Marketing Operations Manager - GTM Systems

Job Description

Job Description

Description:

Paylocity is an award-winning provider of cloud-based HR and payroll software solutions, offering the most complete platform for the modern workforce. The company has become one of the fastest-growing HCM software providers worldwide by offering an intuitive, easy-to-use product suite that helps businesses automate and streamline HR and payroll processes, attract and retain talent, and build a strong workplace culture.

While traditional HR and payroll providers automate basic HR processes such as payroll and benefits administration, Paylocity goes further by developing tools that HR and businesses need to compete for talent and deliver against the expectations of the modern workforce.

We give our employees what they need to succeed, including great benefits and perks! We offer medical, dental, vision, life, disability, and a 401(k) match, as well as perks that support you, your family, and your finances. And if it’s career development you desire, we provide that, too! At Paylocity, people matter most and have always been at the heart of our business.

As part of the Sales & Marketing team, you’ll help us solve challenges and succeed as you grow and understand the unique needs of our clients and tailor easy-to-use solutions to deliver the performance they need.

With a position in Sales & Marketing, you’ll strengthen our relationships with clients, anticipate their needs, and think outside the box to unlock new possibilities.

This is a fully remote position, allowing you to work from home or location of record within the U.S. with no in-office requirements.  You must be available five days per week during designated work hours.  The work arrangement for this role is subject to change based on business needs and individual performance. This may include adjustments to on-site requirements or schedule expectations, as necessary.

Paylocity is seeking a Marketing Operations Manager to optimize the inbound prospect experience and improve how demand is captured, qualified, prioritized, routed, measured, and converted into pipeline.

This role sits within the Revenue Operations organization and partners closely with Revenue Growth, Demand Generation, Web, SDR Leadership, Sales, Analytics, Business Systems, and external vendors. The role will focus on the GTM systems, processes, and operational workflows that support inbound conversion and revenue growth, with ownership of key workflows across HubSpot, Qualified, lead management, funnel operations, demand capture, campaign activation, and emerging AI-driven revenue programs. 

This is not simply a systems administration role. The right candidate is a builder and operator who can identify friction in the inbound funnel, design scalable processes, align stakeholders, and use technology to improve conversion. They should be comfortable moving between strategy and execution — diagnosing funnel issues, building workflows, documenting processes, supporting data capture for reporting, and communicating recommendations to cross-functional stakeholders.

Primary Responsibilities   

Inbound Prospect Experience & AI Optimization:

• Improve the end-to-end inbound prospect experience across website forms, chat, nurture, scheduling, and SDR follow-up by identifying and removing friction between initial engagement and qualified sales conversations. 
• Own Qualified as Paylocity’s agentic marketing and conversational AI platform, including administration, optimization, governance, and roadmap execution. 
• Design, test, and optimize AI-driven marketing experiences that improve website engagement, inbound qualification, speed-to-lead, and meeting conversion. 
• Support future inbound conversion programs, including self-serve scheduling, AI SDR, and other scalable ways to engage and convert prospects throughout the buyer journey. 

Marketing Technology & Automation:

• Serve as a primary owner and administrator for HubSpot, including platform strategy, governance, configuration, workflows, and data structure.  
• Build, maintain, and improve marketing automation workflows that support demand capture, lead management, lifecycle programs, and operational reporting.  
• Manage integrations and data flows across HubSpot, Salesforce, Qualified, Salesloft, ZoomInfo, webinar/event platforms, and other GTM systems in partnership with Sales Ops and Business Systems. 
• Maintain roadmap priorities, documentation, stakeholder communication, and change management for key marketing operations initiatives. 

Lead Management & Funnel Operations:

• Build and optimize lead routing processes that help Sales and SDR teams prioritize high-intent demand and follow up efficiently. 
• Maintain lead scoring models, suppression logic, lifecycle stages, routing rules, and SLA tracking. 
• Ensure key lifecycle, source, campaign, routing, and conversion data is captured accurately across GTM systems to support lead flow, sync health, and operational visibility. 
• Partner with Analytics, Demand Generation, and SDR teams to support funnel definitions, handoff processes, acceptance criteria, and reporting input 

Demand Capture & Campaign Activation:

• Support webinar, event, PPL vendor, content syndication, paid media, and campaign lead flows, including imports, enrichment, attribution inputs, and sales activation. 
• Manage third-party vendor integrations and operational processes to ensure lead source integrity and tracking accuracy. 
• Support demand generation programs that improve conversion from lead to pipeline, including nurture, segmentation, account intelligence, and audience activation. 
• Partner with Demand Generation and Campaign teams to ensure operational processes support accurate targeting, lead follow-up, and campaign measurement  

Qualifications  

Required:

• 5+ years of experience in Marketing Operations, Revenue Operations, Growth Marketing, Demand Generation, or a related GTM systems role.
• Bachelor’s degree in Marketing, Business, Information Systems, Analytics, or a related field required.
• Hands-on experience administering marketing automation and CRM platforms such as HubSpot, Marketo, Pardot, Salesforce, or similar systems.
• Strong understanding of lead management, lead routing, lead scoring, lifecycle stages, funnel governance, SLA tracking, and SDR handoff processes.
• Experience building workflows, operational reporting inputs, and scalable processes that support demand generation and sales follow-up.
• Strong analytical and problem-solving skills, with the ability to translate business needs into scalable workflows, data requirements, and operational processes.
• Strong communication skills, with experience documenting processes, summarizing insights, and presenting recommendations to technical and non-technical stakeholders.

Preferred:

• Advanced HubSpot operations experience, including workflow architecture, data governance, Salesforce integration, and lifecycle automation.
• Experience with Qualified, Drift, Intercom, or other conversational AI demand capture platforms.
• Experience with Chili Piper, LeanData, or other routing, scheduling, or lead assignment platforms, especially in support of SDR or Inside Sales motions.
• Experience with marketing attribution, lifecycle reporting, funnel operations, or pipeline measurement.
• Experience with 6sense, ZoomInfo, Salesloft, or other account intelligence, enrichment, audience targeting, or sales engagement platforms.
• Experience using AI, automation, or workflow optimization to improve GTM efficiency, lead qualification, meeting conversion, or revenue outcomes.
• SaaS, B2B technology, or high-growth revenue organization experience.

Paylocity is an equal-opportunity employer. Paylocity is committed to the full inclusion of all individuals. We recruit, train, compensate, and promote regardless of race, religion, color, national origin, sex, disability, age, veteran status, and other protected status as required by applicable law. At Paylocity, we believe diversity makes us better. 

We embrace and encourage our employees’ differences in age, culture, ethnicity, family or marital status, gender identity or expression, language, national origin, physical and mental ability, political affiliation, race, religion or spiritual belief, sexual orientation, socio-economic status, veteran status, and other characteristics that make our employees unique. We actively cultivate these differences through our employee resource groups (ERGs), employee experiences, perspectives, talents, and approaches to drive innovation in the software and services we provide our customers. 

We comply with federal and state disability laws and make reasonable accommodations for applicants and employees with disabilities. To request reasonable accommodation in the job application or interview process, please contact View email address on ziprecruiter.com. This email address is exclusively designated for such requests, aligning with federal and state disability laws. Please do not send resumes to this email address, as they will be removed.

The base pay range for this position is $83,000 - $108,000/yr; however, base pay offered may vary depending on job-related knowledge, skills, and experience. This position is eligible for an annual bonus and restricted stock unit grant based on individual performance in addition to a full range of benefits outlined here. This information is provided per the relevant state and local pay transparency laws for the location in which this position will be performed. Base pay information is based on market location. Applicants should apply via