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.

Requirements

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

Benefits

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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Senior B2B Funnel Strategy & Automation Manager