Inbound Marketing and Lead Specialist

About MartinoWest

MartinoWest Business & Insurance Solutions is on a mission to simplify insurance, legal compliance, HR, and payroll for small to medium-sized businesses - so they can focus on what matters most: growth and success. We’re driven by integrity, excellence, collaboration, empowerment, and impact.

We believe that small business is the backbone of the American economy, and it is our goal to be a valued partner in their success. By combining data-driven systems with personal service, we help business owners navigate complexity and unlock new opportunities for growth.

Position Overview

The Inbound Marketing and Lead Specialist is responsible for managing and optimizing MartinoWest’s HubSpot CRM to execute our end-to-end lead generation strategy. This role bridges data sourcing, marketing automation, and sales enablement—ensuring that every business contact in our system is nurtured, tracked, and moved efficiently through the lifecycle from suspect to client.

You will own the process of list management, campaign enrollment, data enrichment, segmentation, and reporting, directly supporting marketing and sales efforts. The ideal candidate is analytical, detail-oriented, and skilled at turning data and automation into measurable business results.

Key Responsibilities

1. Data Acquisition and Management

• Source, import, and scrub weekly lead lists from WorkCompare and other verified data sources based on MartinoWest’s target profile.
• Validate and enrich contact records with essential fields: company name, website, industry, decision-maker info, anniversary date, and XMOD factor.
• Maintain data hygiene in HubSpot by merging duplicates, correcting invalid data, and applying accurate segmentation.
• Classify contacts by lifecycle stage (Master Suspect → Prospect → Deal → Client → Hot Prospect → Dead Contact).

2. CRM Integration & Automation

• Upload and organize lists into HubSpot with consistent tagging and segmentation by industry, business size, and renewal date.
• Build and maintain automated workflows, sequences, and email campaigns to educate, engage, and qualify leads.
• Optimize campaign performance through A/B testing, list targeting, and email deliverability improvements.
• Collaborate with marketing to ensure messaging and timing align with outreach priorities and sales follow-up readiness.

3. Lead Nurturing & Engagement Support

• Monitor and respond to campaign engagement (opens, clicks, form submissions, replies).
• Trigger follow-up tasks for the appropriate MartinoWest representative to ensure timely outreach.
• Track outbound and inbound call activity through HubSpot integrations and maintain clean communication records.
• Support development of prequalification forms, follow-up templates, and pipeline workflows.

4. Reporting & Optimization

• Track key performance indicators (KPIs) including email open rates, CTRs, engagement levels, and lead conversions.
• Produce weekly and monthly reports on database growth, campaign effectiveness, and lead quality.
• Identify trends and make data-informed recommendations to refine targeting and improve lead flow.
• Continuously improve processes to increase conversion rates and database value over time.

Qualifications

Required:

• 2+ years of experience using HubSpot CRM (or similar marketing automation tools) for lead generation or marketing operations.
• Strong understanding of data segmentation, email marketing automation, and CRM lifecycle management.
• Experience managing large datasets and ensuring data quality.
• Strong analytical mindset with the ability to interpret metrics and turn them into actionable improvements.
• Excellent organizational skills and attention to detail.
• Comfortable working collaboratively with marketing, sales, and operations teams.

Preferred:

• Familiarity with Workers’ Compensation, insurance, or B2B professional services.
• Experience integrating HubSpot with external lead sources or enrichment tools.
• HubSpot certifications (Marketing Software, CRM Implementation, or Data Management).

Success in This Role Looks Like

• The MartinoWest HubSpot database remains organized, current, and fully enriched.
• Campaigns are running continuously with measurable engagement and qualified responses.
• New business opportunities are consistently being delivered to the sales team.
• Data-driven insights regularly inform marketing and outreach improvements.
• The overall database value grows week over week through smart management and strategic automation.

Why Join MartinoWest

You’ll be part of a growing, forward-thinking company that values innovation and personal accountability. This role offers autonomy, professional growth, and the satisfaction of directly fueling the company’s expansion through smart, system-driven lead generation.

Job Type: Full-time

Base Pay: $55,000.00 - $68,000.00 per year

Benefits:

• 401(k)
• Dental insurance
• Flexible schedule
• Health insurance
• Paid time off
• Vision insurance

Application Question(s):

• How many years of experience do you have using HubSpot CRM (or similar marketing automation tools) for lead generation or marketing operations?
• How many years of experience do you have managing large datasets and ensuring data quality?

Ability to Commute:

• Roseville, CA 95661 (Preferred)

Work Location: Hybrid remote in Roseville, CA 95661