Sr. Marketing Operations Manager

What We Do:

Florence software advances cures by helping the world's most important research sites do their best work. Our solutions are now used by over 65,000 research teams in 90 countries around the world—we're the most widely deployed site workflow tool in the industry. By the end of the decade, we'll double the pace at which new medicines get to market by doubling the output of trial site teams. To date, we were named a Deloitte Fast 50 business, G2 Category Leader, an Inc. & AJC best place to work, and an Inc. 5000 company five years in a row.

At Florence, we are committed to make the world a better place by accelerating research while providing an environment for our employees where they can be happy in their lives, enjoy their jobs, and grow.

What You'll Bring to the Team:

This is a hands-on, execution-focused marketing operations role at the center of Florence's revenue operations engine on the GTM Strategy and Enablement team. You'll sit at the intersection of marketing, sales, and revenue operations, owning the day-to-day execution inside our GTM tech stack, ensuring campaigns run, leads flow, pipeline grows, and reporting is accurate. The ideal candidate will bring clarity to ambiguity. You'll navigate complexity, distill insight from noise, resolve issues quickly, and empower teams to make smart, confident decisions.

You Will:

_Lifecycle & Cross-Platform Operations

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• Collaborate with cross-functional teams to architect and implement scalable operating models to support the end-to-end campaign & event lifecycle, from initial strategy and planning through execution, measurement, and optimization, ensuring seamless integration across various functions and geographies
• Monitor HubSpot-Salesforce sync health as it affects marketing, triage sync errors, flag field mapping, overwrite, and timing issues, and bring documented change requests and downstream impact to GTM Systems
• Keep HubSpot Lifecycle Stage and native HubSpot functionality (ad conversion events, suppression lists, segmentation, funnel reports) aligned with the Salesforce lifecycle object so downstream programs don't break
• Lead definitions and entry/exit criteria for marketing-owned stages, and partner with Sales, RevOps, and GTM Systems on handoff criteria and SLAs; represent Marketing in lifecycle governance and drive adherence in HubSpot post-launch
• Diagnose cross-system issues end to end (a contact stuck in a stage, a requalification that didn't fire, a report that won't tie out) and drive them to resolution

Marketing Process & Campaign Operations

• Own the operational design of marketing programs within our GTM stack: HubSpot, Salesforce, Cvent, Gong, Spekit, Clay, and other AI tools

• Support Demand and Field Marketing team on operating cadences and processes, including monthly and quarterly business reviews, annual planning, budget and resource allocation, org-wide goal setting, and communications

• Design scoring models and MQL criteria across the marketing lifecycle

• Own the day-to-day execution of marketing programs, including:

• List pulls, segmentation, and audience building across personas and industries

• Campaign setup, QA, and deployment across channels

• A/B testing and multivariate experiments to optimize campaign performance

• Webinar and event operational support

• Build and optimize ABM programs in HubSpot, including in-market account identification, segmentation frameworks, and targeted outreach across personas and industries

• Leverage Clay and AI tooling to build scalable enrichment strategies, automated data workflows, and prompt-driven outreach programs in collaboration with the broader GTM team

• Maintain HubSpot database cleanliness and health

_Data, Reporting & Business Rhythm

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• Build and maintain operational marketing performance dashboards in Salesforce and
• HubSpot, covering campaign results, lead volume, top-funnel conversions, and channel attribution
• Help ensure data consistency across marketing and CRM platforms, flagging issues and partnering with RevOps to resolve them
• Serve as Marketing's business owner for performance metrics in GTM leadership business reviews, turning data into recommendations rather than just reports

_Process Execution & Governance

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• Maintain and enforce data governance standards in day-to-day execution
• Manage deduplication and enrichment workflows
• Drive adoption through end-user training on processes and reporting, often aligning with Sales Enablement
• Lead rollout of new workflows and tools in partnership with GTM Systems

Partnering with GTM Systems

• You will be a critical partner to the GTM Systems team, who own:

• System architecture and integrations

• Data model design and cross-platform data flow

• Vendor/tool evaluation and stack strategy

• Backend automation infrastructure

• You'll be their primary marketing counterpart: bringing marketing requirements into architecture decisions, pressure-testing proposed designs for downstream impact on HubSpot programs and reporting, and owning operational rollout once changes are made.

An Ideal Candidate Has:

• 6+ years in marketing operations in a high-growth B2B SaaS company
• Deep, hands-on experience in HubSpot (Marketing Hub + CRM) and Salesforce
• Direct experience operating a Salesforce-Hubspot integration
• Advanced Salesforce knowledge, including custom objects, Contact-only data models (no Lead object), and reporting
• Experience with a custom lifecycle or funnel object, whether custom-built or through a tool
• Has designed and run recycle and requalification processes, and funnel reporting that handles contact re-entry
• A track record of leading a lifecycle redesign, CRM integration cleanup, or similar cross-platform initiative from requirements through adoption
• Hands-on experience with Clay — including building workflows, enrichment pipelines, and prompt-based automations
• Familiarity with AI tooling and prompt engineering; comfort experimenting with new tools and workflows to drive efficiency
• Highly detail-oriented with strong execution skills; you notice when something's off
• Ability to manage multiple stakeholders and prioritize across competing requests

What's in it for you?

• Do well. We offer a competitive compensation package, medical and dental insurance, and office space in the heart of the city.
• Do good. We insist that health technology is the highest calling for software development. We pride ourselves on working on something bigger than ourselves; helping advance cures and therapies.
• Make the leap. Join our high-output culture to create innovative, modern, and purposeful software solutions.

Florence supports workplace diversity and does not discriminate on the basis of race, color, religion, gender identity or expression, national origin, age, military service eligibility, veteran status, sexual orientation, marital status, physical disability, or any other protected class.

Please be cautious of potential recruitment fraud. If you are interested in exploring opportunities at Florence Healthcare, please go directly to our Careers Page_. Florence Healthcare will never ask you to pay a fee or download software as part of the interview process with our company. In addition, Florence Healthcare will not ask for your personal banking information until you have signed an offer of employment and completed onboarding paperwork that is provided by our People Operations team. All communications with Florence Healthcare employees will only be sent from @florencehc.com email addresses._