GTM Operations Analyst (Contractor)

GTM Operations Analyst (Contract)

Capsule · Remote

Capsule is a venture-backed startup building AI-powered video tools for enterprise teams. We’re backed by top investors—including backers of Webflow, Figma, Slack, Flexport, OnDeck, Masterclass, and Replit—and our platform has already helped hundreds of enterprises, including HubSpot, ServiceNow, and Instacart, create on-brand video at scale.

We’re hiring a GTM Operations Analyst Contractor to help run the data and the systems underneath our go-to-market motion. This role is ⅓ marketing ops, ⅓ sales ops, ⅓ GTM engineering / intelligence — and 100% AI-forward. All three are equally important. The person in this seat is fluent across the whole stack, not specialized to one corner of it.

Each leg of the role matters.

Sales ops keeps the pipeline honest — clean stages, accurate forecasts, reps spending time on the right accounts. Marketing ops turns demand into qualified pipeline — clean attribution, ICP-gated routing, lifecycle scoring, intent activation. GTM engineering / intelligence is the connective tissue — the agents, automations, and signals that make the whole motion compound instead of repeat. Most companies underinvest in all three until something breaks. We’re not waiting.

You’ll operate inside a stack that’s already AI-native. We build agents and skills with Claude Code, automate workflows that used to take 6-person ops teams, and expect every operator on the team to ship AI tooling — not just use it. If that sounds like the version of ops you’ve been waiting to do, we should talk.

This is a short-term contract role with the possibility of converting to full-time based on performance and company needs.

• Contribute to running HubSpot — Marketing Hub + Sales Hub Enterprise. Properties, workflows, lifecycle, lead scoring, sequences, reporting, integrations.

• Contribute to marketing ops: ICP gating at the form, lifecycle scoring, nurture and reactivation flows, MQL-to-SQL quality enforcement.

• Stand up our intent data layer and wire signals into HubSpot so SDRs only work accounts with real buying activity.

• Build, extend, and operate AI workflows with Claude Code. If you can describe an ops SOP, you can ship a skill that runs it.

• Partner with the VP of Ops to support Demand Gen, the SDR function, Sales, and CS.
  

• 3+ years across marketing ops, sales ops, RevOps, or GTM engineering at a B2B SaaS company. Bonus if you’ve worn more than one of those hats.

• HubSpot admin chops are non-negotiable. You’ve built lifecycle, scoring, attribution, and reporting from the ground up. You can debug a broken workflow at 9pm.

• Hands-on with Claude Code or equivalent agentic AI tooling. You’ve actually shipped skills, agents, or automations — not just prompted a chatbot. You think about ops the way an engineer thinks about systems.

• Amplitude (or Mixpanel/Heap) at a product-led company. You can instrument events and pipe signals into the GTM stack.

• Comfortable across the modern GTM tool surface: Apollo, ZoomInfo, Gong, Outreach/Salesloft, Clay, Webflow forms, Slack, Notion, BigQuery / a warehouse.

• SQL good enough to pull your own data; Python or JS good enough to write a script when no-code runs out.

• Bias to action. Allergic to busy-work. You’d rather automate it than do it twice.