Marketing Operations Manager (ABM & Analytics)

Tibbo Systems is a global leader in software solutions for the Internet of Things (IoT), IT infrastructure management, industrial automation, and data center monitoring.

We are looking for a Marketing Operations Manager with a strong background in Account-Based Marketing (ABM) and marketing analytics. In this role, you will act as the marketing team’s CRM project owner and analytics lead, ensuring that our marketing activities (from highly targeted ABM campaigns to broader email/LinkedIn outreach) are seamlessly executed and measurable. You will be responsible for implementing and optimizing our CRM and marketing automation systems to support lead management and account segmentation, and for delivering insights on campaign performance and ROI. This is a cross-functional role that will require close collaboration with sales/partner teams to align marketing processes with revenue objectives. The ideal candidate is both strategic and hands-on – capable of designing data-driven marketing strategies and rolling up their sleeves to implement tools and workflows.

Key Responsibilities:

• CRM & Marketing Automation Management: Administer and optimize the marketing tech stack - including the CRM system and marketing automation platform - to support campaign execution (email marketing, LinkedIn outreach, lead nurturing). Ensure these systems are configured to handle account-based campaigns and role-based segmentation of leads.
• ABM Program Execution: Design and run Account-Based Marketing initiatives targeting our ICP. This includes defining account segments/tiers, setting up personalized outreach campaigns, and integrating ABM workflows across CRM, email, ads, and social channels. Collaborate with sales and partner managers to coordinate touchpoints for key accounts, maximizing engagement at each stage.

• Lead Management & Segmentation: Implement lead processing automation, e.g. lead scoring, routing, and nurturing workflows to ensure timely follow-up and qualification of leads. Maintain a robust segmentation of contacts (by account, role, industry, etc.) to enable targeted communication and better conversion.

• Data Quality & BI Integration: Oversee marketing data integrity across systems. Work on introducing and integrating a Business Intelligence (BI) system to consolidate data from marketing and sales (including partner channels) for analysis. Ensure data is cleaned and structured so that marketing performance can be objectively measured end-to-end (from lead to revenue or at least pipeline influence). Evaluate and implement new tools (e.g. analytics, AI-driven tools) that can enhance marketing measurement and efficiency.

• Analytics & Reporting: Develop reports and dashboards to track key marketing KPIs such as lead volume, conversion rates, pipeline contribution, and ROI, providing an objective view of marketing effectiveness. Monitor ABM engagement metrics (account penetration, deal influence) and campaign performance (email metrics, LinkedIn outreach results) and present insights with actionable recommendations.

• Cross-Functional Collaboration: Work closely with Sales, Partner Management, and Revenue Operations to align marketing processes with the sales pipeline. For our channel-driven model, coordinate with partners/integrators to track leads through the partner sales funnel. Ensure a smooth handoff of qualified leads to sales/partners and establish feedback loops for tracking outcomes. Collaborate with these teams to fine-tune targeting and share insights, so that marketing and sales are united around account-based growth goals.

• Campaign Execution & Optimization: Support the execution of email marketing campaigns and LinkedIn outreach sequences to generate and nurture leads. Ensure personalization at scale for target accounts (e.g. tailoring content by role or industry) and implement A/B tests to optimize engagement. Use marketing automation to orchestrate multi-channel campaigns and retargeting as needed. Track campaign results in CRM and adjust tactics based on data.

• Process Improvement & Compliance: Continuously refine marketing operations processes for scalability and efficiency. Document workflows and provide training to team members on new CRM features or analytics tools introduced. Ensure compliance with data protection regulations in all database management and outreach

Requirements and Qualifications:

• Education & Experience: Bachelor’s degree in Marketing, Business, or a related field is preferred. 4-6+ years of experience in B2B marketing, with significant focus on marketing operations, CRM administration, and analytics. Experience in enterprise software or SaaS marketing is highly desirable. Proven track record in managing marketing automation platforms and CRM systems (e.g. HubSpot, Marketo, or Pardot; Salesforce or similar CRM) is required.

• Account-Based Marketing Knowledge: Hands-on experience with ABM strategies or close collaboration with sales on targeted account campaigns. Ability to develop marketing plans for specific high-value accounts and execute personalized campaigns. Demonstrated success aligning marketing and sales around account-based goals (e.g. joint account planning, ABM programs) and driving pipeline growth. Familiarity with ABM tools is a plus.

• Analytical & Technical Skills: Strong analytical skills with the ability to interpret data and draw actionable insights. Comfortable defining metrics (CAC, LTV, MQL→SQL conversion, ROMI, etc.) and evaluating campaign ROI. Experience setting up marketing dashboards or reports (e.g. in Excel/Google Sheets or BI tools). Proficiency in marketing analytics tools and advanced reporting platforms (e.g. Tableau, Power BI) is a plus. Bonus if you can write basic SQL queries or use data visualization to dive deeper into performance data.

• Marketing Automation & CRM Expertise: Proven ability to design and optimize lead funnels and workflows in marketing automation systems (lead scoring models, drip campaigns, trigger emails). Solid understanding of CRM data structure (accounts, contacts, deals) and how to configure CRM to support marketing needs (custom fields for segmentation, campaign attribution, integration with forms or websites). Experience integrating CRM with other marketing tools and ensuring data flows smoothly between systems.

• Project Management & Autonomy: Excellent project management skills - able to plan and execute multi-faceted projects (like a CRM implementation or a complex ABM campaign) on schedule. Highly organized and capable of juggling priorities. Ability to work independently and take initiative in a fast-paced environment is crucial, as this role will operate as a “one-person team” for marketing ops/analytics. The ideal candidate can proactively identify problems and propose solutions without hand-holding.

• Communication & Collaboration: Strong communication and interpersonal skills. Able to translate technical or data-heavy findings into insights for non-technical stakeholders. Bilingual fluency in English and Russian is required - the role involves working with both local (Russian) and international teams/clients, so clear communication in both languages is essential. Comfortable collaborating across departments (marketing, sales, IT) and with external partners.

What We Offer

• 100% Remote: Work from anywhere in the world.
• Full-Time Flexibility: A full-time role that respects your focus and flow.
• Global Impact: Work on a product used by industry giants in the IoT and Automation space.
• Growth Culture: 4 additional paid days off per year and a team that values execution over bureaucracy.

Domain Knowledge: Good understanding of B2B sales and marketing dynamics, especially in enterprise contexts. Familiarity with partner channel models is a plus (e.g. working with resellers or integrators), since our marketing results are realized through partner sales. Knowledge of email marketing best practices and LinkedIn outreach tactics for B2B is expected. Any experience launching or managing BI systems or data warehouses for marketing analytics is an advantage.