Job Description

What We Do:

Florence software advances cures by helping the world’s most important research sites do their best work. Our solutions are now used by over 30,000 research teams in 70 countries around the world—we’re the most widely deployed site workflow tool in the industry. By the end of the decade, we’ll double the pace at which new medicines get to market by doubling the output of trial site teams. To date, we were named a Deloitte Fast 50 business, G2 Category Leader, an Inc. & AJC best place to work, and an Inc. 5000 company five years in a row.

At Florence, we are committed to make the world a better place by accelerating research while providing an environment for our employees where they can be happy in their lives, enjoy their jobs, and grow.

What You’ll Bring to The Team:

This is a hands-on, execution-focused marketing operations role at the center of Florence’s revenue operations engine on the GTM Strategy and Enablement team. You’ll sit at the intersection of marketing, sales, and revenue operations, owning the day-to-day execution inside our GTM tech stack, ensuring campaigns run, leads flow, pipeline grows, and reporting is accurate. You’ll be a trusted partner to marketing, BDR, and sales teams, ensuring the engine runs smoothly from first touch to closed-won.

You Will:

Marketing Process & Campaign Execution

• Execute within our GTM stack: HubSpot, Salesforce, Wordpress, Cvent, 6sense, Gong, Spekit, LinkedIn Sales Navigator, Clay, and other AI tools
• Own the day-to-day execution of marketing programs, including:
• List and Segment Building
• Campaign setup and QA
• Webinar and event operational support
• HubSpot workflows and nurture programs
• Scoring models and MQL criteria
• Manage UTM taxonomy, attribution tracking, and campaign performance visibility
• Administer and optimize 6Sense segments and in-market account identification
• Create dynamic audience segments to support targeted outreach across personas and industries

Data, Reporting & Business Rhythm

• Own full-funnel reporting: MQL → SQL → SAL → Pipeline → ARR
• Build and maintain in-app dashboards and recurring performance reporting used by GTM leadership and company executives
• Ensure data accuracy and consistency across CRM and marketing platforms
• Deliver ad-hoc analysis that answers real business questions; not just dashboards
• Partner with AEs, BDRs, marketing, and sales operations on full-funnel hygiene, deal progression, process clarity
• Act as an independent auditor of pipeline health, becoming an expert in top-funnel conversions, pipeline velocity, and demand generation drivers
• Analyze full-funnel KPIs like and pipeline velocity, surfacing actionable insights to GTM leaders proactively
• Support annual planning, ICP definitions, segmentation and other ongoing strategic initiatives
• Ensure clean and consistent handoffs across marketing → BDRs → sales →

Process Execution & Governance

• Maintain and enforce data governance standards around lifecycle stage adoption, field usage
• Deduplication, and enrichment workflows
• Create and maintain SOPs for GTM processes
• Drive adoption through end-user training on processes and reporting, often aligning with Sales Enablement
• Support rollout of new workflows and tools in partnership with GTM Systems

Partnering with GTM Systems

You will be a critical partner to the GTM Systems team, who own:

• System architecture and integrations
• Data model design and cross-platform data flow
• Vendor/tool evaluation and stack strategy
• Backend automation infrastructure

You’ll provide input, surface issues, and help operationalize changes and enhancements to the underlying architecture.

The Ideal Candidate Has:

• 5+ years in GTM, marketing, sales, or revenue operations in a high-growth B2B SaaS company
• Deep, hands-on experience in HubSpot (Marketing Hub + CRM)
• Strong working knowledge of Salesforce and cross-system processes
• Experience with tools like 6Sense, Gong, Clay, or similar platforms
• Proven ability to:
• Build workflows and manage campaigns
• Maintain clean pipeline and lead processes
• Translate data into actionable insights
• Strong understanding of:
• Lead lifecycle and funnel metrics
• Attribution and UTM strategy
• Pipeline health and forecasting inputs
• Highly detail-oriented with strong execution skills; you notice when something’s off
• Ability to manage multiple stakeholders and prioritize across competing requests

What’s in it for you?

• Do well. We offer a competitive compensation package, medical and dental insurance, and office space in the heart of the city.
• Do good. We insist that health technology is the highest calling for software development. We pride ourselves on working on something bigger than ourselves; helping advance cures and therapies.
• Make the leap. Join our high-output culture to create innovative, modern, and purposeful software solutions.

Florence supports workplace diversity and does not discriminate on the basis of race, color, religion, gender identity or expression, national origin, age, military service eligibility, veteran status, sexual orientation, marital status, physical disability, or any other protected class.

Please be cautious of potential recruitment fraud. If you are interested in exploring opportunities at Florence Healthcare, please go directly to our Careers Page Florence Healthcare will never ask you to pay a fee or download software as part of the interview process with our company. In addition, Florence Healthcare will not ask for your personal banking information until you have signed an offer of employment and completed onboarding paperwork that is provided by our People Operations team. All communications with Florence Healthcare employees will only be sent from @florencehc.com email addresses.