Context: We are seeking a detail-oriented CRM Operations Specialist to own and optimize our lead management infrastructure within HubSpot. Reporting to the CRM Admin, you will ensure our marketing and sales teams have the clean data, accurate tracking, and efficient automations they need to maximize pipeline conversion. Working closely with our Growth Marketing team, you will focus on improving productivity through automation optimization, data accuracy, and robust tracking methods. Key Responsibilities: Lead Lifecycle & Journey Automation - Design and maintain automated workflows including MQL scoring, lead routing, and nurture sequences in collaboration with Growth Marketing - Continuously optimize automation efficiency to improve team productivity and reduce manual processes - Build and refine lead scoring models to accurately identify sales-ready prospects - Ensure seamless handover processes from marketing to sales teams Data Management & Segmentation Ops - Maintain lead database hygiene through regular audits, deduplication, and data enrichment - Implement and optimize tracking methods to ensure accurate attribution and behavior data - Create and manage audience segments to support Growth Marketing's demand generation campaigns - Ensure CRM records accurately reflect lead status, source attribution, and engagement history Reporting & Sales Collaboration - Generate pipeline conversion reports and analyze lead velocity metrics - Partner with Sales to align on SQL handoff criteria and optimize feedback loops - Identify bottlenecks in the lead-to-opportunity process and recommend improvements - Provide actionable insights to improve MQL-to-SQL conversion rates Key skills and requirements: - Education: Bachelor's degree or higher in Marketing, Business, or related field - Experience: Minimum 3 years in CRM management or marketing operations, with proven track record of improving pipeline conversion metrics - HubSpot expertise: Proven experience with HubSpot CRM, including workflows, lead scoring, lists, and reporting - Lead lifecycle ownership: Experience managing end-to-end lead lifecycle from acquisition through sales handover - B2B software experience: Background in B2B SaaS or software companies with understanding of complex sales cycles - Analytical mindset: Strong data analysis skills with ability to translate metrics into actionable recommendations - Attention to detail: Meticulous approach to data quality and process documentation - GDPR & data privacy: Understanding of EU data privacy regulations, consent management, and data retention best practices - Collaboration: Proven ability to work cross-functionally with Sales and Marketing teams - Professional working proficiency in Italian language - Proficient in English, both in written and verbal communication Nice to have: - HubSpot certifications (Marketing Software, CRM, or Revenue Operations) - Experience with marketing automation integrations (Salesforce, LinkedIn, etc.) - Knowledge of ABM (