Senior B2B Funnel Strategy & Automation Manager

• Own the end-to-end partner acquisition, activation, and retention funnel strategy and execution, ensuring scalable growth across acquisition channels and partner segments.
• Design, implement, and continuously optimize lifecycle funnels and partner journeys across marketing and commercial touchpoints. This includes automated and assisted onboarding flows (e.g., self-onboarding, call-center–supported activation) as well as segment-specific lifecycle journeys (e.g., Longtail automation).
• Ensure structural alignment between marketing initiatives, partner routing logic, performance tactics, and downstream commercial follow-up across the funnel to enable seamless progression from acquisition to activation.
• Partner with Performance Marketing, Commercial, Product, and Pricing teams to implement funnel journeys, improve lead nurturing and conversion, and ensure effective operational handover between marketing and commercial ownership.
• Drive CAC/LTV optimization initiatives by identifying funnel inefficiencies and implementing scalable automation and lifecycle strategies that reduce acquisition costs while improving long-term partner value.
• Own and evolve HubSpot lead scoring, routing logic, ICP definition, and lifecycle automation frameworks, ensuring alignment with Sales and Commercial Operations and driving continuous optimization of partner lead management processes.
• Proven experience in designing and optimizing end-to-end acquisition, activation, or retention funnels in a B2B environment.
• Strong understanding of lifecycle marketing, onboarding journeys, and partner/customer activation mechanics.
• Hands-on experience with CRM and marketing automation platforms (e.g., HubSpot).
• CRM experience working with triggered communications.
• Experience working with customer segmentation models (e.g., ICP, behavioral segmentation, value-based segmentation such as Share of Wallet) to drive differentiated lifecycle strategies.
• Demonstrated ability to identify funnel inefficiencies and implement scalable process or automation improvements that impact activation, conversion, CAC, or long-term value (LTV).
• Experience collaborating cross-functionally with Performance Marketing, Commercial/Sales, Product, and Data teams to operationalize lifecycle journeys and improve funnel conversion.
• Strong analytical mindset and ability to work with performance metrics such as activation rate, conversion rate, CAC, retention, and partner value.
• Ability to translate business needs into automation logic, lifecycle journeys, and scalable partner engagement processes.
• Experience in designing and running A/B tests across lifecycle or onboarding journeys to improve activation and conversion rates.
• Experience working with ABM campaigns.
• English - B2
• Flexible schedules and opportunity to work remotely.
• Ambitious and supportive team who love what they do, appreciate each other, and grow together.
• Internal programs for adaptation and training, development of soft skills, and leadership abilities.
• Partial compensation for participating in external training and conferences.
• Corporate English school: Group and individual lessons, speaking clubs with colleagues from all over the world.
• Corporate prices on hotels and travel services.
• MyTime Day Off - an extra non-working day without loss of compensation.

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