Sales Operations Manager
About The Role
We're looking for a Sales Operations Manager who understands the complete lead-to-close pipeline. You'll own the strategy behind how leads flow through our system—from Apollo.io outreach through HubSpot tracking to final conversion. Your job is to make sure every lead is qualified, routed, and nurtured efficiently.
This isn't a data entry role. You'll analyze funnel performance, identify bottlenecks, test new strategies, and continuously optimize for velocity and conversion. You'll work closely with our automation specialist to align CRM workflows with business goals.
What You'll Do
- Lead Scoring & Segmentation: Design and maintain our lead scoring model (Hot ≥75, Warm 60–74, Cold <60). Score new leads, segment for different campaigns, and adjust criteria based on what closes.
- CRM Workflow Optimization: Manage HubSpot workflows, automation rules, and lead nurture sequences. Ensure leads are being routed to the right place at the right time.
- Campaign Analysis & Iteration: Track campaign performance (open rates, reply rates, conversion rates). Test different angles, subject lines, and cadences. Double down on what works.
- Apollo.io Account Management: Manage multi-account segmentation strategy (we use 20+ accounts split by geography and vertical). Monitor upload health, manage contact limits, and optimize list quality.
- Funnel Analytics & Reporting: Build dashboards showing pipeline health, lead source performance, conversion rates, and revenue attribution. Report to founder on weekly/monthly trends.
- Lead Quality Audits: Regularly audit leads coming in. Are they actually qualified? Are our qualification criteria still valid? Iterate based on what closes vs. what wastes time.
You Have (Required)
CRM Fluency
Deep hands-on HubSpot experience (or equivalent). You've built workflows, managed contact properties, and designed nurture sequences. You understand the mechanics.
Lead Gen Mindset
You understand the complete journey: outreach → qualification → nurture → close. You know what makes a lead valuable and how to recognize wasted effort early.
Analytics Comfort
You work with data daily. Google Sheets, simple SQL queries, conversion math. You can spot trends and make data-driven decisions without hand-holding.
Optimization Mindset
You test, measure, and iterate. You don't accept "this is how we've always done it." Continuous improvement is your baseline.
Nice To Have
- Apollo.io or similar B2B prospecting tool experience
- Email marketing platform experience (Acelle, Klaviyo, etc.)
- Sales background or quota attainment experience
- Experience with lead generation agencies or consulting firms
- SQL knowledge for custom reporting
- Familiarity with n8n or workflow automation tools
The Stack You'll Manage
Adjacent Systems: Our n8n automation layer (you'll work with the automation specialist on CRM integration), email verification pipeline, lead scoring database in MariaDB.
Metrics You'll Own: Lead volume, lead quality score, reply rate, meeting rate, close rate, cost per qualified lead, pipeline velocity.
Why You'll Love This
- Ownership: This is your funnel to optimize. You make the calls on scoring, segmentation, and strategy.
- Clear Impact: More qualified leads → more meetings → more deals closed. You'll see your work directly in revenue.
- Complexity & Growth: Lead gen is intricate. You'll constantly learn about markets, positioning, and what actually resonates with buyers.
- Tools & Systems: Work with cutting-edge CRM and automation infrastructure. Get exposure to how modern sales ops works.
- High Leverage: One person optimizing a funnel can move the needle as much as five mediocre salespeople.
About Us
Rich Multimedia Design is a full-service digital marketing agency with 12+ years of experience serving enterprise clients like HP, Logitech, Dell, FranklinCovey, and Warner Bros. Discovery. We're lean by design—using AI and automation to punch above our weight.
We're profitable, bootstrapped, and intentional about every hire. We look for operators who care about building repeatable, scalable systems.
Ready to Apply?
Send us your resume and a brief note about your sales ops experience. If you have examples of funnels you've optimized or metrics you've improved, we'd love to see them.
Apply Now