Allego is a rapidly growing SaaS technology company in the Boston area and creator of the market-leading Revenue Enablement Platform. Our technology helps Go-To-Market teams build the skills and access the knowledge they need to succeed in every selling situation.Allego is the only revenue enablement platform to be named a Leader in both the Forrester Wave™ and the inaugural Gartner® Magic Quadrant™ for Revenue Enablement Platforms.Not only are we growing quickly, but we’ve also been recognized as a top place to work by The Boston Business Journal, The Boston Globe, and Inc. Magazine. In addition, Selling Power named Allego one of the 50 Best Companies to Sell For in both 2025 and 2026.About the Role:We're building a modern, scalable go-to-market engine, and this role will be instrumental in shaping how we generate pipeline, accelerate revenue, and operate at scale.As our GTM Operations leader, you will own the systems, processes, data, and automation that power our revenue engine. You will partner closely with Marketing, RevOps, SDR, and Sales teams to ensure our GTM motion is efficient, measurable, and built for growth.This is not a traditional marketing operations role focused solely on campaign execution or platform administration. We're looking for someone who can combine strategic thinking, operational excellence, systems expertise, and AI-driven innovation to create a world-class revenue engine.You thrive in ambiguity, enjoy building scalable processes from the ground up, and are energized by using technology and automation to solve complex business challenges.Core ResponsibilitiesGTM Systems & InfrastructureOwn HubSpot as the primary marketing platform, including architecture, workflows, integrations, lifecycle management, and data governance.Partner closely with RevOps and Salesforce teams to ensure seamless data flow and alignment across the revenue funnel.Establish scalable standards for campaign setup, data structure, naming conventions, lifecycle stages, and operational governance.Drive ongoing optimization of the GTM technology stack to improve efficiency, visibility, and performance.Ensure the integrity, accuracy, and accessibility of marketing and funnel data.Demand Generation OperationsOwn the operational framework supporting demand generation programs from lead capture through qualification, routing, nurture, and handoff.Optimize forms, landing pages, conversion paths, enrichment processes, and routing logic to maximize conversion and data quality.Build and scale email and nurture infrastructure that supports personalized, journey-based engagement.Develop repeatable QA processes, documentation, and governance standards that enable flawless campaign execution.Establish clear intake, prioritization, and project management processes for marketing operations initiatives.Lead Management & Funnel OptimizationDesign and evolve a sophisticated lead management framework that combines:ICP fit and account qualificationFirmographic and technographic dataBehavioral engagement signalsThird-party intent dataOwn lead routing, assignment logic, and SLA management across the funnel.Continuously refine scoring and qualification models based on conversion, pipeline, and revenue outcomes.Identify bottlenecks, friction points, and revenue leakage opportunities and implement solutions to improve funnel performance.Partner with SDR and Sales leaders to improve lead quality, conversion rates, and pipeline creation.SDR & Inbound Revenue OperationsOwn the operational infrastructure supporting inbound lead management and SDR workflows.Create feedback loops between Marketing, SDR, and Sales teams to continuously improve lead quality and conversion performance.Monitor and optimize key metrics including speed-to-lead, contact rates, qualification rates, and pipeline generation.Leverage automation and AI-enabled workflows to improve efficiency, responsiveness, and revenue outcomes.Ensure alignment across teams through shared processes, reporting, and accountability.Reporting, Attribution & Revenue InsightsPartner with RevOps to develop and evolve attribution models that accurately measure marketing impact.Build and maintain dashboards that provide visibility into pipeline creation, funnel health, campaign performance, and revenue contribution.Monitor lifecycle conversion rates and proactively identify trends, risks, and optimization opportunities.Deliver actionable insights that help leadership make informed investment and growth decisions.Establish a culture of data-driven decision making across the GTM organization.Process Excellence & Cross-Functional LeadershipDefine and maintain operational frameworks, governance standards, SLAs, and prioritization processes.Lead regular reviews of funnel performance, operational effectiveness, and strategic initiatives.Serve as a trusted partner to Marketing, Sales, SDR, and RevOps leaders.Translate ambiguous business needs into scalable processes, systems, and solutions.Drive alignment across teams to ensure a consistent and efficient customer journey.AI & Automation StrategyIdentify opportunities to leverage AI and automation to improve operational efficiency and business outcomes.Implement AI-driven workflows that enhance data quality, campaign execution, lead management, reporting, and team productivity.Evaluate emerging technologies and scale successful use cases across the GTM organization.Introduce intelligent automation and prompt-driven workflows that reduce manual effort and accelerate execution.Develop and maintain a strategic roadmap for AI adoption within GTM Operations.RequirementsThe ideal candidate will have:10+ years in marketing operations, with a track record that spans multiple stages of company growth. Has owned the full ops function — not just administered tools — at a B2B SaaS company. Has built or inherited a broken stack and made it work. Understands what $50M ARR looks like operationally and what $100M needs to look like.Skills & QualificationsDeep HubSpot expertise as primary admin — architecture, workflows, lifecycle management, and integration designStrong Salesforce fluency — can work directly with RevOps or serve as a de facto admin; understands the Marketing↔CRM data layerHas built multi-touch attribution models and MQL scoring frameworks from scratch, and iterated on them using real conversion data; experience incorporating ICP fit and intent signals (G2, Bombora, 6sense, or equivalent) into lead scoring modelsExperienced with AI-powered sales engagement platforms — Nooks AI or comparable inbound SDR tools; understands how inbound lead routing logic works and how to build the feedback loop between Marketing and SDRComfortable with BI and reporting tools — can build executive-facing dashboards, not just pull dataGenuine curiosity and working knowledge of AI tools and automation — actively explores how AI can accelerate ops workflows, reduce manual work, and improve data quality; not waiting to be told what to adoptVisionary orientation — can see where the function needs to be in 18 months and reverse-engineer the roadmap to get thereHas navigated cross-functional ownership disputes between Marketing, RevOps, and Sales Ops; knows how to establish and hold a RACICulture and values:Our core values, better known as Allego’s Operating Principles, are at the heart of our business. They are the fabric of our culture and central to our approach to work, our customers and with each other. Take a look here!BenefitsAllego offers a comprehensive and competitive benefits program that enables employees to choose the benefits that best fit their needs and the needs of their families. Full time new hires are eligible for most benefits on the first day of employment:Medical/dental/visionUnlimited vacationPaid parental leaveHealth Reimbursement Account (HRA)Flexible Spending Account (FSA)401(k) with matching Short & long term disability, AD&D, life insuranceCompensation:$135,000 - $160,000 base + 10% variable bonus target + equity
Allego is a rapidly growing SaaS technology company in the Boston area and creator of the market-leading Revenue Enablement Platform. Our technology helps Go-To-Market teams build the skills and access the knowledge they need to succeed in every selling situation.
Allego is the only revenue enablement platform to be named a Leader in both the Forrester Wave™ and the inaugural Gartner® Magic Quadrant™ for Revenue Enablement Platforms.
Not only are we growing quickly, but we’ve also been recognized as a top place to work by The Boston Business Journal, The Boston Globe, and Inc. Magazine. In addition, Selling Power named Allego one of the 50 Best Companies to Sell For in both 2025 and 2026.
About the Role:
We're building a modern, scalable go-to-market engine, and this role will be instrumental in shaping how we generate pipeline, accelerate revenue, and operate at scale.
As our GTM Operations leader, you will own the systems, processes, data, and automation that power our revenue engine. You will partner closely with Marketing, RevOps, SDR, and Sales teams to ensure our GTM motion is efficient, measurable, and built for growth.
This is not a traditional marketing operations role focused solely on campaign execution or platform administration. We're looking for someone who can combine strategic thinking, operational excellence, systems expertise, and AI-driven innovation to create a world-class revenue engine.
You thrive in ambiguity, enjoy building scalable processes from the ground up, and are energized by using technology and automation to solve complex business challenges.
Core Responsibilities
GTM Systems & Infrastructure
- Own HubSpot as the primary marketing platform, including architecture, workflows, integrations, lifecycle management, and data governance.
- Partner closely with RevOps and Salesforce teams to ensure seamless data flow and alignment across the revenue funnel.
- Establish scalable standards for campaign setup, data structure, naming conventions, lifecycle stages, and operational governance.
- Drive ongoing optimization of the GTM technology stack to improve efficiency, visibility, and performance.
- Ensure the integrity, accuracy, and accessibility of marketing and funnel data.
Demand Generation Operations
- Own the operational framework supporting demand generation programs from lead capture through qualification, routing, nurture, and handoff.
- Optimize forms, landing pages, conversion paths, enrichment processes, and routing logic to maximize conversion and data quality.
- Build and scale email and nurture infrastructure that supports personalized, journey-based engagement.
- Develop repeatable QA processes, documentation, and governance standards that enable flawless campaign execution.
- Establish clear intake, prioritization, and project management processes for marketing operations initiatives.
Lead Management & Funnel Optimization
- Design and evolve a sophisticated lead management framework that combines:
- ICP fit and account qualification
- Firmographic and technographic data
- Behavioral engagement signals
- Third-party intent data
- Own lead routing, assignment logic, and SLA management across the funnel.
- Continuously refine scoring and qualification models based on conversion, pipeline, and revenue outcomes.
- Identify bottlenecks, friction points, and revenue leakage opportunities and implement solutions to improve funnel performance.
- Partner with SDR and Sales leaders to improve lead quality, conversion rates, and pipeline creation.
SDR & Inbound Revenue Operations
- Own the operational infrastructure supporting inbound lead management and SDR workflows.
- Create feedback loops between Marketing, SDR, and Sales teams to continuously improve lead quality and conversion performance.
- Monitor and optimize key metrics including speed-to-lead, contact rates, qualification rates, and pipeline generation.
- Leverage automation and AI-enabled workflows to improve efficiency, responsiveness, and revenue outcomes.
- Ensure alignment across teams through shared processes, reporting, and accountability.
Reporting, Attribution & Revenue Insights
- Partner with RevOps to develop and evolve attribution models that accurately measure marketing impact.
- Build and maintain dashboards that provide visibility into pipeline creation, funnel health, campaign performance, and revenue contribution.
- Monitor lifecycle conversion rates and proactively identify trends, risks, and optimization opportunities.
- Deliver actionable insights that help leadership make informed investment and growth decisions.
- Establish a culture of data-driven decision making across the GTM organization.
Process Excellence & Cross-Functional Leadership
- Define and maintain operational frameworks, governance standards, SLAs, and prioritization processes.
- Lead regular reviews of funnel performance, operational effectiveness, and strategic initiatives.
- Serve as a trusted partner to Marketing, Sales, SDR, and RevOps leaders.
- Translate ambiguous business needs into scalable processes, systems, and solutions.
- Drive alignment across teams to ensure a consistent and efficient customer journey.
AI & Automation Strategy
- Identify opportunities to leverage AI and automation to improve operational efficiency and business outcomes.
- Implement AI-driven workflows that enhance data quality, campaign execution, lead management, reporting, and team productivity.
- Evaluate emerging technologies and scale successful use cases across the GTM organization.
- Introduce intelligent automation and prompt-driven workflows that reduce manual effort and accelerate execution.
- Develop and maintain a strategic roadmap for AI adoption within GTM Operations.
Requirements
The ideal candidate will have:
10+ years in marketing operations, with a track record that spans multiple stages of company growth. Has owned the full ops function — not just administered tools — at a B2B SaaS company. Has built or inherited a broken stack and made it work. Understands what $50M ARR looks like operationally and what $100M needs to look like.
Skills & Qualifications
- Deep HubSpot expertise as primary admin — architecture, workflows, lifecycle management, and integration design
- Strong Salesforce fluency — can work directly with RevOps or serve as a de facto admin; understands the Marketing↔CRM data layer
- Has built multi-touch attribution models and MQL scoring frameworks from scratch, and iterated on them using real conversion data; experience incorporating ICP fit and intent signals (G2, Bombora, 6sense, or equivalent) into lead scoring models
- Experienced with AI-powered sales engagement platforms — Nooks AI or comparable inbound SDR tools; understands how inbound lead routing logic works and how to build the feedback loop between Marketing and SDR
- Comfortable with BI and reporting tools — can build executive-facing dashboards, not just pull data
- Genuine curiosity and working knowledge of AI tools and automation — actively explores how AI can accelerate ops workflows, reduce manual work, and improve data quality; not waiting to be told what to adopt
- Visionary orientation — can see where the function needs to be in 18 months and reverse-engineer the roadmap to get there
- Has navigated cross-functional ownership disputes between Marketing, RevOps, and Sales Ops; knows how to establish and hold a RACI
Culture and values:
Our core values, better known as Allego’s Operating Principles, are at the heart of our business. They are the fabric of our culture and central to our approach to work, our customers and with each other. Take a look here!
Benefits
Allego offers a comprehensive and competitive benefits program that enables employees to choose the benefits that best fit their needs and the needs of their families. Full time new hires are eligible for most benefits on the first day of employment:
- Medical/dental/vision
- Unlimited vacation
- Paid parental leave
- Health Reimbursement Account (HRA)
- Flexible Spending Account (FSA)
- 401(k) with matching
- Short & long term disability, AD&D, life insurance
Compensation:$135,000 - $160,000 base + 10% variable bonus target + equity
Allego is a rapidly growing startup in the corporate training market. Harnessing the power of mobile, video, and peer learning, the Allego sales learning platform reinvents traditional training to help reps achieve quota faster and more consistently. We are cash flow positive, with tens of thousands of global users across a range of industries.
Allego is a rapidly growing startup in the corporate training market. Harnessing the power of mobile, video, and peer learning, the Allego sales learning platform reinvents traditional training to help reps achieve quota faster and more consistently. We are cash flow positive, with tens of thousands of global users across a range of industries.
