• Ideate campaign concepts that connect CyberOne's services and content to the real challenges and intent signals of the target audience.

• Plan multi-channel campaign programmes covering email, LinkedIn, webinars, events and content assets, aligned to the live content calendar set by the Content Marketing Executive.

• Work with the Product Marketing Specialist to ensure campaign messaging accurately reflects current service positioning, competitive context and Jerico's role in the portfolio.

• Build a campaign calendar that maps outreach activity to live marketing programmes, content launches and event activity so every touchpoint is relevant and timely.

• Identify the right audience segment, the right message and the right moment for each campaign, rather than applying a one-size approach.

1. Cadence Build & Delivery

• Build outreach cadences from first principles in HubSpot Sales Hub: define audience, write copy, configure sequence logic, set touchpoint timing and unenrolment criteria.

• Write all cadence copy: subject lines, email body, LinkedIn connection requests and follow-up messages, personalised to persona, industry and intent signal.

• Design sequences that reflect where a contact sits in the funnel: early awareness cadences for new Prospects differ from re-engagement cadences for stalled Leads.

• Configure enrolment triggers linked to contact score thresholds and lifecycle stage changes so the right contacts enter the right cadence at the right moment.

• Align cadences to live campaign activity so outreach reflects what CyberOne is currently doing in market, pulling new content assets into active sequences promptly.

• Maintain a documented library of cadences, variants and learnings in HubSpot so the team can build on what works.

1. Engagement Scoring & Funnel Progression

• Work with Marketing to define and maintain HubSpot contact and company engagement scoring criteria, reflecting meaningful buying signals rather than vanity activity.

• Use score thresholds to trigger lifecycle stage transitions: from Prospect to Lead when engagement indicates genuine interest and from Lead to Opportunity when qualification criteria are met.

• Monitor score trends across accounts to identify clusters of activity that suggest buying committee engagement and warrant accelerated outreach.

• Ensure HubSpot records are clean and current: lifecycle stages, engagement scores, contact properties and activity notes must be accurate at all times.

1. Campaign-Aligned Outreach

• Align cadences to live marketing campaigns, webinars and content launches so outreach reflects what CyberOne is currently doing in market.

• Pull newly published assets (case studies, threat reports, guides) into active sequences quickly, replacing weaker content touchpoints as soon as better material is available.

• Use social selling on LinkedIn to build familiarity before formal outreach: appropriately commenting on prospects' content, sharing relevant insight and engaging with their networks.

• Coordinate outreach timing with paid, organic and event activity to maximise relevance and response rates.

1. Lead Qualification & Sales Handover

• Qualify engaged contacts against agreed ICP and intent criteria before progressing them to Sales-accepted Opportunities.

• Conduct initial discovery to assess budget, authority, need, and timeline (BANT), ensuring highly qualified opportunities are passed to the sales team.

• Book and confirm discovery calls for the Sales team, capturing full engagement history, intent signals and conversation context in HubSpot before handover.

• Maintain a tight feedback loop with Sales on lead quality, common objections and messaging performance.

• Progress both outbound-generated and inbound-responding contacts through defined funnel stages consistently.

1. Reporting and Optimisation

• Collaborate closely with Marketing and Sales to refine lead quality, sharing insights on which pieces of content or channels are driving the highest-converting traffic.

• Report weekly on cadence performance and funnel movement: contacts enrolled by stage, engagement score progression, reply rates, meeting conversion and pipeline influenced.

• Track the volume and quality of contacts moving from Prospect to Lead to Opportunity each month as a primary measure of outreach effectiveness.

• Run structured experiments on subject lines, offers, sequence length and channel mix, documenting results and recommended changes.

• Stay current on HubSpot Sales Hub, Marketing Hub and ZoomInfo updates; surface new features that improve signal capture, scoring accuracy or outreach efficiency.

Employees are expected to demonstrate a security-first mindset and ensure that information security considerations are incorporated into their day-to-day activities, decision-making, and interactions with customers, suppliers, and colleagues.

• Process-driven with high organisational skills obsessed with clean data and respecting pipeline hygiene.

• Experience using intent data or GTM signal tools (ZoomInfo, Apollo, Cognism or equivalent) to prioritise and personalise outreach.

• Experience with LinkedIn Sales Navigator for buying committee mapping and social selling.

• Understanding of account-based marketing (ABM) principles and multi-stakeholder buying journeys.

• Comfortable working to conversion targets across funnel stages, not just activity volume metrics.

Highly Desirable

• Experience in B2B technology, IT services or cyber security environments.

• Direct ZoomInfo GTM experience: configuring intent signals, exporting to HubSpot and building workflows around signal triggers.

• HubSpot Academy certifications: Sales Hub, Inbound Sales or Marketing Hub.

• Familiarity with HubSpot Marketing Hub: workflows, smart lists, campaign reporting and website engagement tracking.

• Exposure to video prospecting tools such as Loom or Vidyard.