GTM Ops & CRM Manager

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About the job

We're looking for an experienced GTM Operations & CRM Manager to own and evolve the systems, data and processes that underpin Pelion's go-to-market and commercial operations. This role will sit at the centre of how the business executes, ensuring HubSpot is a trusted system of record, well integrated with internal platforms, and able to deliver clear insight into pipeline health, sales execution, service delivery and GTM effectiveness.

The successful candidate, reporting to our Head of Growth, will be a hands-on operator who combines strong CRM expertise with a deep understanding of go-to-market and operational processes. They will partner closely with Sales, Marketing, Operations, Service Delivery and Product teams to improve execution, enable scale, and drive measurable impact across the commercial funnel.

What you will be doing

1. HubSpot CRM ownership (business-wide)

• End-to-end ownership of HubSpot across GTM, Sales, Operations, Service and Support
• Manage users, permissions, roles, and access controls in partnership with IT
• Act as the primary point of contact for CRM issues, requests, and enhancements
• Ensure HubSpot reflects current business processes and operating models

1. CRM architecture, development & governance

• Own the HubSpot data model across all standard and custom objects design, create, and maintain:
  • Custom objects and properties
  • Pipelines, lifecycle stages, and associations
  • Workflows, automation, and validation rules
  • Act as gatekeeper for CRM changes to ensure scalability and data integrity
  • Maintain documentation and change controls for all major CRM updates

1. Platform integration & data sync

• Support and manage the integration between Pelion systems and HubSpot
• Ensure reliable two-way data sync, including:
  • Account, usage, and commercial signals
  • Monitor integration health and data accuracy
• Partner with engineering, product, IT and finance to evolve integrations as needed

1. Automation, alerts & operational workflows

• Build and maintain alerts and automation to support:
  • Deal renewal prompts and expansion signals
  • Pipeline hygiene and lead/deal progression
  • Service and support ticketing requirements
  • Proactively identify manual processes that can be automated
  • Ensure automation supports, not overrides good sales behaviour

1. GTM, sales & pipeline reporting

• Own dashboards and reporting for core GTM and sales processes, including:
  • Funnel and pipeline performance
  • Activity, conversion, and velocity metrics
  • Build reporting that supports forecasting confidence and pipeline inspection

1. Sales methodology & execution support

• Maintain and evolve HubSpot to support Pelion's MEDDIC sales methodology
• Ensure CRM fields, stages, and reporting align with MEDDIC principles
• Support visibility into deal quality, risk, and qualification
• Partner with Sales leadership to improve deal inspection and execution

1. Data quality, hygiene & governance

• Define and enforce CRM data standards and definitions
• Own hygiene reporting and remediation processes
• Identify data gaps, inconsistencies, and risks
• Drive improvements in data discipline through process, automation, and training
• Own the CRM/GTM Ops improvement roadmap

1. Enablement, training & adoption

• Deliver ongoing CRM training for GTM, Sales, and Operations teams
• Support onboarding of new users and teams
• Create lightweight documentation and best-practice guidance
• Drive consistent CRM usage across the business

What we're looking for

• Experience of leading and owning CRM systems
• Strong hands-on experience managing HubSpot CRM across Sales, Marketing, Service and Operations
• Experience supporting Sales and Marketing teams in a B2B environment
• Strong understanding of GTM funnels, pipeline management, and sales metrics
• Experience building workflows, automation, and reporting
• Comfortable working with data, integrations, and APIs (at a practical level)

Nice to have

• Experience in GTM Ops, RevOps, or Sales Operations
• Familiarity with MEDDIC or similar sales methodologies
• Experience supporting renewals, expansions, or customer lifecycle reporting
• Experience working with product or usage data in CRM systems
• Knowledge of B2B tooling such as G2, Usergems, HeyReach, Funnel.io, Google Analytics

Why Pelion?

Pelion: IoT Connectivity Made Effortless.

Pelion provides the World's best connectivity for the World's biggest names, and the most innovative and inspiring IoT devices. We can only do this by working with the most innovative and inspiring people.

Join Pelion and become part of a deeply connected and collaborative community, where mutual support and collective growth drive us all forward. Embrace change with us as we lead the evolution of IoT, fostering clarity, trust, and accountability in our mission to create a well-connected world for everyone.

So, if you're ready to thrive in an incredible team and lead in one of the fastest growing technology sectors, then we want you on our team!

Pelion is an IoT connectivity MVNO that provides simple, secure connectivity for IoT devices. With a track record spanning back over 20 years, Pelion has been at the forefront of shaping IoT connectivity as an innovator delivering marketing leading solutions focused on our customer's success.

Benefits:

- Flexible, hybrid (3 Days in our Glasgow Office)

- 25 days holiday, plus 5 days Take 5 and 8 bank holidays a year

- 7% employer pension contribution

- Access to comprehensive health and dental plans

- Health assessment

- Worldwide travel insurance

We are an Equal Opportunity Employer and do not discriminate against any employee or applicant.