitoring and optimizing key indicators such as CAC, LTV, or Pipeline Velocity.

- Design, implementation, and optimization of Lead, Company, Deal Scoring models, including predictive scoring.

- Designing the lead lifecycle and automating activities supporting, among others, webinars, trials, onboarding, and nurturing/drip campaigns.

- Development of advanced database segmentation and data import and synchronization processes.

- Building and developing dashboards for monitoring the performance of the entire funnel.

- Analysis of data quality and sources, and identification of areas requiring improvement.

Data Governance & Compliance

- Establishing and enforcing Data Governance standards and CRM database hygiene.

- Ensuring data consistency and quality across different systems and touchpoints between teams.

- Designing and overseeing the structure of marketing consents in accordance with GDPR/RODO.

- Managing subscription, re-subscription, and communication path logic, including in case of integrations and migrations between systems.

- Ensuring correct data processing throughout the marketing-sales ecosystem.

Enablement, Adoption & Leadership

- Conducting training and workshops for CRM users and Marketing, Sales, and other departments.

- Creating educational materials, user guides, and a knowledge base.

- Supporting the onboarding of new employees regarding HubSpot, used tools, and data work standards.

- Developing CRM User Adoption and supporting the organization in changing work methods.

- Acting as an expert and escalation point for complex technical and process issues.

- Mentoring and developing less experienced individuals working with CRM, data, or processes.

- Depending on team structure – collaborating on backlog prioritization and project management in JIRA/Confluence and in an Agile/Scrum environment.

Our Requirements

• You have at least 8 years of experience in HubSpot, CRM, RevOps, Marketing Operations, Sales Operations, Marketing Automation, or related fields.
• You have a minimum C1 level of English proficiency.
• You have very strong, practical experience with HubSpot and can design not only individual automations but the entire solution architecture.
• You have a very good knowledge of Marketing Hub and Sales Hub, and experience with Operations Hub and/or Service Hub.
• You have experience in designing data models, Custom Objects, relationships between objects, and data management principles in CRM.
• You understand system integration architecture and have practical experience with iPaaS tools such as Zapier, Make, or n8n.
• You are familiar with the marketing-sales tool ecosystem, e.g., Clay, Apollo, Outreach, and understand their integration principles with CRM.
• You have experience integrating CRM with other business systems, e.g., ERP, accounting systems, billing systems, CPQ, or data warehouses.
• You can map and document complex business processes – knowledge of BPMN will be a significant asset.
• You have experience in designing lead scoring, attribution, conversion tracking, and revenue analytics.
• You have a very good understanding of the dependencies between Marketing, Sales Development, Sales, and Customer Success, and the logic of the entire funnel.
• You have experience in creating Data Governance standards, managing data quality, and processes related to GDPR/RODO.
• You can create CRM work standards and effectively implement them in the organization.
• You have experience in conducting training, onboarding, mentoring, and supporting users in adopting new tools and processes.
• You have experience in project management, backlog prioritization, and working in an Agile/Scrum environment.
• You are a proactive, independent person with an ownership mindset – you seek root causes of problems and come up with solutions.

• HubSpot Academy certifications – especially HubSpot Administrator, Marketing Hub, or Sales Hub.
• Experience working in B2B SaaS, a technology company, or an organization with a complex sales process.
• Background in RevOps agency / HubSpot Partner or an IT company providing B2B implementation services.
• Knowledge of other CRMs, e.g., 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.
• If you have experience in managing a team of specialists or analysts – it will be an additional asset.
• Advanced knowledge of Excel / Google Sheets and experience in conducting complex business analyses on large datasets.
• Experience with Business Intelligence tools, especially data modeling and dashboard creation.
• Experience in analyzing key Sales/Revenue metrics, such as pipeline, forecast, win rate, conversion, sales velocity, ARR/MRR, or team performance.
• Experience in building management reporting and translating data into business insights and recommendations.
• Experience in combining and analyzing data from multiple sources, e.g., CRM, Sales Engagement, Finance/Billing, or partner systems.
• Knowledge of SQL or other tools supporting advanced data analysis and modeling will be an additional asset.

What We Offer

What will give you more peace of mind?

✔ 26 days of paid service suspension (B2B);

✔ 10 days of inability to provide services (B2B);

✔ Necessary tools and equipment from day one;

✔ Employee referral program.

What will support your development?

✔ Training budget;

✔ Free English lessons;

✔ Knowledge exchange with cybersecurity, backup, and SaaS experts;

✔ Participation in globally developed projects.

What will support your wellbeing?

✔ Private Luxmed medical care (package starting from 1 PLN);

✔ Co-financing for a Multisport card;

✔ Day for U - an additional day of leave for health prophylaxis;

✔ Menstrual leave;

✔ Co-financing for life insurance.

What else?

✔ Welcome pack;

✔ Xoperosy - annual employee recognition gala;

✔ Integration meetings;

✔ Christmas gifts;

✔ Baby welcome kit.

Benefits

• co-financing of sports activities
• private medical care
• co-financing of language learning
• co-financing of training and courses
• life insurance
• integration meetings

Recruitment Stages

• Conversation with Recruitment Partner - Agnieszka (45 min)
• Meeting with Head of Business Development - Artur (60 min)
• Recruitment task
• Meeting with Growth Operation Manager - Piotr (60 min)

Hi, this is Xopero

For over 17 years, we've been helping companies protect data, without which daily work is hard to imagine. We create Backup & Disaster Recovery solutions - Xopero ONE, Xopero Unified Protection, and GitProtect - that ensure the security of IT environments, applications, and code repositories worldwide.

You might not see our products every day, but there's a high chance they protect your data when you log into your favorite app, shop online, use online banking, or handle daily matters via the internet.

Our solutions are used by both small companies and global brands such as T-Mobile, Avis, and Quest Diagnostics.

We believe that good cooperation starts with transparency. That's why we created our Culture Book, where we show how we work, what values are important to us, and what you can expect from us as an employer.