Field & Channel Marketing Specialist (Southern Europe)
Protecting the World’s Critical Infrastructure
OPSWAT, a global leader in IT, OT, and ICS critical infrastructure cybersecurity, delivers an end-to-end platform that gives public and private sector organizations and enterprises the critical advantage needed to protect their complex networks, secure their devices, and ensure compliance. Over the last 20 years our commitment to innovative technology has earned the trust of more than 1,700 organizations, governments, and institutions globally, solidifying our role in protecting the world’s critical infrastructure and securing our way of life.
Role Overview
OPSWAT is seeking a Field and Channel Marketing Specialist to support regional marketing execution across Southern Europe. This role will focus on partner and field marketing initiatives that drive pipeline growth, strengthen partner relationships, and support sales objectives in the region.
Key Responsibilities
- Support execution of regional field and partner marketing programs aligned with Southern and northern Europe business priorities
- Plan and execute regional marketing events, including conferences, partner events, and customer engagements
- Support digital marketing initiatives including campaigns, webinars, email programs, and social media
- Collaborate with partners on joint marketing initiatives and MDF-funded activities
- Coordinate localization and distribution of regional marketing content
- Track, analyze, and report on campaign performance, pipeline contribution, and effectiveness
- Provide operational and administrative marketing support to ensure timely execution
OPSWAT is an equal opportunity employer. We celebrate diversity and are committed to providing an environment where equal employment opportunities are extended to all employees and applicants, free of discrimination and harassment of any type. All employment decisions are based on individual qualifications, job requirements, and business needs without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other category protected by federal, state, or local laws.
Recruiting Agencies: we do not accept unsolicited resumes from third party agencies for any of our open positions. To submit resumes for our jobs, there must be a recruiting contract approved by our legal team and endorsed by both parties. We are currently not accepting additional 3rd party agencies at this time.
Related jobsField Marketing Manager
Field Marketing
Germany
Summary
OPSWAT, a global leader in IT, OT, and ICS critical infrastructure cybersecurity, delivers an end-to-end platform that gives public and private sector organizations and enterprises the critical advantage needed to protect their complex networks, secure their devices, and ensure compliance. Over the last 20 years our commitment to innovative technology has earned the trust of more than 1,700 organizations, governments, and institutions globally, solidifying our role in protecting the world’s critical infrastructure and securing our way of life.
The Position
OPSWAT is seeking an experienced and dynamic Field Marketing Manager to lead our field marketing efforts and drive business growth in Central Europe. The ideal candidate will be a strategic thinker with a strong background in field marketing and communications. The Field Marketing Manager will report to the VP of Global Events & Communications and collaborate closely with the Vice President of Sales for EMEA and the EMEA sales teams. You will also work closely with corporate marketing, demand generation, product marketing, and regional sales and government teams – along with our network of channel partners.
What You Will Be Doing
Field Marketing Alignment and Execution:
- Tradeshow and conferences across Central Europe
- Marketing investment appraisal and recommendation
- Submit event and field marketing content for social media
- Manage local marketing spend and processes adherence
Sales Alignment & Support:
- Assist OPSWAT sales teams with region-focused marketing activities, such as webinars, local collaboration, and marketing material creation and localization
- Manage lead flow and follow-up reporting outcomes for all activities
Channel Partners
- Plan and manage regular partner webinars
- Assist with planning / leading partner summits
- Provide planning and program management support for joint marketing investments and programs
- Review and provide feedback on marketing plans – and assist partners in executing plans
What We Need From You
- Bachelor’s degree or equivalent experience
- 5+ years B2B technology field marketing experience
- Experience setting up and managing webinars and in-person events
- Experience executing outbound email marketing and social media campaigns
- Experience building marketing plans with channel partners and managing an MDF program
- Excellent time management skills, and ability to work with remote teams with a high level of autonomy
- Self-motivation , intellectual curiosity with a winning attitude, agile, take pride in exceeding sales goals
- Passion to continuously monitor success of marketing initiatives, proactively engage with partners and stakeholders, and implement new ideas to improve performance
- Ability to travel throughout EMEA as necessary
- Excellent speaking, writing, analytical and presentation skills
- Excellent PowerPoint, Word, and Excel skills
- Native or fluent German speaker, based in Germany.
It Would Be Nice If You Had
- Hands-on experience working with a CRM system – Hubspot and Salesforce are preferred
- Hands-on experience working with a PRM system – Allbound is a plus
- Government channel and sales experience preferred
- 5+ years B2B tech channel marketing and operations experience - cybersecurity and / or enterprise SaaS experience is a plus
OPSWAT is an equal opportunity employer. We celebrate diversity and are committed to providing an environment where equal employment opportunities are extended to all employees and applicants, free of discrimination and harassment of any type. All employment decisions are based on individual qualifications, job requirements, and business needs without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other category protected by federal, state, or local laws.
Recruiting Agencies: we do not accept unsolicited resumes from third party agencies for any of our open positions. To submit resumes for our jobs, there must be a recruiting contract approved by our legal team and endorsed by both parties. We are currently not accepting additional 3rd party agencies at this time.
Apply for This Job
Sales Development Representative
Revenue Marketing
Tampa
Summary
OPSWAT, a global leader in IT, OT, and ICS critical infrastructure cybersecurity, delivers an end-to-end platform that gives public and private sector organizations and enterprises the critical advantage needed to protect their complex networks, secure their devices, and ensure compliance. Over the last 20 years our commitment to innovative technology has earned the trust of more than 1,700 organizations, governments, and institutions globally, solidifying our role in protecting the world’s critical infrastructure and securing our way of life.
The Position
The Sales Development Representative (SDR) drives enterprise pipeline growth for OPSWAT’s cybersecurity solutions, including critical infrastructure protection, OT/IT security, and zero trust access, by identifying, researching, and engaging senior-level decision-makers across target accounts and verticals. Working closely with Account Executives and Marketing, the SDR owns territory-level prospecting strategy, lead qualification, and outreach execution from initial contact through a qualified meeting. This role requires strong analytical ability, professional communication, and fluency across modern sales technology including AI-powered tools, CRM platforms, and sales engagement software.
What You Will Be Doing
Territory & Account Strategy
- Own prospecting strategy for assigned territories and verticals, including market segmentation, account prioritization, and targeting approach.
- Build and maintain targeted prospect lists using ZoomInfo, LinkedIn Sales Navigator, AI-powered research tools, and other intelligence platforms.
- Map buying committees and identify VP- and C-level stakeholders within enterprise accounts, determining the most effective multi-threaded engagement approach for each.
- Partner with Account Executives on named account planning and ABM/ABS strategies across U.S. and international target markets.
Lead Qualification
- Conduct qualification calls with inbound and outbound leads to assess fit based on budget, authority, need, and timeline. The SDR makes the call to advance or disqualify without requiring AE sign-off.
- Evaluate each opportunity and determine the right next step: advance to a discovery meeting, continue nurturing, or remove from pipeline.
- Schedule high-quality discovery meetings for Account Executives, ensuring only well-qualified opportunities are passed through.
Outreach & Messaging
- Personalize outbound messaging by vertical, region, persona, and how OPSWAT’s solutions address each prospect’s specific environment and challenges.
- Execute multi-channel outbound activity (phone, email, LinkedIn) using SalesLoft, tailoring channel mix, timing, and content to each account.
- Analyze outreach performance and iterate on messaging, cadence, and targeting to improve results.
Market Intelligence & GTM Contribution
- Monitor the competitive landscape, buyer trends, and vertical dynamics, sharing insights and recommendations with Sales and Marketing to refine targeting and messaging strategy.
- Represent OPSWAT as the first point of contact for enterprise prospects, establishing credibility with senior stakeholders from the first interaction.
- Contribute to campaign planning and strategy discussions, bringing pipeline data and prospect feedback that shapes go-to-market decisions.
- Attend and represent OPSWAT at industry events.
CRM & Performance
- Maintain accurate records of prospect interactions, qualification details, and pipeline activity in CRM (SugarCRM or equivalent) and HubSpot.
- Track and analyze personal performance metrics (meetings booked, pipeline influenced, engagement rates) and use that data to drive improvement.
- Leverage AI-powered automation tools to scale personalized outreach without sacrificing the quality required for enterprise-level engagement.
What We Need From You
- Experience in a Sales Development, BDR, or inside sales role focused on enterprise prospecting.
- Previous experience in cybersecurity or a related technology sector is a plus.
- Track record of engaging VP- and C-level decision-makers in complex, multi-stakeholder organizations.
- Experience building and executing account-based or territory-level prospecting strategies.
- Proficiency with HubSpot, SalesLoft, ZoomInfo, LinkedIn Sales Navigator, and AI-powered prospecting tools; familiarity with SugarCRM or similar CRM platforms a plus.
- Ability to craft personalized, research-driven outreach tailored to vertical, region, and buyer persona.
- Strong analytical and communication skills; comfortable presenting insights and recommendations to leadership.
- Resilient, curious, and coachable, driven to improve, and comfortable working through ambiguity.
- Ability and willingness to travel occasionally for industry events and prospect engagements.
WHY OPSWAT
- Work on a product that genuinely matters. OPSWAT protects critical infrastructure across energy, defense, finance, and government sectors worldwide.
- A team that invests in you. You’ll be supported by experienced AEs, a collaborative marketing team, and leadership that understands what it takes to develop great salespeople.
- Room to grow. Strong performers have a clear path into full-cycle sales or other areas of the business.
OPSWAT is an equal opportunity employer. We celebrate diversity and are committed to providing an environment where equal employment opportunities are extended to all employees and applicants, free of discrimination and harassment of any type. All employment decisions are based on individual qualifications, job requirements, and business needs without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other category protected by federal, state, or local laws.
Recruiting Agencies: we do not accept unsolicited resumes from third party agencies for any of our open positions. To submit resumes for our jobs, there must be a recruiting contract approved by our legal team and endorsed by both parties. We are currently not accepting additional 3rd party agencies at this time.
Apply for This Job
Senior Marketing Operations Manager
Revenue Marketing
AMER - Remote
Summary
OPSWAT, a global leader in IT, OT, and ICS critical infrastructure cybersecurity, delivers an end-to-end platform that gives public and private sector organizations and enterprises the critical advantage needed to protect their complex networks, secure their devices, and ensure compliance. Over the last 20 years our commitment to innovative technology has earned the trust of more than 1,700 organizations, governments, and institutions globally, solidifying our role in protecting the world’s critical infrastructure and securing our way of life.
The Position
OPSWAT protects critical infrastructure from the world’s most sophisticated cyber threats — and our marketing team is in the middle of a significant transformation to match that mission.
We are hiring a Senior Marketing Operations Manager who will ensure all inbound and outbound demand is accurately captured, qualified, and converted into pipeline through well-designed processes, consistent execution, and actionable analytics. This is not a systems maintenance role. You are the person who keeps the infrastructure running smoothly and then asks: how do we make it smarter?
You will be a strategic partner to our Revenue Marketing, Field Marketing, SDR and Sales Operations teams, and the connective tissue between our tools, our data, and our revenue goals. You will also be our internal champion for AI adoption with leading the front on AI augmented marketing looks like in practice and helping the organization build that muscle through the work itself.
What You Will Be Doing
Own the Marketing Engine — and Make It Smarter
- Serve as the primary HubSpot admin, owning architecture, workflows, lifecycle stages, integrations, scoring models, nurture programs, and reporting. Push HubSpot past its documented capabilities, including evaluating and deploying emerging agent capabilities within the platform.
- Manage and optimize integrations across the full stack: HubSpot, SalesLoft, 6sense, ZoomInfo, Sequel.io (webinar platform), and SugarCRM (familiarity a plus; Salesforce experience).
- Keep the operational rhythm running lead routing, scoring, lifecycle nurtures, and campaign execution ensuring the right data reaches the right people at the right time, every time.
- Own martech budget, vendor relationships, and renewals. Bring rigor to every build-vs-buy-vs-automate decision and ensure every tool earns its place.
Platform Health & Governance
- Monitor platform health across the stack, establish alerting frameworks and proactively resolve system issues before they impact pipeline or campaigns.
- Own platform documentation, enablement, change management processes, and release management cadences across all administered systems.
- Serve as the subject matter expert between Marketing, Sales, Operations, and IT for technology platform requests, projects, and escalations.
- Translate business requirements from marketing and sales stakeholders into actionable technical configurations and system enhancements.
- Be the guardian of marketing data integrity. Maintaining compliance with GDPR and CAN-SPAM -clean, structured, trustworthy data is the foundation everything else is built on.
Lead Management, SDR Alignment & Pipeline Contribution
- Ensure all inbound and outbound demand is accurately captured, qualified, and routed with clear SLA accountability and zero tolerance for leads falling through the cracks.
- Own end-to-end lead lifecycle: capture, enrichment, deduplication, scoring, routing, and SLA monitoring through to SDR handoff and opportunity creation.
- Analyze lead follow-up performance, SLA adherence, and pipeline conversion from both inbound and outbound activities. Review disposition trends, highlight improvement opportunities, and deliver data-driven recommendations to align marketing output with SDR execution.
- Partner with the Global SDR Director and Sales Ops to continuously improve lead flow, ABM account prioritization, and handoff quality.
- Maintain and evolve lead scoring models informed by 6sense intent data, ZoomInfo, Cognism signals, and behavioral engagement.
Funnel Performance & Growth Optimization
- Think beyond the campaign. Own the full prospect-to-pipeline journey building nurture programs that move people through the funnel and partner with Sales to strengthen conversion at every stage.
- Run structured growth experiments across funnel stages - A/B tests on nurture sequences, landing pages, lead scoring thresholds, and SDR follow-up cadences. Document hypotheses, measure results, and scale what works.
- Take primary responsibility for campaign and funnel performance analysis. Monitor inquiry, conversion, and pipeline contribution metrics. Identify performance gaps, uncover root causes, and provide structured optimization recommendations.
- Deliver recurring performance summaries and actionable insights to Marketing and Sales stakeholders - not just what happened, but the so-what and the next action.
Turn Data Into Direction
- Build dashboards and reporting that tell a clear story about marketing’s impact on revenue. Give leadership the insights they need to make confident decisions.
- Partner with SalesOps and analytics teams to ensure platform data is clean, structured, and accessible for tooling and executive reporting. Maintain a single source of truth across HubSpot and CRM.
- Act as the analytical point of contact for Marketing, ABM, and SDR teams supporting demand review discussions with structured performance insights and consistent KPI visibility.
Lead AI Adoption Across the Marketing Team
- Design and manage automation and orchestration workflows across platforms to reduce manual effort, improve speed-to-lead, and increase conversion rates.
- Evaluate and pilot AI features within the existing stack including HubSpot, 6sense AI, and ZoomInfo Copilot and identify net-new tooling where capability gaps exist.
- Identify the highest-volume manual tasks across the marketing org and eliminate them with AI-assisted workflows. Share what’s working, document the playbooks.
What We Need From You
You’ve Been Here Before
- 7–10+ years of B2B marketing operations experience, ideally in cybersecurity, SaaS, or enterprise technology. You know the landscape and can hit the ground running.
- Deep HubSpot admin expertise — complex workflows, API integrations, lifecycle architecture, scoring models, and reporting. HubSpot certifications are a strong plus.
- Proven experience with Sales Engagement platforms (SalesLoft preferred; Outreach accepted) and CRM systems (Salesforce experience accepted; SugarCRM a plus).
- Hands-on experience with ABM and intent platforms - 6sense strongly preferred.
- Experience with data enrichment and prospecting tools such as ZoomInfo or equivalent.
- Experience with webinar/virtual event platforms integrated into marketing workflows (Sequel.io, ON24, Zoom Webinars, or equivalent).
You’ve Built Things That Scale
- A track record of implementing automation and process optimization that actually sticks. You have made teams faster, smarter, and less reliant on manual work.
- Experience running growth experiments with documented outcomes: hypothesis, test, result, scale.
- Strong analytical foundation comfortable building dashboards independently.
You Think in Systems
- You design workflows that connect data, tools, and teams. You see the whole picture and build accordingly.
- You bridge the gap between marketing and sales, you know that pipeline is a team sport, and you have the cross-functional track record to prove it.
You’re Fluent in AI
- Familiar with LLMs, automation platforms, and AI-powered analytics and excited about where it’s heading.
- Bonus: You have built or managed AI-driven systems or agent-based workflows in a production marketing environment.
You Keep Things Moving
- Excellent project management and organizational skills.
- Clear and concise communicator with experience presenting data-driven insights to senior stakeholders.
- Solid understanding of data privacy and compliance (GDPR, CAN-SPAM). You know the rules and why they exist.
Why This Role?
- Direct impact: This role sits within Revenue Marketing, working in close partnership with SDR leadership and Sales Operations with visibility into pipeline and board-level metrics.
- Real scope: Architecture decisions, tooling investments, and growth strategy — not a coordinator role.
- AI-first environment: We are actively building an agentic marketing infrastructure, and you will be a core contributor and internal champion.
About OPSWAT
OPSWAT is a global cybersecurity company that protects critical infrastructure organizations across energy, government, manufacturing, and financial sectors. With over 1,500 customers in 150+ countries, OPSWAT’s platform defends the most sensitive environments against advanced threats — where failure is not an option.Our marketing team is in active transformation — investing in AI-powered workflows, a modern ABM motion, and a fully integrated revenue operations architecture. This role is a cornerstone of that build.
OPSWAT is an equal opportunity employer. We celebrate diversity and are committed to providing an environment where equal employment opportunities are extended to all employees and applicants, free of discrimination and harassment of any type. All employment decisions are based on individual qualifications, job requirements, and business needs without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other category protected by federal, state, or local laws.
Recruiting Agencies: we do not accept unsolicited resumes from third party agencies for any of our open positions. To submit resumes for our jobs, there must be a recruiting contract approved by our legal team and endorsed by both parties. We are currently not accepting additional 3rd party agencies at this time.
Apply for This Job
Summary
OPSWAT, a global leader in IT, OT, and ICS critical infrastructure cybersecurity, delivers an end-to-end platform that gives public and private sector organizations and enterprises the critical advantage needed to protect their complex networks, secure their devices, and ensure compliance. Over the last 20 years our commitment to innovative technology has earned the trust of more than 1,700 organizations, governments, and institutions globally, solidifying our role in protecting the world’s critical infrastructure and securing our way of life.
The Position
OPSWAT is seeking an experienced and dynamic Field Marketing Manager to lead our field marketing efforts and drive business growth in Central Europe. The ideal candidate will be a strategic thinker with a strong background in field marketing and communications. The Field Marketing Manager will report to the VP of Global Events & Communications and collaborate closely with the Vice President of Sales for EMEA and the EMEA sales teams. You will also work closely with corporate marketing, demand generation, product marketing, and regional sales and government teams – along with our network of channel partners.
What You Will Be Doing
Field Marketing Alignment and Execution:
- Tradeshow and conferences across Central Europe
- Marketing investment appraisal and recommendation
- Submit event and field marketing content for social media
- Manage local marketing spend and processes adherence
Sales Alignment & Support:
- Assist OPSWAT sales teams with region-focused marketing activities, such as webinars, local collaboration, and marketing material creation and localization
- Manage lead flow and follow-up reporting outcomes for all activities
Channel Partners
- Plan and manage regular partner webinars
- Assist with planning / leading partner summits
- Provide planning and program management support for joint marketing investments and programs
- Review and provide feedback on marketing plans – and assist partners in executing plans
What We Need From You
- Bachelor’s degree or equivalent experience
- 5+ years B2B technology field marketing experience
- Experience setting up and managing webinars and in-person events
- Experience executing outbound email marketing and social media campaigns
- Experience building marketing plans with channel partners and managing an MDF program
- Excellent time management skills, and ability to work with remote teams with a high level of autonomy
- Self-motivation , intellectual curiosity with a winning attitude, agile, take pride in exceeding sales goals
- Passion to continuously monitor success of marketing initiatives, proactively engage with partners and stakeholders, and implement new ideas to improve performance
- Ability to travel throughout EMEA as necessary
- Excellent speaking, writing, analytical and presentation skills
- Excellent PowerPoint, Word, and Excel skills
- Native or fluent German speaker, based in Germany.
It Would Be Nice If You Had
- Hands-on experience working with a CRM system – Hubspot and Salesforce are preferred
- Hands-on experience working with a PRM system – Allbound is a plus
- Government channel and sales experience preferred
- 5+ years B2B tech channel marketing and operations experience - cybersecurity and / or enterprise SaaS experience is a plus
OPSWAT is an equal opportunity employer. We celebrate diversity and are committed to providing an environment where equal employment opportunities are extended to all employees and applicants, free of discrimination and harassment of any type. All employment decisions are based on individual qualifications, job requirements, and business needs without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other category protected by federal, state, or local laws.
Recruiting Agencies: we do not accept unsolicited resumes from third party agencies for any of our open positions. To submit resumes for our jobs, there must be a recruiting contract approved by our legal team and endorsed by both parties. We are currently not accepting additional 3rd party agencies at this time.
Summary
OPSWAT, a global leader in IT, OT, and ICS critical infrastructure cybersecurity, delivers an end-to-end platform that gives public and private sector organizations and enterprises the critical advantage needed to protect their complex networks, secure their devices, and ensure compliance. Over the last 20 years our commitment to innovative technology has earned the trust of more than 1,700 organizations, governments, and institutions globally, solidifying our role in protecting the world’s critical infrastructure and securing our way of life.
The Position
The Sales Development Representative (SDR) drives enterprise pipeline growth for OPSWAT’s cybersecurity solutions, including critical infrastructure protection, OT/IT security, and zero trust access, by identifying, researching, and engaging senior-level decision-makers across target accounts and verticals. Working closely with Account Executives and Marketing, the SDR owns territory-level prospecting strategy, lead qualification, and outreach execution from initial contact through a qualified meeting. This role requires strong analytical ability, professional communication, and fluency across modern sales technology including AI-powered tools, CRM platforms, and sales engagement software.
What You Will Be Doing
Territory & Account Strategy
- Own prospecting strategy for assigned territories and verticals, including market segmentation, account prioritization, and targeting approach.
- Build and maintain targeted prospect lists using ZoomInfo, LinkedIn Sales Navigator, AI-powered research tools, and other intelligence platforms.
- Map buying committees and identify VP- and C-level stakeholders within enterprise accounts, determining the most effective multi-threaded engagement approach for each.
- Partner with Account Executives on named account planning and ABM/ABS strategies across U.S. and international target markets.
Lead Qualification
- Conduct qualification calls with inbound and outbound leads to assess fit based on budget, authority, need, and timeline. The SDR makes the call to advance or disqualify without requiring AE sign-off.
- Evaluate each opportunity and determine the right next step: advance to a discovery meeting, continue nurturing, or remove from pipeline.
- Schedule high-quality discovery meetings for Account Executives, ensuring only well-qualified opportunities are passed through.
Outreach & Messaging
- Personalize outbound messaging by vertical, region, persona, and how OPSWAT’s solutions address each prospect’s specific environment and challenges.
- Execute multi-channel outbound activity (phone, email, LinkedIn) using SalesLoft, tailoring channel mix, timing, and content to each account.
- Analyze outreach performance and iterate on messaging, cadence, and targeting to improve results.
Market Intelligence & GTM Contribution
- Monitor the competitive landscape, buyer trends, and vertical dynamics, sharing insights and recommendations with Sales and Marketing to refine targeting and messaging strategy.
- Represent OPSWAT as the first point of contact for enterprise prospects, establishing credibility with senior stakeholders from the first interaction.
- Contribute to campaign planning and strategy discussions, bringing pipeline data and prospect feedback that shapes go-to-market decisions.
- Attend and represent OPSWAT at industry events.
CRM & Performance
- Maintain accurate records of prospect interactions, qualification details, and pipeline activity in CRM (SugarCRM or equivalent) and HubSpot.
- Track and analyze personal performance metrics (meetings booked, pipeline influenced, engagement rates) and use that data to drive improvement.
- Leverage AI-powered automation tools to scale personalized outreach without sacrificing the quality required for enterprise-level engagement.
What We Need From You
- Experience in a Sales Development, BDR, or inside sales role focused on enterprise prospecting.
- Previous experience in cybersecurity or a related technology sector is a plus.
- Track record of engaging VP- and C-level decision-makers in complex, multi-stakeholder organizations.
- Experience building and executing account-based or territory-level prospecting strategies.
- Proficiency with HubSpot, SalesLoft, ZoomInfo, LinkedIn Sales Navigator, and AI-powered prospecting tools; familiarity with SugarCRM or similar CRM platforms a plus.
- Ability to craft personalized, research-driven outreach tailored to vertical, region, and buyer persona.
- Strong analytical and communication skills; comfortable presenting insights and recommendations to leadership.
- Resilient, curious, and coachable, driven to improve, and comfortable working through ambiguity.
- Ability and willingness to travel occasionally for industry events and prospect engagements.
WHY OPSWAT
- Work on a product that genuinely matters. OPSWAT protects critical infrastructure across energy, defense, finance, and government sectors worldwide.
- A team that invests in you. You’ll be supported by experienced AEs, a collaborative marketing team, and leadership that understands what it takes to develop great salespeople.
- Room to grow. Strong performers have a clear path into full-cycle sales or other areas of the business.
OPSWAT is an equal opportunity employer. We celebrate diversity and are committed to providing an environment where equal employment opportunities are extended to all employees and applicants, free of discrimination and harassment of any type. All employment decisions are based on individual qualifications, job requirements, and business needs without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other category protected by federal, state, or local laws.
Recruiting Agencies: we do not accept unsolicited resumes from third party agencies for any of our open positions. To submit resumes for our jobs, there must be a recruiting contract approved by our legal team and endorsed by both parties. We are currently not accepting additional 3rd party agencies at this time.
Summary
OPSWAT, a global leader in IT, OT, and ICS critical infrastructure cybersecurity, delivers an end-to-end platform that gives public and private sector organizations and enterprises the critical advantage needed to protect their complex networks, secure their devices, and ensure compliance. Over the last 20 years our commitment to innovative technology has earned the trust of more than 1,700 organizations, governments, and institutions globally, solidifying our role in protecting the world’s critical infrastructure and securing our way of life.
The Position
OPSWAT protects critical infrastructure from the world’s most sophisticated cyber threats — and our marketing team is in the middle of a significant transformation to match that mission.
We are hiring a Senior Marketing Operations Manager who will ensure all inbound and outbound demand is accurately captured, qualified, and converted into pipeline through well-designed processes, consistent execution, and actionable analytics. This is not a systems maintenance role. You are the person who keeps the infrastructure running smoothly and then asks: how do we make it smarter?
You will be a strategic partner to our Revenue Marketing, Field Marketing, SDR and Sales Operations teams, and the connective tissue between our tools, our data, and our revenue goals. You will also be our internal champion for AI adoption with leading the front on AI augmented marketing looks like in practice and helping the organization build that muscle through the work itself.
What You Will Be Doing
Own the Marketing Engine — and Make It Smarter
- Serve as the primary HubSpot admin, owning architecture, workflows, lifecycle stages, integrations, scoring models, nurture programs, and reporting. Push HubSpot past its documented capabilities, including evaluating and deploying emerging agent capabilities within the platform.
- Manage and optimize integrations across the full stack: HubSpot, SalesLoft, 6sense, ZoomInfo, Sequel.io (webinar platform), and SugarCRM (familiarity a plus; Salesforce experience).
- Keep the operational rhythm running lead routing, scoring, lifecycle nurtures, and campaign execution ensuring the right data reaches the right people at the right time, every time.
- Own martech budget, vendor relationships, and renewals. Bring rigor to every build-vs-buy-vs-automate decision and ensure every tool earns its place.
Platform Health & Governance
- Monitor platform health across the stack, establish alerting frameworks and proactively resolve system issues before they impact pipeline or campaigns.
- Own platform documentation, enablement, change management processes, and release management cadences across all administered systems.
- Serve as the subject matter expert between Marketing, Sales, Operations, and IT for technology platform requests, projects, and escalations.
- Translate business requirements from marketing and sales stakeholders into actionable technical configurations and system enhancements.
- Be the guardian of marketing data integrity. Maintaining compliance with GDPR and CAN-SPAM -clean, structured, trustworthy data is the foundation everything else is built on.
Lead Management, SDR Alignment & Pipeline Contribution
- Ensure all inbound and outbound demand is accurately captured, qualified, and routed with clear SLA accountability and zero tolerance for leads falling through the cracks.
- Own end-to-end lead lifecycle: capture, enrichment, deduplication, scoring, routing, and SLA monitoring through to SDR handoff and opportunity creation.
- Analyze lead follow-up performance, SLA adherence, and pipeline conversion from both inbound and outbound activities. Review disposition trends, highlight improvement opportunities, and deliver data-driven recommendations to align marketing output with SDR execution.
- Partner with the Global SDR Director and Sales Ops to continuously improve lead flow, ABM account prioritization, and handoff quality.
- Maintain and evolve lead scoring models informed by 6sense intent data, ZoomInfo, Cognism signals, and behavioral engagement.
Funnel Performance & Growth Optimization
- Think beyond the campaign. Own the full prospect-to-pipeline journey building nurture programs that move people through the funnel and partner with Sales to strengthen conversion at every stage.
- Run structured growth experiments across funnel stages - A/B tests on nurture sequences, landing pages, lead scoring thresholds, and SDR follow-up cadences. Document hypotheses, measure results, and scale what works.
- Take primary responsibility for campaign and funnel performance analysis. Monitor inquiry, conversion, and pipeline contribution metrics. Identify performance gaps, uncover root causes, and provide structured optimization recommendations.
- Deliver recurring performance summaries and actionable insights to Marketing and Sales stakeholders - not just what happened, but the so-what and the next action.
Turn Data Into Direction
- Build dashboards and reporting that tell a clear story about marketing’s impact on revenue. Give leadership the insights they need to make confident decisions.
- Partner with SalesOps and analytics teams to ensure platform data is clean, structured, and accessible for tooling and executive reporting. Maintain a single source of truth across HubSpot and CRM.
- Act as the analytical point of contact for Marketing, ABM, and SDR teams supporting demand review discussions with structured performance insights and consistent KPI visibility.
Lead AI Adoption Across the Marketing Team
- Design and manage automation and orchestration workflows across platforms to reduce manual effort, improve speed-to-lead, and increase conversion rates.
- Evaluate and pilot AI features within the existing stack including HubSpot, 6sense AI, and ZoomInfo Copilot and identify net-new tooling where capability gaps exist.
- Identify the highest-volume manual tasks across the marketing org and eliminate them with AI-assisted workflows. Share what’s working, document the playbooks.
What We Need From You
You’ve Been Here Before
- 7–10+ years of B2B marketing operations experience, ideally in cybersecurity, SaaS, or enterprise technology. You know the landscape and can hit the ground running.
- Deep HubSpot admin expertise — complex workflows, API integrations, lifecycle architecture, scoring models, and reporting. HubSpot certifications are a strong plus.
- Proven experience with Sales Engagement platforms (SalesLoft preferred; Outreach accepted) and CRM systems (Salesforce experience accepted; SugarCRM a plus).
- Hands-on experience with ABM and intent platforms - 6sense strongly preferred.
- Experience with data enrichment and prospecting tools such as ZoomInfo or equivalent.
- Experience with webinar/virtual event platforms integrated into marketing workflows (Sequel.io, ON24, Zoom Webinars, or equivalent).
You’ve Built Things That Scale
- A track record of implementing automation and process optimization that actually sticks. You have made teams faster, smarter, and less reliant on manual work.
- Experience running growth experiments with documented outcomes: hypothesis, test, result, scale.
- Strong analytical foundation comfortable building dashboards independently.
You Think in Systems
- You design workflows that connect data, tools, and teams. You see the whole picture and build accordingly.
- You bridge the gap between marketing and sales, you know that pipeline is a team sport, and you have the cross-functional track record to prove it.
You’re Fluent in AI
- Familiar with LLMs, automation platforms, and AI-powered analytics and excited about where it’s heading.
- Bonus: You have built or managed AI-driven systems or agent-based workflows in a production marketing environment.
You Keep Things Moving
- Excellent project management and organizational skills.
- Clear and concise communicator with experience presenting data-driven insights to senior stakeholders.
- Solid understanding of data privacy and compliance (GDPR, CAN-SPAM). You know the rules and why they exist.
Why This Role?
- Direct impact: This role sits within Revenue Marketing, working in close partnership with SDR leadership and Sales Operations with visibility into pipeline and board-level metrics.
- Real scope: Architecture decisions, tooling investments, and growth strategy — not a coordinator role.
- AI-first environment: We are actively building an agentic marketing infrastructure, and you will be a core contributor and internal champion.
About OPSWAT
OPSWAT is a global cybersecurity company that protects critical infrastructure organizations across energy, government, manufacturing, and financial sectors. With over 1,500 customers in 150+ countries, OPSWAT’s platform defends the most sensitive environments against advanced threats — where failure is not an option.Our marketing team is in active transformation — investing in AI-powered workflows, a modern ABM motion, and a fully integrated revenue operations architecture. This role is a cornerstone of that build.
OPSWAT is an equal opportunity employer. We celebrate diversity and are committed to providing an environment where equal employment opportunities are extended to all employees and applicants, free of discrimination and harassment of any type. All employment decisions are based on individual qualifications, job requirements, and business needs without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other category protected by federal, state, or local laws.
Recruiting Agencies: we do not accept unsolicited resumes from third party agencies for any of our open positions. To submit resumes for our jobs, there must be a recruiting contract approved by our legal team and endorsed by both parties. We are currently not accepting additional 3rd party agencies at this time.
