About BOT Consulting

BOT Consulting is a venture studio for Global Capability Centers (GCCs). We partner directly with founders and global tech leaders to co-create their engineering capability, instead of acting like a traditional outsourcing agency or third-party vendor. We help global technology firms design, scale, and ultimately own their high-performance Centers of Excellence in India.

Role Overview

BOT Consulting is at a critical growth stage — building the marketing and sales engine for scale.. The Marketing & Sales Ops Specialist is the operator who makes that engine run. It is an end-to-end execution role — someone who supports campaign delivery, runs ABM motions, operates the HubSpot system, coordinates with sales, and tracks how every motion connects to the pipeline.

You will support the pre and post GTM motion — from campaign setup and ABM execution through to lead routing, nurture, and pipeline reporting. You will be expected to experiment, iterate, and build systems that get smarter over time.

We are looking for a high-potential operator — curious, structured, hands-on, and experimental — who can move fast, build clean, and take full ownership of what they launch. You need the instinct to figure it out and the discipline to follow through.

Key Responsibilities

1. Campaign execution

- Execute the full campaign lifecycle — from brief and audience setup through execution, tracking, and post-campaign reporting

- Run email marketing campaigns end-to-end: list segmentation, sequence setup, A/B testing, send scheduling, deliverability monitoring, and performance analysis

- Execute LinkedIn campaigns aligned to ICP tiers — organic post coordination, paid campaign setup support, and persona-based message targeting

- Manage event-led marketing motions — pre-event contact tagging and invites, on-event engagement tracking, and post-event follow-up sequence activation

- Brief and coordinate with the Marketing Specialist on creative assets required for campaigns — ensure assets are received, loaded, and launched on schedule

- Maintain a campaign calendar and ensure every campaign ships on time, on brand, and with proper attribution from day one

- Run post-campaign analysis — what worked, what did not, what the next hypothesis is — and present findings with a clear recommendation

2. ABM & ICP Tiering — Account-Based Execution

- Runs ABM campaign operations in Influ2 — account and contact loading, cohort setup, audience configuration, sequence activation, and performance tracking

- Apply ICP tiering logic to all ABM cohorts — segment accounts into Tier 1, Tier 2, and Tier 3 based on three-axis criteria and ensure outreach is calibrated accordingly

- Build persona-based outreach logic — define the right message, channel, and timing for each persona within a target account.

- Run mid-campaign adjustments — track signal data (opens, clicks, ad engagement, replies), identify what is underperforming, and adjust audience, message, or timing without waiting to be asked

- Coordinate ABM follow-through with sales — brief the sales team on engaged accounts, surface warm signals, and ensure outreach is timed to account activity





- Maintain and expand the target contact universe — work with the research function to validate data quality and ensure lists are enriched, current, and ICP-matched before entering any campaign.

- Track ABM performance metrics — impression-to-engagement rate, account penetration, MQL attribution from ABM — and report monthly with clear recommendations

3. Systems Architecture & Routing Logic

- Own HubSpot end-to-end across Marketing Hub, Sales Hub, and CRM — workflow design, lifecycle automation, custom properties, lead scoring, and admin

- Design and maintain routing logic — how contacts move from one lifecycle stage to the next, what triggers each transition, and what disqualifies or delays movement.

- Build and maintain MQL and SQL definitions in HubSpot — set entry criteria, scoring thresholds, and handoff workflows so marketing and sales always operate from the same rules

- Configure and maintain nurture workflows — entry and exit logic, branching sequences, engagement-based triggers, and re-engagement flows for dormant contacts.

- Maintain the lead scoring model — update scoring weights as ICP understanding evolves, add engagement signals as new channels go live, and validate accuracy against pipeline data

- Own the sales-marketing handoff SLA — MQL routing, SQL acceptance, and lost-deal feedback loops — and enforce it consistently

- Document all workflow logic, SOPs, and system architecture decisions — maintain a living ops playbook that others can follow without asking

4. Research, Data Quality & Lead Intelligence

- Validate research outputs from the research function — check ICP fit, data completeness, and pipeline-readiness before contacts enter HubSpot

- Use LinkedIn Sales Navigator, Apollo, and Lusha to enrich, verify, and qualify target accounts and contacts

- Maintain structured target account and contact lists — segmented by ICP tier, ecosystem, and engagement status

- Track ICP match rates, lead quality trends, and coverage gaps across pipeline stages — surface findings with recommendations, not just data

- Own data hygiene as a system, not a project — deduplication, lifecycle accuracy, list management, and CRM cleanliness maintained continuously

5. Reporting, Analytics & Insight

- Build and maintain dashboards in HubSpot covering pipeline health, campaign performance, ABM engagement, nurture funnel, and ICP visibility

- Produce weekly and monthly reports — but lead with insight and recommendation, not just numbers.

- Track how all GTM motions connect — identify where pipeline is coming from, what is converting, what is stalling, and what should change

- Evaluate and recommend tools across enrichment, ABM, intent data, and automation — efficiency, ROI, and stack fit

- Maintain organised marketing folders, documentation, and repositories

What Success Looks Like

- Campaigns ship on time, with proper tracking and attribution, every time

- ABM cohorts are live, segmented by ICP tier,



and showing measurable engagement signals within 30 days

- HubSpot is the single source of truth — routing logic is clean, lifecycle stages are accurate, and no contact falls through the cracks

- Sales and marketing operate from shared definitions — MQL handoffs are clean, fast, and documented

- Every experiment has a hypothesis, a result, and a next action — not just an observation
- The Marketing Lead and CEO can answer what is in the pipeline, what is warming up, what is stalling — in under 60 seconds.

Requirements

Must have experience

- 2–4 years in a B2B marketing ops, demand gen, campaign operations, or GTM operations role — agency or in-house

- Hands-on HubSpot experience across Marketing Hub, Sales Hub, and CRM — workflows, lifecycle stages, lead scoring, segmentation, and reporting

- Demonstrated experience running email marketing campaigns end-to-end — setup, segmentation, sequencing, A/B testing, and performance analysis

- Working understanding of ABM principles — account tiering, persona-based outreach, and campaign coordination across channels

- Comfort working with data — can read a dashboard, identify what is wrong, and form a clear recommendation without being asked

- Some experience with research or prospecting workflows using LinkedIn, Apollo, or equivalent tools

Skills & Traits

- Experimental mindset — forms a hypothesis before launching, tracks the result, and iterates based on what the data shows, not what feels right

- Campaign ownership — does not just execute tasks within a campaign;

- Systems thinker — understands how routing logic, lifecycle stages, scoring models, and campaign sequences connect into a single operating system

- Analytically sharp — moves from data to diagnosis to recommendation without prompting

- Sales coordination instinct — knows when a lead is ready to hand off, how to brief sales, and how to follow up on what happened.

- Self-directed and structured — builds clean processes without being chased, documents what was built, and keeps things running

- Agile and growth-oriented — comfortable building the system while the system is running; does not need everything to be defined before starting

- Clear communicator — can write a brief, document a workflow, and explain a recommendation without jargon

Nice to have

- Experience with ABM platforms — Influ2, 6sense, Demandbase, or equivalent

- Familiarity with intent data tools — Bombora, G2, or Crossbeam

- Exposure to GCC, IT services, or platform ecosystem environments (Snowflake, ServiceNow, AWS, Databricks, Salesforce)

- Experience with project management tools — Monday.com, Notion, Trello — for managing multi-channel campaign timelines

- Basic understanding of paid campaigns, SEO, or content distribution

Signs You May Be a Great Fit

- Impact: Play a pivotal role in shaping a rapidly growing venture studio with Cloud-driven digital transformation.

- Culture: Thrive in a collaborative, innovative environment that values creativity, ownership, and agility.

- Growth: Access professional development opportunities, and mentorship from experienced peers.

- Benefits: Market-competitive salary, wellness packages, and flexible work arrangements that support your lifestyle and goals.

📌 Marketing and Sales Ops Specialist (Jaipur)
🏢 Bot Consulting
📍 Jaipur