Job Description

Roles & Responsibilities

Core Responsibilities

The following responsibilities cover the day-to-day scope of the role. Skillup-specific operational detail is captured separately in the next section.

1. CRM Management & Data Integrity

Own and maintain the HubSpot CRM as the primary system administrator:

• Maintain accurate, clean, and consistently structured contact, company, and deal records across all lifecycle stages.
• Define and enforce data entry standards and field usage conventions to prevent duplication and inconsistency.
• Conduct regular database audits to identify and resolve data quality issues, outdated records, and inactive contacts.
• Manage user access, permissions, and CRM settings to ensure the system remains organised and secure.

2. Lead Management & Nurturing

Act as the operational hub between marketing-generated leads and sales follow-up:

• Oversee the full lead lifecycle from initial capture through qualification, assignment, nurturing, and handoff to sales.
• Build and maintain lead scoring models to prioritize high-intent leads for faster sales response.
• Set up and monitor lead assignment rules to ensure the right lead reaches the right person at the right time.
• Track and reduce lead leakage by identifying points in the funnel where leads drop out or go unattended.

3. Marketing Automation & Workflows

Design and manage automations that make the marketing and sales process faster, smarter, and more consistent:

• Build HubSpot workflows covering enrolment triggers, follow-up sequences, internal notifications, lifecycle stage transitions, and deal creation.
• Create and manage email and SMS sequences, including welcome flows, re-engagement campaigns, post-event follow-ups, nurturing tracks, and sales outreach cadences.
• Automate repetitive manual tasks across marketing and sales to reduce time-to-action and improve consistency.
• Regularly audit and optimize existing automations to remove redundancy, resolve errors, and improve performance.

4. Reporting & Performance Analysis

Turn CRM data into actionable insights for leadership, marketing, and sales:

• Build and maintain dashboards and reports in HubSpot tracking lead volume, conversion rates, pipeline health, email performance, and campaign ROI.
• Identify conversion bottlenecks in the funnel and make data-backed recommendations for improvement.
• Support marketing campaign tracking by ensuring UTM parameters, form submissions, and source data are captured and attributed accurately.
• Deliver the regular reporting cadence to leadership (detailed in the BD & Sales section below).

5. Cross-Team Collaboration

This role sits at the intersection of marketing and sales, success depends on strong collaboration:

• Work with the marketing team to ensure campaigns are properly configured in HubSpot, with correct segmentation, enrolment, and tracking.
• Work with the sales team to understand pipeline needs, friction points, and feedback on lead quality.
• Participate in marketing-sales alignment meetings and act as the CRM voice in planning discussions.
• Train and support team members on HubSpot usage, best practices, and new features as they are rolled out.

6. HubSpot BD & Sales Operations Skillup-Specific Scope

Skillup MENA operates a high-volume BD and Sales cycle across the GCC. The responsibilities below are unique to our environment and go beyond standard CRM administration. Where they expand on a topic already introduced above, they are the operational source of truth.

7. Lifecycle Stage Framework & Governance

Skillup operates a single, unified lifecycle stage framework across contacts and companies:

• Framework:Lead BD Qualified Lead SQL Opportunity Customer Unqualified Contact.
• Maintain and enforce this framework across the BD pipeline. Build and manage the workflows that automate stage transitions based on deal creation, meeting outcomes, and activity triggers, including the Clear-then-Set pattern for backward stage movements and ongoing suppression of unused custom stages.
• Monitor Opportunity stage bloat, run monthly checks to identify contacts sitting in Opportunity with no open deal, and trigger the appropriate reclassification workflow (BD Qualified Lead for recently active contacts; Lead for stale or never-contacted records). Target: Opportunity stage should only contain contacts with an active open deal.
• Manage and grow the Unqualified Contact segment, ensure disqualified leads, Closed Lost deal contacts, and 7-touch-no-response BD leads are correctly reclassified and suppressed from active sequences, with a re-engagement eligibility check after 6 months.

8. BD Pipeline & Lead Object Management

• Own the Lead object setup in HubSpot, ensure all BD reps create Lead records correctly linked to contacts and companies, and that all outreach activities (calls, notes, emails) are logged from inside the Lead record to enable Lead-level reporting.
• Implement and maintain the BD 7-touch cadence SOP in HubSpot Sequences build country-specific and industry-specific email sequences (KSA, UAE, Qatar, Oman, Kuwait) aligned to the BD outreach playbook, with correct enrolment logic, suppression lists, and reply-triggered notifications to company owners.

Desired Candidate Profile

Essential

• Minimum 2 years of hands-on experience in CRM management, marketing automation, or a closely related RevOps role.
• Proven experience using HubSpot CRM, contacts, companies, deals, pipelines, and properties.
• Experience building and managing HubSpot workflows and automation sequences.
• Strong understanding of lead management principles: scoring, segmentation, lifecycle stages, and nurturing.
• Solid analytical skills, comfortable working with data, building reports, and deriving insights.
• Excellent attention to detail, particularly around data accuracy and process documentation.
• Strong communication skills, able to translate technical CRM concepts into clear guidance for non-technical colleagues.

• HubSpot Marketing Hub experience, managing email campaigns, forms, landing pages, and campaign reporting.
• HubSpot certifications (CRM, Marketing, Sales, or RevOps tracks).
• Familiarity with Revenue Operations (RevOps) concepts and marketing-sales alignment frameworks.
• Experience integrating HubSpot with third-party tools such as call platforms (e.g., Maqsam), enrichment tools (Lusha, SignalHire), LinkedIn Sales Navigator, or calendar systems.
• Knowledge of sales funnel optimization and conversion rate improvement methodologies.
• Experience creating and maintaining CRM documentation and SOPs.