Marketing Operations Manager
About Us
Fivetran and dbt Labs are bringing together two industry-leading companies with a shared mission: helping organizations unlock the full value of their data.
Together, we’re delivering the data infrastructure layer that helps organizations move, transform, and trust their data — from the moment data moves, through every transformation, to the context teams and AI systems rely on.
Fivetran helps organizations automate data movement across the systems, clouds, engines, and tools they rely on. dbt Labs pioneered analytics engineering, helping teams transform data into reliable, governed insights. Together, we support thousands of organizations as they build a trusted foundation for analytics, AI, and better business decisions.
As we bring our teams and technology together, we’re building on the strengths of both companies while continuing to deliver the products and experiences our customers know and trust. It’s an exciting time to join us: we’re creating a company with the scale, talent, and technology to help more organizations put their data to work with greater speed, confidence, and impact.
During this transition period, you may see references to both Fivetran and dbt Labs throughout our recruiting process as we integrate our teams, systems, and career sites.
About the Role
We're looking for a Marketing Operations Manager on our Marketing Operations team to own lead management and revenue handoff — the routing logic and BDR tooling workflows leads and contacts move through, and the rules that determine how and when marketing hands them to sales.
This role owns the scoring and routing logic that runs on our core marketing and sales platforms, plus a set of adjacent lifecycle processes — MQL definitions, SLA design, lead source governance, ABM list management, and partner-sourced lead triage. You'll partner with our Sr. Marketing Operations & Technology Manager, who owns core platform administration, and with Sales/BDR leadership on the day-to-day handoff relationship.
This is a full-time, fully remote position based in Costa Rica, with working hours aligned to the Central Time zone to support close, real-time collaboration with our Oakland, CA-based team and US sales organization.
Technologies You’ll Use
Marketo, LeanData, Salesforce, Outreach, Nooks, Clay, etc.
What You’ll Do
Scoring & Routing
Build, maintain, and calibrate the lead scoring model in Marketo, using BDR feedback and closed-won/lost data to keep it predictive rather than stale
Own lead routing logic and governance in LeanData — match rules, ownership logic, and routing paths — in partnership with the Sr. Marketing Operations & Technology Manager on platform administration
Own MQL definitions and the marketing-to-sales handoff process, including SLA design and ongoing SLA monitoring
Lifecycle & Handoff Processes
Own lead/contact lifecycle status management and lead source governance
Own inbound and partner-sourced lead triage/routing processes
Manage ABM account list and signal strategy in partnership with enterprise sales stakeholders
Optimize BDR tooling workflows across Outreach, Nooks, and Clay — sequence/cadence logic, data flow between tools, and adoption — within the platform and vendor decisions set by Systems and leadership
Set and enforce SFDC data entry standards for sales-owned fields relevant to lead/contact records, in partnership with Sales leadership
Run a regular Sales & MOps alignment cadence with sales/BDR leadership to review routing and handoff health
Skills We’re Looking For
4–6 years of experience in marketing operations, revenue operations, or lifecycle roles in B2B SaaS or high-growth environments
Direct, hands-on experience building and calibrating lead scoring models in Marketo
Experience owning lead routing logic in LeanData or a comparable platform
Working knowledge of SQL sufficient to validate routing and scoring outcomes against CRM data
Experience partnering with sales or BDR leadership on lead handoff logic, SLAs, routing rules, and CRM data standards
Comfortable working independently across US business hours as part of a distributed team
Ability to use conversational AI systems (like Claude, ChatGPT, or internal tools) to support researching, documenting, and troubleshooting scoring and routing logic, and to synthesize funnel/handoff diagnostics
(Optional )Bonus Skills
Experience working within BDR-facing tools (Outreach, Nooks, Clay, or comparable) to improve workflow efficiency
Experience with Bizible/Marketo Measure, Demandbase, or other ABM platforms
Prior experience mentoring or supporting more junior marketing operations team members
Experience setting or enforcing CRM data governance standards for a sales organization
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