The Role: RevOps Automation Specialist
If you love building in HubSpot, solving messy GTM problems, and turning them into clean, automated systems people actually use, you're in the right place.
As a RevOps Automation Specialist at Kalungi, you'll be the hands-on builder behind the GTM systems of a portfolio of B2B SaaS clients. This is a client-facing role - you'll build the systems, join client calls, explain your decisions, train users, troubleshoot problems, and help clients get real value from what you've created.
You'll work across both structured HubSpot onboarding engagements and deeper RevOps projects. At times, you'll manage multiple concurrent client implementations; at others, you'll partner closely with a fractional CMO on more complex projects such as CRM migrations, integrations, AI implementations, and GTM infrastructure improvements. This isn't a role where you simply complete technical tickets. You'll translate GTM strategy into systems that marketing and sales teams can understand, trust, and use.
You'll report to the RevOps Lead and work closely with Kalungi's fractional CMOs and client delivery teams. All hires take part in a probationary period to determine if the role is a good fit.
Responsibilities
In this role, you will:
- Serve as the RevOps/automation point of contact for a portfolio of B2B SaaS clients, joining regular client calls and owning day-to-day execution
- Design and configure HubSpot architectures for new clients, including lifecycle stages, MQL/SQL definitions, lead routing, pipelines, properties, segmentation, and automation
- Build, configure, and optimize HubSpot portals across Marketing, Sales, Service, and Ops Hubs
- Build sophisticated workflows and automations that improve how marketing, sales, and customer success teams operate
- Audit new client GTM systems and identify quick wins, structural improvements, and longer-term priorities
- Implement and maintain integrations across the GTM stack, including tools such as Salesforce, Clay, Zapier, Make, n8n, LinkedIn, Outreach, Google Ads, enrichment platforms, and others
- Support HubSpot ↔ Salesforce integrations, including field mapping, sync rules, deduplication, object ownership, troubleshooting, and ongoing monitoring
- Design and maintain SLA frameworks in HubSpot, including time-to-first-touch, follow-up cadence, lead recycling, and escalation workflows
- Own data hygiene, enrichment workflows, naming conventions, database structure, validation, and automated cleanup routines
- Build dashboards that help clients understand pipeline velocity, conversion rates, campaign performance, and other metrics they can actually use to make decisions
- Identify opportunities to use AI to improve GTM workflows
- Translate client goals and CMO-level strategy into working automation and explain technical decisions clearly to non-technical stakeholders
- Troubleshoot issues such as sync errors, duplicate data, broken workflows, routing problems, and CRM inconsistencies using a structured approach
- Train clients and teammates on the systems you build
- Document your work and contribute reusable workflows, templates, playbooks, and build standards to Kalungi's internal RevOps toolkit
- Share new tools, AI workflows, and RevOps best practices with the broader Kalungi team
- Partner with fractional CMOs, PMMs, content, paid, ABM, and other specialists to ensure automation supports the broader GTM strategy
- Deliver reliable, high-quality work and communicate early when timelines, scope, or technical constraints change
What We're Looking For
Working on the Kalungi team means embracing self-improvement. We don't expect perfection, but we do expect attention to detail, curiosity, humility, reliability, and a desire to level up quickly. We own our work by seeking responsibility and accountability for the ideas and systems we create.
We ask "Why?" a lot.
Great RevOps isn't about building workflows for the sake of automation. It's about understanding what marketing, sales, and customer success teams are trying to accomplish and building systems that help them get there.
Must Have
- 4+ years of experience in RevOps, marketing operations, CRM administration, GTM systems, or a similar role, ideally supporting B2B SaaS companies
- Deep, hands-on HubSpot experience across Marketing Hub and Sales Hub, with experience in Ops Hub strongly preferred
- Experience designing or significantly restructuring HubSpot portals — not simply maintaining systems someone else designed
- Strong understanding of lifecycle stages, lead routing, lead scoring, pipelines, workflows, properties, segmentation, and CRM data hygiene
- Experience building sophisticated automations using HubSpot and tools such as Zapier, Make, n8n, or similar platforms
- Strong understanding of CRM database structure and how to keep data clean, organized, and scalable
- Experience integrating HubSpot with other GTM systems and troubleshooting sync and data issues
- Strong analytical mindset and the ability to build reporting that helps teams make decisions
- Client-facing confidence — comfortable joining calls, presenting work, explaining technical choices in plain language, and thoughtfully pushing back when needed
- Commercial awareness — understands how RevOps supports marketing, sales, customer success, pipeline, and revenue rather than viewing CRM work purely as a technical exercise
- Ability to train non-technical users and create clear documentation for the systems you build
- AI fluency — actively uses AI to research, build, troubleshoot, document, and improve RevOps workflows and is excited to experiment with new tools
- Reliability and ownership — keeps commitments, communicates proactively, and takes responsibility for the quality of the finished system
- Builder mindset — enjoys creating structure from ambiguity and finding solutions that can scale across clients
Great to Have
These are skills that would make you especially valuable to the team:
- HubSpot Marketing, Sales, or Ops Hub certifications
- Experience architecting or maintaining HubSpot ↔ Salesforce integrations
- Salesforce administration experience
- Experience with Clay for enrichment, list building, and GTM data workflows
- Experience with newer or smaller CRMs such as Attio, Folk, Copper, or Close
- Familiarity with APIs, webhooks, HubSpot custom code actions, or HubSpot CLI
- Ability to work with light JavaScript or SQL
- Experience deploying AI-powered GTM automations
- Working knowledge of GDPR/CCPA and CRM consent/data-retention practices
- Experience with attribution and advanced GTM reporting
- Experience working at an agency, consultancy, or other environment where you manage multiple clients and priorities simultaneously
You do not need to be a full-stack developer. Kalungi has development resources available for projects requiring deeper custom engineering. We do expect you to be technically curious, comfortable working with developers, and capable of understanding and troubleshooting the systems you're responsible for.
What Success Looks Like
- Clients trust you to own their HubSpot and RevOps work
- The systems you build are clean, reliable, and easy for marketing and sales teams to use
- Deadlines and commitments are consistently met
- You identify opportunities to improve processes rather than waiting for someone to hand you a task
- Your documentation, templates, and learnings make the rest of the Kalungi team better and faster
What to Expect During the Interview Process
- Complete an introductory video
- Have an initial short interview with a hiring manager
- Complete a short technical exercise (a HubSpot Portal Audit)
- Review your technical exercise during a second interview
A Note on Video Introductions & Cover Letters
Your cover letter and video introduction are your first opportunity to do the same. The video doesn't need to be elaborate. Get out your phone and record a spontaneous selfie video or Loom. Don't overthink it. Tell us why this role interests you, why you think you're a good fit, and give us a sense of how you approach RevOps problems.
Applicants who fail to provide a video introduction will not move forward in the process.
What We Offer
- Competitive salary & fully remote work environment
- The opportunity to work directly with B2B SaaS marketing and GTM leaders
- Exposure to a wide variety of RevOps challenges across multiple SaaS companies
- A team that values learning, ownership, and continuous improvement
- The opportunity to help shape how a modern B2B SaaS marketing agency operates in the age of AI
About Kalungi
Kalungi helps B2B SaaS companies grow through full-spectrum marketing — from strategy and positioning to demand generation, RevOps, campaign management, and optimization. We bring proven frameworks, experienced fractional leadership, mentorship, and an entrepreneurial spirit to every client engagement. Kalungi is an equal-opportunity employer.