Marketing Operations - Campaign & Lead Specialist

Job Description

Job Description

Tripleseat is the leading web-based event management and sales platform designed for restaurants, hotels, and unique venues. Our mission is to simplify and streamline the event planning process, allowing our clients to focus on delivering exceptional customer experiences. We pride ourselves on fostering a collaborative, innovative work environment that encourages growth and development.

The Campaign & Lead Specialist will support the planning, execution, and optimization of demand generation campaigns across the full funnel. This role sits at the intersection of campaign operations, lead management, and marketing intelligence — owning the mechanics that turn marketing activity into measurable pipeline. You'll work closely with Demand Generation, Marketing Operations, and Sales Operations to build, launch, and measure programs that drive qualified leads for our BDR and AE teams, while maintaining the attribution and scoring infrastructure that connects marketing spend to revenue outcomes.

This position has a hybrid work schedule based out of our Concord, MA office. This position is open to candidates eligible to work in the United States. Additional travel may be required for meetings, company events, and training.

What You'll Do

Campaign Execution

• Ensure all campaign assets — emails, landing pages, forms, and paid media — 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

Lead Management

• 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

Lead Scoring

• 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

Attribution Modeling

• 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

Cross-Functional Collaboration

• 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

What We're Looking For

• 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

• Working knowledge of 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

• Comfort pulling and interpreting funnel data — ELs, QLs, SAOs, CPL, conversion rates, pipeline influence

• 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

The salary range for this role is $70,000 to $85,000 annually. Compensation is based on a variety of factors, including relevant experience, skill set, geographic location, and alignment with our internal compensation framework. This role is also eligible for additional benefits and incentives.

Tripleseat truly values its employees and places a high emphasis on their well-being and happiness. We understand that our people are the driving force behind our success and strive to create a positive and supportive work environment. We love what we do and who we get to do it with!

Benefits are subject to change and may vary based on role and location. Here are some of the awesome benefits that Tripleseat offers to its employees:

• Competitive Medical, Dental, and Vision Insurance: Comprehensive coverage to support health and well-being.

• Company Paid Life Insurance, Short- and Long-Term Disability Plans: Protection and peace of mind in unforeseen circumstances.

• Supplemental Insurance Options: Optional critical illness, accident, and hospital plans.

• Commuter Benefits: Transit and parking benefits, where applicable.

• 401(k) with Company Match: Helping employees save and plan for retirement.

• Parental Leave: Support for new parents through birth, adoption, or foster care.

• Flexible Paid Time Off: Encouraging work-life harmony and balance.

• LinkedIn Learning Access: On-demand professional development courses.

• Pet Insurance: Supporting the well-being of furry family members.

• Employee Discount Programs: Exclusive savings through employee perk platforms.

At Tripleseat, we place a high value on our employees' well-being and happiness, recognizing that they are the driving force behind our success. We are committed to fostering a positive and supportive work environment. We take pride in our work and the collaborative spirit of our team.

We are proud to be an equal-opportunity employer and do not discriminate based on race, color, ethnicity, ancestry, religion, sex, national origin, sexual orientation, age, citizenship status, marital status, disability, gender identity, gender expression, veteran status, or genetic information. We are dedicated to fostering a culture of inclusion, diversity, and equity. Everyone Valued – Everyone Included.