Purpose of the role
The Marketing Operations Manager owns the top of Marcura's funnel: how leads and target accounts arrive, how they are enriched, scored and routed, and how we prove which marketing activity creates pipeline and revenue.
The role runs Clay as Marcura's enrichment and orchestration engine, with AI as the layer that researches, scores and prioritises every lead and account. It is built on a cost disciplined design: ICPs per product group that roll up into one Marcura ICP, drop points that stop weak records early, a triage lane for borderline records, and continuous testing to find the model that gives the best value for budget at each step, based on marketing ops objectives.
2 deliverables define the first 6 months: a trusted top of funnel process from lead to opportunity, and a multi touch attribution model that sales, marketing and leadership rely on. The role is also the go to owner of marketing reporting, for the marketing team and for management. It works closely with the Salesforce team, marketing leads and sellers across all 4 business units.
Key responsibilities
Top of funnel management
- Own lead management end to end: capture across web, events, paid and LinkedIn; lead to account matching and deduplication; lifecycle and status design; routing; and SLAs from lead to MQL to SAL to opportunity.
- Design fit and engagement scoring, with the ICP model driving the fit score.
- Agree MQL and SAL definitions and follow up SLAs with sales, and hold both sides to them.
- Recycle and nurture leads that are not yet ready for sales, so none are lost.
- Own lead volume, quality and conversion targets, and run regular funnel reviews with sales leadership.
ICP data, Clay enrichment and AI orchestration
- Build and maintain ICPs for each product group from closed won data, rolling up into one Marcura ICP.
- Source ICP contacts beyond enrichment tools such as Clay, including trialling purchased marketing contact data and running campaigns and nurtures to measure its quality before any wider investment.
- Design and manage Clay enrichment waterfalls drawing on ZoomInfo and other providers, with results written back to Salesforce.
- Build drop points into ICP scoring and every enrichment step, so records that will not meet the grade stop early.
- Run a separate triage lane for borderline records that may be saveable.
- Use AI as the orchestration layer to research accounts, summarise buying signals, draft personalised follow up and prepare seller briefs at scale.
- Test models such as Claude, Gemini and Grok at each step and choose the one that gives the best value for budget against marketing ops objectives and accuracy targets.
- Own Clay credit, AI and contact data spend, and report cost per enriched record.
Attribution and reporting
- Design, build and maintain a multi touch attribution model (first touch, last touch, linear, W shaped and data driven).
- Own and deliver management reporting for marketing on an agreed cadence, including total pipeline movement and marketing sourced and influenced pipeline, and be accountable for submitting it to leadership.
- Build and maintain funnel dashboards covering conversion rates, speed to lead, velocity, cost per lead and return on marketing spend, and stand behind the accuracy of every number.
- Be the go to person for marketing reporting, for both the marketing team and management, giving an independent, data led view so marketing performance is measured objectively rather than self assessed.
- Campaigns and data governance
- Build and run campaigns, journeys and nurture programmes in Salesforce Marketing Cloud.
- Govern campaign structure, campaign member statuses and UTM standards so every touch is tracked in Sales Cloud.
- Manage lead and contact data quality, consent and GDPR compliance, including responsible use of enrichment and AI tools.
Requirements
Minimum requirements
Education
- Bachelor's degree in Marketing, Business, Economics or a related field.
- Desired certifications: Marketing Cloud Email Specialist, Marketing Cloud Administrator or Salesforce Certified Administrator.
Experience
- Minimum 5 years in marketing operations, demand generation operations or revenue operations in a B2B environment.
- Minimum 3 years owning top of funnel management, accountable for lead volume, quality and conversion from lead to MQL to SAL to opportunity, with measurable results such as improved conversion rates or faster speed to lead.
- Minimum 2 years building and managing Clay workflows in production, including waterfall enrichment, conditional runs, credit management and write back to Salesforce.
- Hands on experience with ZoomInfo or similar data providers for enrichment, prospect research and list building.
- Experience sourcing and evaluating third party contact data, including running trials to test data quality and campaign performance before scaling spend.
- Proven experience building or running a multi touch attribution model, and delivering regular marketing reporting to senior management.
- Hands on Salesforce Marketing Cloud experience, plus strong working knowledge of Sales Cloud campaigns and lead objects.
- Practical experience using AI models such as Claude, Gemini or Grok to automate research, personalisation and workflow orchestration, including comparing models on cost and accuracy.
Skills and knowledge
- Proven experience designing ICPs from closed won data and turning them into fit scoring.
- Proven experience designing lead lifecycle stages, fit and engagement scoring, routing rules and SLAs.
- Strong analytical skills: comfortable with Salesforce reports, Excel and a BI tool such as Tableau or Power BI.
- Clear view of where AI output needs human review before it reaches a customer.
- Clear communicator who can explain funnel data to sales and leadership.
- An advantage: building AI agents or multi step automations using APIs, webhooks or tools such as Zapier, Make or n8n.
- An advantage: account based marketing or intent data tools.
- Good to have: shipping or maritime industry knowledge (chartering, port operations, ship supply or crew), and experience with HubSpot or LinkedIn Campaign Manager.
Benefits
Competitive Salary and Bonus: We reward your expertise and contributions.
Inclusive Onboarding Experience: Our onboarding program is designed to set you up for success right from day one.
Marcura Wellness Zone: We value your work-life balance and well-being.
Global Opportunities: Be part of an ambitious, expanding company with a local touch.
Diverse, Supportive Work Culture: We’re committed to inclusion, diversity, and a sense of belonging for all team members.
