Senior Marketing & Revenue Operations Lead (Fractional to Full-Time) (Remote)

🚀 Job Overview

Antavo is seeking a Senior Marketing & Revenue Operations Lead to drive their revenue attribution and opportunity generation efforts. This is a strategic role that begins as a fractional (part-time) position with a clear transition path to a full-time leadership role as the company scales. You'll be responsible for connecting marketing activities to revenue outcomes, optimizing the sales pipeline, and providing data-driven insights to executive leadership to support Antavo's growth in the loyalty management platform market.

ASSUMPTION: The role appears to be at a senior management level with potential for executive leadership based on the reporting relationships and strategic responsibilities described.

📋 Key Responsibilities

• ✅ Develop and implement revenue attribution frameworks to prove and optimize the commercial impact of marketing and partnership activities
• ✅ Identify and address leaky funnel issues to optimize lead conversion and meet opportunity generation targets
• ✅ Optimize marketing budget allocation across key regions and strategic verticals
• ✅ Collaborate with the Chief Sales Officer to align on opportunity creation, regional focus, and ARR goals
• ✅ Partner with the CSO and CFO to provide accurate monthly forecasts for opportunity creation and new bookings
• ✅ Build and maintain dashboards to track marketing performance against KPIs
• ✅ Hold marketing and partnership teams accountable for performance with strategic insights
• ✅ Conduct a full audit of current lead generation, attribution tracking, and reporting processes (Month 1)
• ✅ Engage stakeholders to align on reporting needs and create a strategic roadmap (Month 2)
• ✅ Develop and refine a revenue attribution framework with dashboards (Months 3-6)
• ✅ Scale the function and align marketing investments with business growth targets (Beyond 6 months)

🎯 Required Qualifications

Education: Not specified

Experience: 5+ years in Revenue Operations (RevOps), Marketing Operations, or Growth Marketing roles

Skills:

• Experience in enterprise SaaS martech
• Proven experience in lead attribution, pipeline analysis, and revenue forecasting
• Expertise in HubSpot (or similar CRM/marketing automation tools)
• Experience with Google Analytics and ad platforms (Google Ads, LinkedIn Ads)
• Strong understanding of B2B SaaS marketing metrics and sales pipelines
• Ability to interpret complex data and translate it into strategic insights
• Experience in managing multi-million euro marketing budgets
• Excellent communication skills with executive stakeholders
• Ability to work in European working hours

ASSUMPTION: While no specific education requirements are mentioned, this senior-level position likely assumes at least a bachelor's degree in marketing, business, or a related field given the strategic nature and experience requirements.

💰 Compensation & Benefits

Salary Range: Not specified

Benefits:

• Career advancement opportunities
• Antavo Care (Private Health Insurance & Mental Health Support)
• Remote-first work environment
• International team environment

Industry Comparison: Not specified

ASSUMPTION: Given the senior leadership level and the company's Series B funding stage, compensation is likely to be competitive for a senior marketing operations role in a scale-up SaaS company, potentially including equity components, though this is not explicitly stated.

🔍 Company Context

Industry Position: Antavo is a VC-backed scale-up disrupting the loyalty management market through innovative omnichannel technologies. The company is recognized by Gartner and Forrester as a leading pure-play loyalty management platform.

Company Size: 100+ employees from 10 different nationalities

Company Stage: Scale-up preparing for Series B fundraising

ASSUMPTION: Based on the mention of "scale-up" status, VC backing, and Series B preparation, Antavo appears to be in a growth phase with established market recognition but still scaling operations and revenue.

📊 Role Analysis

Career Level: Senior with path to leadership

Reporting Structure: Reports to Zsuzsa Kecsmar, Co-founder and Chief Strategy Officer

Team Size/Composition: Will work with the Global Head of Marketing, Head of Partnership, Chief Sales Officer, and Chief Operating Officer

Growth Opportunities: Clear path from fractional to full-time leadership role with potential involvement in Series B fundraising preparation

ASSUMPTION: This role appears to be positioned as a key strategic hire with significant influence on marketing strategy and revenue operations, with potential to grow into an executive position as the company scales.

🌍 Location & Work Environment

Office Type: Remote-first

Geographic Context: Not location-specific, but requires working in European working hours

Work Schedule: Fractional (part-time) initially, transitioning to full-time

Regional Considerations: International team environment with colleagues from 10 different nationalities

ASSUMPTION: While the role is remote, the European working hours requirement suggests the company's core operations and key stakeholders are likely based in Europe, requiring availability during those time zones.

💼 Interview & Application Insights

Typical Process: For senior RevOps roles in SaaS companies, expect initial screenings, technical assessments of marketing operations knowledge, and multiple interviews with key stakeholders mentioned in the job description.

Key Assessment Areas: Expertise in attribution modeling, pipeline analysis, marketing technology stack management, and strategic communication skills.

Application Tips: Highlight specific examples of how you've connected marketing activities to revenue outcomes, optimized marketing spend, and improved pipeline visibility.

ATS Keywords: RevOps, Marketing Operations, HubSpot, pipeline analysis, revenue attribution, forecasting, marketing metrics, lead generation, marketing ROI, marketing automation, SaaS

ASSUMPTION: These insights are based on industry standards for similar RevOps roles in SaaS companies unless specifically mentioned in the job posting.

🛠️ Tools & Technologies

• HubSpot or similar CRM/marketing automation platforms
• Google Analytics
• Ad platforms (Google Ads, LinkedIn Ads)
• SEO tools (Ahrefs, Search Console) - listed as "nice to have"
• CRO tools (Hotjar) - listed as "nice to have"
• Data visualization and dashboard tools (likely Tableau, Power BI, or similar)

ASSUMPTION: While not explicitly mentioned, data visualization tools are likely necessary for the dashboard creation responsibilities mentioned in the role. Other standard marketing analytics and reporting tools may also be used.

👔 Cultural Fit Considerations

Company Values: Customer-centric, innovative, entrepreneurial, passionate, fearless

Work Style: Dynamic, no "corporate-BS" environment, fast-paced scale-up culture

Self-Assessment: Consider your comfort with working in a rapidly growing environment that values innovation and entrepreneurial thinking. Are you comfortable with the transition from fractional to full-time work? Can you thrive in a remote-first, international team environment?

ASSUMPTION: The company culture appears to value autonomy, innovation, and direct impact, which suggests they seek candidates who are self-motivated and can operate effectively with limited direction.

⚠️ Potential Challenges

• Managing the transition from fractional to full-time role while delivering on ambitious goals
• Building attribution systems from what appears to be a less mature starting point (given the emphasis on creating new frameworks)
• Working with multiple senior stakeholders across different departments (Sales, Marketing, Partnerships, Finance)
• Balancing tactical implementation with strategic leadership responsibilities
• Working remotely with an international team across potentially different time zones while maintaining European working hours

ASSUMPTION: These potential challenges are inferred from the job description and common challenges in similar roles and company stages. Your actual experience may vary based on the company's specific situation.

📈 Similar Roles Comparison

This role combines elements of several positions that might exist separately in larger organizations:

• Marketing Operations Manager: More focused on marketing technology and operational processes
• Revenue Operations Director: Typically focused on sales operations and revenue forecasting
• Marketing Analytics Lead: Narrower focus on data analysis without the strategic implementation component
• Growth Marketing Manager: Usually more focused on campaign execution rather than attribution and analytics

The breadth of this role suggests a significant opportunity to shape marketing operations and strategy in a growing company, with more direct impact than might be possible in larger organizations with more specialized roles.

ASSUMPTION: This comparison is based on standard industry role definitions and may vary based on specific company structures and definitions.

📝 Sample Projects

• Developing a comprehensive attribution model linking marketing activities to pipeline generation and closed revenue
• Creating executive dashboards showing marketing ROI across channels and regions
• Auditing and restructuring the lead-to-opportunity conversion process to improve conversion rates
• Implementing reporting systems to track marketing and partnership influence on opportunities and revenue
• Developing budget allocation models to optimize marketing spend across regions and verticals

ASSUMPTION: These projects are illustrative examples based on the responsibilities listed in the job description and represent common initiatives for this type of role.

❓ Key Questions to Ask During Interview

• What are the most significant challenges in your current marketing attribution approach that you're looking to solve?
• How aligned are the sales and marketing teams on pipeline definitions and processes currently?
• What are the specific metrics and KPIs by which my success in this role will be measured?
• Could you share more about the planned timeline for transitioning from fractional to full-time and what milestones would trigger that change?
• How would you describe the current martech stack and what improvements are you prioritizing?
• What does the path to leadership look like as the company prepares for Series B funding and beyond?

ASSUMPTION: These questions are suggested based on the information provided and common considerations for this type of role. You should adapt them to your specific situation and interests.