GTM Operations & CRM Manager

About the job

We’re looking for an experienced GTM Operations & CRM Manager to own and evolve the systems, data and processes that underpin Pelion’s go‑to‑market and commercial operations. This role will sit at the centre of how the business executes, ensuring HubSpot is a trusted system of record, well integrated with internal platforms, and able to deliver clear insight into pipeline health, sales execution, service delivery and GTM effectiveness.

What you will be doing

HubSpot CRM ownership (business‑wide)

• End‑to‑end ownership of HubSpot across GTM, Sales, Operations, Service and Support
• Manage users, permissions, roles, and access controls in partnership with IT
• Act as the primary point of contact for CRM issues, requests, and enhancements
• Ensure HubSpot reflects current business processes and operating models

CRM architecture, development & governance

• Own the HubSpot data model across all standard and custom objects design, create, and maintain:
• Custom objects and properties
• Pipelines, lifecycle stages, and associations
• Workflows, automation, and validation rules
• Act as gatekeeper for CRM changes to ensure scalability and data integrity
• Maintain documentation and change controls for all major CRM updates

Platform integration & data sync

• Support and manage the integration between Pelion systems and HubSpot
• Ensure reliable two‑way data sync, including:
• Account, usage, and commercial signals
• Monitor integration health and data accuracy
• Partner with engineering, product, IT and finance to evolve integrations as needed

Automation, alerts & operational workflows

• Build and maintain alerts and automation to support:
• Deal renewal prompts and expansion signals
• Pipeline hygiene and lead/deal progression
• Service and support ticketing requirements
• Proactively identify manual processes that can be automated
• Ensure automation supports, not overrides good sales behaviour

GTM, sales & pipeline reporting

• Own dashboards and reporting for core GTM and sales processes, including:
• Funnel and pipeline performance
• Activity, conversion, and velocity metrics
• Build reporting that supports forecasting confidence and pipeline inspection

Sales methodology & execution support

• Maintain and evolve HubSpot to support Pelion’s MEDDIC sales methodology
• Ensure CRM fields, stages, and reporting align with MEDDIC principles
• Support visibility into deal quality, risk, and qualification
• Partner with Sales leadership to improve deal inspection and execution

Data quality, hygiene & governance

• Define and enforce CRM data standards and definitions
• Own hygiene reporting and remediation processes
• Identify data gaps, inconsistencies, and risks
• Drive improvements in data discipline through process, automation, and training
• Own the CRM/GTM Ops improvement roadmap

Enablement, training & adoption

• Deliver ongoing CRM training for GTM, Sales, and Operations teams
• Support onboarding of new users and teams
• Create lightweight documentation and best‑practice guidance
• Drive consistent CRM usage across the business

What we’re looking for

• Experience of leading and owning CRM systems
• Strong hands‑on experience managing HubSpot CRM across Sales, Marketing, Service and Operations
• Experience supporting Sales and Marketing teams in a B2B environment
• Strong understanding of GTM funnels, pipeline management, and sales metrics
• Experience building workflows, automation, and reporting
• Comfortable working with data, integrations, and APIs (at a practical level)

Nice to have

• Experience in GTM Ops, RevOps, or Sales Operations
• Familiarity with MEDDIC or similar sales methodologies
• Experience supporting renewals, expansions, or customer lifecycle reporting
• Experience working with product or usage data in CRM systems
• Knowledge of B2B tooling such as G2, Usergems, HeyReach, Funnel.io, Google Analytics

Benefits

• Flexible, hybrid (3 days in our Glasgow Office)
• 25 days holiday, plus 5 days Take 5 and 8 bank holidays a year
• 7% employer pension contribution
• Access to comprehensive health and dental plans
• Health assessment
• Worldwide travel insurance

Equal Opportunity Employer

We are an Equal Opportunity Employer and do not discriminate against any employee or applicant.

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