Blackwall is an AI-enabled security and web infrastructure company dedicated to safeguarding web ecosystems from automated threats. Deployed across 2.3M+ websites and applications, GateKeeper, the company’s flagship product, is trusted by 100+ service & hosting partners globally to enhance performance, reduce operational costs, and maximize revenue by protecting SMB customers worldwide against emerging threats with simplicity, affordability, and scalability.

Following a €45M Series B round led by Dawn Capital, we’re scaling our commercial operations and hiring a Sales Operations Specialist to help turn top-of-funnel volume into qualified pipeline — and pipeline into revenue.

This role isn’t about “supporting sales.” It’s about owning the systems that make the sales team perform: clean lead data, a CRM that reflects reality, and reporting that highlights what’s working (and what’s not).
You’ll manage our lead enrichment workflow (Clay + HubSpot), make sure routing and stages work as expected, and keep dashboards up-to-date with conversion and velocity metrics. You’ll work directly with sales and growth leadership to spot bottlenecks and improve how we operate.

If you’ve spent time inside a CRM and thought “this could be 10x better,” this is the role.

Role Details

• Engagement type: Full-time (contract basis)
• Location: Remote (within Europe)
• Compensation: Paid position; rate depends on experience and location

What you’ll be doing:

Lead Data Enrichment

• Build and maintain a scalable lead enrichment system using clay.com & HubSpot.

• Source, verify, and enrich inbound and outbound leads with firmographic and contact-level data imported into HubSpot.

• Own the lead data hygiene process across marketing and sales funnels in HubSpot.

• Regularly check and update CRM records with Clay.

CRM Optimization (HubSpot)

• Be the first point of contact for user issues.

• Customize workflows and automations to support the sales process.

• Ensure data integrity and consistency across stages of the pipeline.

• Deliver high quality lead data to the sales teams.

Reporting & Analytics

• Create and maintain dashboards for sales performance, pipeline velocity, and conversion metrics.

• Provide regular analysis on funnel health, sales cycle trends, and forecasting accuracy.

• Support leadership with ad-hoc deep dives on sales data to inform strategic decisions.

• Automate reporting processes wherever possible.

What you bring:

• 2–4 years in Sales Ops, RevOps, or a role owning CRM + lead systems

• Hands-on experience with HubSpot: workflows, properties, automation logic

• Experience with Clay or a similar enrichment tool (e.g., Apollo, Clearbit, ZoomInfo)

• Advanced Excel or Google Sheets: pivot tables, formulas, basic scripting

• Experience building and maintaining dashboards (HubSpot, Looker, or similar)

• Comfortable managing data integrity across lead/contact/account lifecycles

• Ability to create repeatable processes and monitor results independently

• Knowledge of sales funnel mechanics and SaaS KPIs

• Strong time management and ability to own day-to-day operations with minimal oversight

• Analytical mindset with focus on continuous improvement and operational efficiency

What Success in This Role Looks Like:

• 95%+ CRM data accuracy across lead/contact/account objects.

• Fully operational lead enrichment process generating enriched SQLs.

• Weekly updated dashboards with actionable insights for sales managers and leadership.

• Higher sales productivity via CRM enhancements and process automation.

We are striving to create a diverse and inclusive environment. We encourage all applicants to apply for our roles. We value and actively seek diverse talent!

Get to know us a bit better:
https://blackwall.com/en/home