About The Position
Upwind is a next-generation Cloud Security Platform that leverages runtime context to identify and prioritize critical risks, providing precise insights and efficient cloud security management. Unlike traditional tools, Upwind uses runtime data proactively for risk prioritization and posture insights, ensuring teams focus on what truly matters. With industry-leading efficiency and eBPF-powered sensors, Upwind delivers comprehensive capabilities - including agentless cloud posture discovery, real-time threat protection, and integrated API security. We're in a period of significant growth. There's an enormous amount to build, improve, and shape - and every hire changes the trajectory of the company.
We're looking for a Marketing Operations Lead to build and run the engine behind our pipeline: the systems, data, workflows, and integrations that turn every touchpoint into qualified pipeline. You'll own the marketing tech stack end to end, from the first form fill to the hand-off to Sales and beyond.
This is a hands-on, high-ownership role for someone who is both strategic and deeply technical. You won't write a spec and wait for someone else to build it. You'll design the workflow, wire up the integration, call the API, fix the data, and measure the impact. You'll report to the Head of Growth and work day-to-day with Growth, Content, Product Marketing, Sales, SDRs, and RevOps. You're a service-oriented partner to both Marketing and Sales, and you measure your success in pipeline.
We work AI-natively. We expect you to reach for AI tools by default - to automate, enrich, analyze, and build at a pace that would have needed a team of five two years ago.
What You'll Do
- Own the marketing tech stack. Run HubSpot and Salesforce as one system: architecture, objects, properties, sync rules, and data hygiene. Evaluate, implement, and connect new tools as we scale.
- Build the lead engine. Own lead capture, routing, scoring, lifecycle stages, and SLAs so the right lead reaches the right rep at the right moment, with full context.
- Design nurture that moves pipeline. Build email marketing programs and automated nurture workflows across the funnel - from first touch through MQL, SQL, and opportunity - and keep optimizing them against conversion and pipeline, not open rates.
- Run enrichment and data at scale with Clay. Build Clay tables and waterfalls for enrichment, ICP scoring, account research, and signal-based outbound plays that feed Sales with high-quality, prioritized targets.
- Connect everything. Build and maintain integrations and automations across our stack using APIs, webhooks, and middleware - HubSpot, Salesforce, Clay, sales engagement tools, intent and enrichment platforms, the website, and events.
- Own the website's marketing operations. Manage WordPress forms, tracking, landing page set-up, and integrations so every conversion is captured, attributed, and routed correctly.
- Partner closely with Sales. Understand the pipeline, the deal stages, and how reps work. Support SDRs and AEs with workflows, sequences, territories, and tooling that make them faster - and act as the go-to operator Sales trusts.
- Build the AI-native ops layer. Use AI agents and automation across enrichment, research, routing, personalization, and reporting to scale output without scaling headcount.
- Report on what matters. Own funnel and attribution reporting that connects campaigns to pipeline to revenue, with a clear view on conversion rates, velocity, and where the funnel is leaking.
Requirements
- 5+ years in Marketing Operations, Growth Operations, or RevOps at a B2B SaaS company - a must. Cloud or cybersecurity experience is a big advantage.
- Expert-level HubSpot and Salesforce. You've owned both as an admin and architect: workflows, lead scoring, lifecycle management, the bi-directional sync, reporting, and data governance. You can explain exactly how a lead moves through the system and why.
- Hands-on Clay expertise. You've built enrichment, scoring, and outbound workflows in Clay that produced real pipeline.
- Sales tools fluency. Hands-on experience with sales engagement and intelligence tools (e.g., Outreach, Salesloft, Apollo, ZoomInfo, Gong, intent platforms) and how they fit together.
- Strong technical and API skills. You understand APIs, webhooks, and data models, and you're comfortable building integrations and automations yourself (Zapier, Make, n8n, or code).
- WordPress experience. Comfortable working with forms, tracking scripts, plugins, and integrations on a marketing website.
- Deep marketing and funnel knowledge. You understand demand generation, lead generation, email marketing, and nurture strategy - not just the tools behind them. You know how B2B pipelines and sales processes work, from MQL to closed-won.
- AI-native by default - a must. You already use AI tools and agents throughout your workflow and are always looking for new ways to automate and move faster.
- Strategic and hands-on. You can design the operating model for a growing GTM team and then build it yourself.
- A people person with a service mindset. You build trust with Marketing and Sales, translate business needs into systems, and keep stakeholders aligned.
- Pipeline-driven and analytical. You think in conversion rates, velocity, and revenue impact, and you let the data drive decisions.
- Full professional proficiency in English, written and verbal.
- A self-starter who ships. High motivation, fast learner, comfortable with ambiguity, and biased toward getting things done in a fast-moving startup.