Campaign & Lead Specialist

About the role

The Campaign & Lead Specialist supports the planning, execution, and optimization of demand generation campaigns across the full funnel. This role bridges campaign operations, lead management, and marketing intelligence, owning the mechanics that turn marketing activity into measurable pipeline.

Responsibilities

• Ensure all campaign assets are properly tied to campaigns via UTM tracking, HubSpot campaign association, and Salesforce campaign membership to maintain clean source attribution from first touch through conversion
• Build and maintain campaign tracking workflows in HubSpot and Salesforce to ensure accurate lead capture, source attribution, and funnel stage progression from first touch through conversion
• Set up and configure campaign assets — emails, landing pages, forms, and list imports — for launch readiness
• Maintain campaign taxonomies, UTM structures, and naming conventions across HubSpot and Salesforce
• Support BDR enrollment workflows and Outreach sequence setup for campaign-sourced leads
• Manage inbound lead flow — ensuring timely routing, accurate lifecycle stage assignment (EL → QL → SAO), and clean data from top of funnel through conversion
• Monitor lead quality across segments (SMB, Mid Market, Hotels, Enterprise) and flag volume or quality issues to the Demand Generation team
• Collaborate with Sales Operations to maintain lead routing rules, BDR territory assignments, and SLA compliance
• Own day-to-day administration of the lead scoring model in HubSpot and Salesforce, including behavioral scores (content downloads, email engagement, web activity) and firmographic scores (segment, company size, job title)
• Partner with Demand Generation and Sales Operations to define and tune scoring thresholds that separate Engaged Leads (ELs) from Qualified Leads (QLs)
• Monitor score distribution across segments and channels; surface decay, inflation, or model drift to the team on a regular cadence
• Support iterative scoring updates as new campaigns, channels, and intent signals are introduced
• Maintain multi-touch attribution tracking across HubSpot and Salesforce, ensuring campaign influence is captured accurately at the Lead, Contact, and Deal level
• Partner with Marketing Operations to uphold attribution field standards (first touch, last touch, channel source, content source) across the HubSpot-Salesforce integration
• Build and maintain campaign influence reports that connect marketing activity to SAO creation and pipeline value
• Support the transition from account-level to deal-level pipeline reporting in Salesforce, ensuring attribution data transfers cleanly
• Collaborate with Demand Generation on channel-level CPL, conversion rate, and pipeline contribution reporting for weekly and monthly reviews
• Work with Demand Generation on campaign briefs, channel mix recommendations, and performance reviews
• Align with Marketing Operations on tech stack hygiene, data integrity, and process documentation
• Partner with Sales Operations on lead-to-opportunity handoff quality, BDR workflow efficiency, and funnel reporting accuracy
• Participate in regular demand gen, marketing ops, and sales ops syncs to surface insights and flag issues

Requirements

• 2–4 years in a campaign, demand gen, or marketing ops role in B2B SaaS
• Hands-on HubSpot experience required — workflows, lists, forms, campaigns, and scoring
• Salesforce experience required — campaign member tracking, lead/contact fields, opportunity influence
• Familiarity with lead scoring frameworks (behavioral + firmographic) and how they connect to BDR prioritization
• Familiarity with multi-touch attribution models and how to maintain attribution integrity across a HubSpot-Salesforce integration
• Strong attention to detail and a bias toward clean, consistent execution
• Experience with Outreach or Salesloft a plus
• Familiarity with paid channels (Meta, LinkedIn, Google) helpful
• Hospitality or events industry experience a bonus, not a requirement

Qualifications

• College degree or equivalent work experience

Skills

• HubSpot
• Salesforce
• Lead Scoring
• Multi-Touch Attribution
• Marketing Automation
• CRM Integration
• Lead Management
• Reporting and Analytics
• Collaboration

Benefits

• Competitive Medical, Dental, and Vision Insurance
• Company Paid Life Insurance, Short- and Long-Term Disability Plans
• Supplemental Insurance Options
• Commuter Benefits
• 401(k) with Company Match
• Parenthood Leave
• Flexible Paid Time Off
• LinkedIn Learning Access
• Pet Insurance
• Employee Discount Programs

Pay

$70,000 to $85,000 annually

Schedule

Hybrid work schedule based out of our Concord, MA office