Skill Up Mena
About the Role

We are growing our marketing and sales operations team and looking for a skilled CRM & Marketing Automation Specialist to take full ownership of our HubSpot environment. This is a newly dedicated role, established for the strategic priority of CRM management in the business, and we need someone who can build, manage, and continuously improve how we capture, qualify, and convert leads.
You will be the go-to person for everything CRM-related: system configuration, lead workflows, automation sequences, data quality, and performance reporting. You will work closely with both the marketing and sales teams, ensuring our CRM is not just maintained, but actively leveraged as a growth tool.
This role is ideal for someone who is equally comfortable thinking strategically about customer journeys and rolling up their sleeves to build a workflow in HubSpot. The position sits within Skillup MENA's high-volume Business Development and Sales cycle across Saudi Arabia, UAE, Qatar, Oman, Kuwait, and Iraq.


Core Responsibilities
The following responsibilities cover the day-to-day scope of the role. Skillup-specific operational detail is captured separately in the next section.

1. CRM Management & Data Integrity
Own and maintain the HubSpot CRM as the primary system administrator:
  • Maintain accurate, clean, and consistently structured contact, company, and deal records across all lifecycle stages.
  • Define and enforce data entry standards and field usage conventions to prevent duplication and inconsistency.
  • Conduct regular database audits to identify and resolve data quality issues, outdated records, and inactive contacts.
  • Manage user access, permissions, and CRM settings to ensure the system remains organised and secure.

2. Lead Management & Nurturing
Act as the operational hub between marketing-generated leads and sales follow-up:
  • Oversee the full lead lifecycle from initial capture through qualification, assignment, nurturing, and handoff to sales.
  • Build and maintain lead scoring models to prioritize high-intent leads for faster sales response.
  • Set up and monitor lead assignment rules to ensure the right lead reaches the right person at the right time.
  • Track and reduce lead leakage by identifying points in the funnel where leads drop out or go unattended.

3. Marketing Automation & Workflows
Design and manage automations that make the marketing and sales process faster, smarter, and more consistent:
  • Build HubSpot workflows covering enrolment triggers, follow-up sequences, internal notifications, lifecycle stage transitions, and deal creation.
  • Create and manage email and SMS sequences, including welcome flows, re-engagement campaigns, post-event follow-ups, nurturing tracks, and sales outreach cadences.
  • Automate repetitive manual tasks across marketing and sales to reduce time-to-action and improve consistency.
  • Regularly audit and optimize existing automations to remove redundancy, resolve errors, and improve performance.

4. Reporting & Performance Analysis
Turn CRM data into actionable insights for leadership, marketing, and sales:
  • Build and maintain dashboards and reports in HubSpot tracking lead volume, conversion rates, pipeline health, email performance, and campaign ROI.
  • Identify conversion bottlenecks in the funnel and make data-backed recommendations for improvement.
  • Support marketing campaign tracking by ensuring UTM parameters, form submissions, and source data are captured and attributed accurately.
  • Deliver the regular reporting cadence to leadership (detailed in the BD & Sales section below).

5. Cross-Team Collaboration
This role sits at the intersection of marketing and sales, success depends on strong collaboration:
  • Work with the marketing team to ensure campaigns are properly configured in HubSpot, with correct segmentation, enrolment, and tracking.
  • Work with the sales team to understand pipeline needs, friction points, and feedback on lead quality.
  • Participate in marketing-sales alignment meetings and act as the CRM voice in planning discussions.
  • Train and support team members on HubSpot usage, best practices, and new features as they are rolled out.

6. HubSpot BD & Sales Operations — Skillup-Specific Scope
Skillup MENA operates a high-volume BD and Sales cycle across the GCC. The responsibilities below are unique to our environment and go beyond standard CRM administration. Where they expand on a topic already introduced above, they are the operational source of truth.

7. Lifecycle Stage Framework & Governance
Skillup operates a single, unified lifecycle stage framework across contacts and companies:
  • Framework: Lead → BD Qualified Lead → SQL → Opportunity → Customer → Unqualified Contact.
  • Maintain and enforce this framework across the BD pipeline. Build and manage the workflows that automate stage transitions based on deal creation, meeting outcomes, and activity triggers, including the Clear-then-Set pattern for backward stage movements and ongoing suppression of unused custom stages.
  • Monitor Opportunity stage bloat, run monthly checks to identify contacts sitting in Opportunity with no open deal, and trigger the appropriate reclassification workflow (BD Qualified Lead for recently active contacts; Lead for stale or never-contacted records). Target: Opportunity stage should only contain contacts with an active open deal.
  • Manage and grow the Unqualified Contact segment, ensure disqualified leads, Closed Lost deal contacts, and 7-touch-no-response BD leads are correctly reclassified and suppressed from active sequences, with a re-engagement eligibility check after 6 months.

8. BD Pipeline & Lead Object Management
  • Own the Lead object setup in HubSpot, ensure all BD reps create Lead records correctly linked to contacts and companies, and that all outreach activities (calls, notes, emails) are logged from inside the Lead record to enable Lead-level reporting.
  • Implement and maintain the BD 7-touch cadence SOP in HubSpot Sequences — build country-specific and industry-specific email sequences (KSA, UAE, Qatar, Oman, Kuwait) aligned to the BD outreach playbook, with correct enrolment logic, suppression lists, and reply-triggered notifications to company owners.

9. Discovery Meeting & Sales Handoff Workflow
  • Own the Discovery Meeting infrastructure in HubSpot individual and team scheduling pages for Sales reps, pre-meeting automation workflows (lifecycle update to SQL, rep prep tasks, prospect confirmation, and reminder emails), and post-meeting workflows triggered by meeting outcome (Qualified, Disqualified, No Show).
  • Configure and maintain HubSpot Meeting Notetaker and Smart Deal Progression for all Sales seat holders, ensuring transcripts are captured, AI-suggested CRM updates are reviewed after each discovery call, and deals are created from inside meeting records to lock deal-to-meeting attribution.
  • Build and maintain the BD-assisted deal attribution model — "BD Rep" and "Deal Source" custom properties on deals, workflows that stamp BD rep identity at the moment of meeting booking, and reports that track BD-sourced pipeline value separately from inbound or renewal revenue.

10. Sales Seat Utilization & User Management
  • Conduct quarterly Sales seat utilization reviews, analyze call volumes, sequence usage, meeting scheduling activity, and deal creation per user to determine whether each user's seat type (Sales vs Core) is justified by actual HubSpot activity.
  • Manage pipeline access controls and deal stage permissions, configure Pipeline Rules to restrict who can move deals to Closed Won or Closed Lost, enforce required fields before stage progression, and maintain deal edit permissions by user role to preserve data integrity.

11. BD & Sales Performance Reporting
  • Build and maintain the core BD performance dashboard, dial-to-connect rate, connected call-to-meeting conversion rate (denominator is connected calls, not total dials), meeting-to-deal conversion rate, deal attribution by BD rep, and no-show rate by rep and market.
  • Build and maintain the Sales pipeline dashboard, open deal value by stage, closed won vs closed lost rates, time-in-stage analysis, and monthly deal creation trends. Surface deals with no activity in 30+ days and escalates to the relevant manager.
  • Deliver a weekly BD activity report and a monthly CRM health report to leadership, covering lifecycle stage distribution, call and meeting volumes, conversion rates at each funnel stage, and data quality scores. Flag anomalies proactively before they are raised by management.

12. Third-Party Integration Management
  • Maintain and optimize all active HubSpot integrations, Maqsam (call logging and disposition tracking), contact enrichment tools (Lusha, SignalHire, Full Enrich), LinkedIn Sales Navigator, and Microsoft Outlook calendar sync. Ensure data flows correctly between tools and HubSpot without duplication or data loss.
  • Manage the Maqsam-HubSpot integration, specifically ensuring all inbound and outbound calls are correctly logged against contact and company records, and build the workflow logic that associates Maqsam calls to open Lead records for accurate touchpoint attribution.
  • Act as the first point of contact for integration issues, diagnose when Maqsam calls are not logging correctly, when enrichment data is not syncing, or when calendar events are not creating HubSpot meeting records, and resolve or escalate within 24 hours.

Requirements
Essential
  • Minimum 2 years of hands-on experience in CRM management, marketing automation, or a closely related RevOps role.
  • Proven experience using HubSpot CRM, contacts, companies, deals, pipelines, and properties.
  • Experience building and managing HubSpot workflows and automation sequences.
  • Strong understanding of lead management principles: scoring, segmentation, lifecycle stages, and nurturing.
  • Solid analytical skills, comfortable working with data, building reports, and deriving insights.
  • Excellent attention to detail, particularly around data accuracy and process documentation.
  • Strong communication skills, able to translate technical CRM concepts into clear guidance for non-technical colleagues.
Preferred
  • HubSpot Marketing Hub experience, managing email campaigns, forms, landing pages, and campaign reporting.
  • HubSpot certifications (CRM, Marketing, Sales, or RevOps tracks).
  • Familiarity with Revenue Operations (RevOps) concepts and marketing-sales alignment frameworks.
  • Experience integrating HubSpot with third-party tools such as call platforms (e.g., Maqsam), enrichment tools (Lusha, SignalHire), LinkedIn Sales Navigator, or calendar systems.
  • Knowledge of sales funnel optimization and conversion rate improvement methodologies.
  • Experience creating and maintaining CRM documentation and SOPs.

What Success Looks Like
  • At 30 days: You have completed a full CRM audit, the database is clean, and dashboards are in place.
  • At 60 days: Core automation workflows are live, lead assignment is reliable, and the team is using the CRM consistently.
  • At 90 days: Conversion rates are measurably improving, reporting is trusted by leadership, and the CRM is a competitive advantage rather than an overhead.

What We Offer
  • A central, high-visibility role with direct impact on marketing and sales performance.
  • Close collaboration with leadership and cross-functional teams.
  • Freedom to build and improve processes from the ground up; this is not a maintenance-only role.
  • A supportive environment that values initiative, analytical thinking, and continuous improvement.
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