Growth Executive

Overview

You're the HubSpot owner and demand generation operator. You run outbound campaigns, optimize conversion across the funnel, maintain data hygiene so the team can trust pipeline reports, and build the systems/processes that turn leads into meetings. This is part rev ops, part growth marketing - less about content creation, more about campaign execution and making sure the CRM actually works.

Role Snapshot

Company Context

Stage: Established (93 employees, working with NHS)

Size: 93 employees

Growth: Building GTM infrastructure from scratch - you're the first dedicated growth/ops hire

Market Position: Niche medtech player scaling commercial motion

GTM Reality

Current State:

• Small company (93 people) that's been doing founder-led or relationship sales
• Now building a scalable, repeatable GTM engine
• HubSpot exists but data quality is inconsistent (CSO specifically called this out)
• Limited marketing infrastructure - you're building demand gen function

Your Mission:

• Build outbound campaign engine to support self-sourcing AEs and new Commercial Engagement Exec
• Create visibility into what's actually working (lead sources, conversion rates, pipeline velocity)
• Make HubSpot the source of truth so forecasting isn't guesswork

What You'll Actually Do

Time Breakdown

Campaign Execution (35%) | HubSpot Admin/Data (30%) | Reporting/Analysis (20%) | Strategic Planning (15%)

Key Activities

• Campaign Management: Build and run outbound sequences in HubSpot (email, LinkedIn, task workflows for AEs). Test messaging, optimize timing, A/B test subject lines. You're creating the templates and sequences that reps use for prospecting. Track open rates, reply rates, meeting conversion. Most campaigns will underperform initially - healthcare buyers don't respond to generic outreach.

• HubSpot Administration: Clean up duplicate records, standardize data entry, build required fields and validation rules, create deal stages that match actual sales process, set up automation to reduce manual data entry. You'll spend hours finding and merging duplicate contacts because reps have been entering data inconsistently. Build dashboards so CSO can see pipeline by stage, rep, region without exporting to Excel.

• Conversion Rate Optimization: Analyze drop-off points in funnel. Why are discovery calls not converting to demos? Why do demos stall before proposals? Build reports to identify bottlenecks. Work with AEs to understand what's breaking down. Test different qualification criteria or handoff processes.

• Lead Gen & List Building: Research and build target account lists (NHS trusts, healthcare providers, labs). Use ZoomInfo/LinkedIn Sales Nav/Healthcare databases to find right contacts. Upload into HubSpot with proper segmentation. Create scoring models to prioritize accounts.

• Reporting & Forecasting Support: Build weekly/monthly pipeline reports. Track leading indicators (meetings booked, discovery calls completed, proposals sent). Help CSO understand forecast accuracy and where pipeline is healthy vs at risk. You're the person who can actually answer "how many deals do we need in stage 3 to hit this quarter's number?"

The Honest Reality

What's Hard

• You're building infrastructure from scratch with no playbook. There's no demand gen manager above you setting strategy - you're figuring it out.
• Data cleanup is tedious. You'll spend weeks fixing duplicate records, incomplete fields, and deals in wrong stages before you can build useful reports.
• Healthcare marketing is hard - can't just run LinkedIn ads to NHS procurement people. Outbound requires research, personalization, and persistence. Most campaigns will have low response rates.
• You're supporting reps who may resist process changes or complain that HubSpot is "too much admin." You have to sell them on why clean data matters.
• Small company means limited budget. You're not running big paid campaigns - you're scrappy, testing things, building lists manually.
• Success takes time to prove. You'll be 3-4 months in before you can show meaningful conversion rate improvements or campaign ROI.

What Success Looks Like

• HubSpot data is clean enough that weekly pipeline reviews don't require Excel exports and manual cleanup
• Outbound campaigns generating 10-15 qualified meetings per month for the team
• Conversion rates improving across key funnel stages (e.g., discovery-to-demo from 30% to 45%)
• CSO can pull a pipeline report and actually trust the numbers for forecasting
• Documented processes for lead routing, data entry standards, campaign workflows that new hires can follow

Who You're Supporting

Internal Stakeholders:

• CSO (Tina Marshall) - needs visibility into pipeline health and forecast accuracy
• Regional Business Manager - needs target account lists and outbound sequence support
• Commercial Engagement Executive - needs clean leads, meeting booking workflows, follow-up sequences
• Future sales hires - your systems/processes become their enablement

What They Need From You:

• Reliable pipeline data they can use for decision-making
• Effective outbound campaigns that generate meetings
• A CRM that helps them sell rather than creates admin burden
• Insights on what's working so they can prioritize high-value activities

Requirements

• 2-4 years in rev ops, sales ops, or growth/demand gen role
• Strong HubSpot experience (admin level - workflows, reporting, data management)
• Comfortable with data: building reports, analyzing conversion funnels, finding insights in messy CRM data
• Experience running outbound campaigns (email sequences, LinkedIn outreach, calling campaigns)
• Self-directed - you're defining priorities, not executing someone else's plan
• Organized and process-oriented enough to create systems from scratch
• Comfortable in small company environment where you wear multiple hats