The Challenge
ChurnZero is building AI-powered customer growth software, and they need someone to architect the marketing operations engine that fuels their revenue machine. You'll own the systems, processes, and lifecycle programs that move leads efficiently through the funnel while exploring how AI can fundamentally reshape how the team generates insights and scales impact.
Your Mission
Audit and document current marketing tech stack (Salesforce, HubSpot, Chili Piper, ZoomInfo, PathFactory, Allego) and identify integration gaps or redundancies
Build or refine lead scoring, routing, and segmentation models to improve lead quality and speed-to-lead metrics
Design and launch 2-3 nurture sequences targeting key funnel stages with clear conversion KPIs
Establish baseline marketing performance dashboards tracking lead flow, attribution, and conversion rates by campaign
Integrate AI-assisted analytics tools into reporting workflows to reduce manual analysis time by 30%+ and surface conversion trends faster
Optimize marketing automation workflows across HubSpot campaigns, resulting in measurable lift in engagement or conversion rates
Partner with RevOps to ensure 100% marketing data accuracy and cleanliness in Salesforce; establish data governance standards
Evaluate and pilot 2-3 emerging AI tools for lifecycle marketing, personalization, or campaign optimization; document ROI and recommend full adoption
KPIs You'll Own
Lead-to-Opportunity Conversion Rate
Percentage of marketing-qualified leads (MQLs) that convert to sales-qualified opportunities (SQOs); target tracking by source, segment, and campaign.
Speed-to-Lead (Sales Accepted)
Time from first touchpoint to sales team engagement; measure impact of routing and nurture optimization on sales velocity.
Marketing Influence on Closed Deals
Attribution model tracking marketing touchpoints across closed-won deals; monitor by campaign, channel, and lifecycle stage.
Lead Scoring Accuracy
Percentage of high-score leads that convert to opportunity; iterate scoring model based on actual conversion patterns.
Campaign Performance Dashboard SLA
Dashboards updated within 24-48 hours post-campaign with conversion, engagement, and cost-per-lead metrics.
Operational Efficiency Gains from AI
Time saved per week/month from AI-assisted reporting, analysis, and workflow automation; document and measure adoption.
Tools & Stack
Your Team
Your Manager
Director of Growth Marketing
Current Team
You'll partner closely with sales, RevOps, and the Senior Director of Communications & Brand; exact team size not specified
New role or backfill—not specified in job description
The Package
Salary
$120K-$130K base
Variable
5-10% bonus
Remote
On-site, Washington DC (East Coast preferred)
Benefits & Perks
Company Intelligence
ChurnZero is an AI-powered platform and partner for customer growth, engineered for customer success teams to deliver more recurring revenue and customer value at scale. The platform combines proprietary Customer Success AI, analysis, and automation to drive measurable business outcomes. ChurnZero focuses on helping companies reduce churn and accelerate customer expansion.
Is This Role For You?
- You've spent 3–5 years in marketing operations, lifecycle marketing, or marketing automation—and you've actually built things that moved the needle on conversion rates
- You're operationally rigorous: data-driven, process-oriented, and obsessed with system integrations that eliminate manual work
- You're genuinely curious about AI and are already using tools like Claude, ChatGPT, or other AI assistants to improve your own workflow—not just talking about it
- You thrive in partnerships: working cross-functionally with sales, RevOps, and demand gen teams feels natural to you
- You have hands-on experience with Salesforce, HubSpot, or similar CRM/marketing automation platforms—or you're confident you can pick up Chili Piper, PathFactory, and other tools quickly
- You prefer hands-off strategic work over rolling up your sleeves to debug integrations, audit data, and optimize campaigns
- You're skeptical about AI or view it as a threat rather than a tool to amplify your impact and reduce busywork
- You lack experience working directly with sales teams or RevOps—this role requires constant collaboration and alignment on metrics
Interview Process
Initial Screen
Chat with Hiring Manager (Director of Growth Marketing) about your marketing ops background, tech stack experience, and approach to AI tooling
Technical Deep Dive
Walk through a real marketing ops challenge (lead scoring, routing logic, or campaign attribution) and how you'd solve it—bring examples of your work
Cross-Functional Panel
Meet with RevOps, Sales Leadership, and possibly Senior Director of Communications & Brand to assess collaboration fit and understanding of revenue impact
Take-Home Project
Optional: assess your ability to audit a tech stack, recommend AI integrations, or design a lifecycle program—likely 2-3 hour assignment
Interested in this role?
Apply now and hear back within days, not weeks.
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About Marketing Ops Roles
Marketing ops professionals own the tech stack, data flows, and processes that make marketing teams efficient. They manage automation platforms, reporting infrastructure, lead routing, and attribution models.