Lightspeed DMS

• Develop and execute territory-specific plans to expand Lightspeed’s customer base. This includes a deep understanding of customer needs, our suite of offerings and effectively closing deals. • Generate leads and guide prospects through the sales funnel to further qualify the prospects' needs and determine a good fit with Lightspeed’s solutions. Engage with new customers through a variety of channels including inbound leads, networking and social media. • Collaborate with internal teams such as Customer Success and Marketing to ensure a cohesive customer experience. • Maintain a deep understanding of our Products, competitive advantages, industry trends, market activities, and competitors to identify opportunities and foresee challenges. • Maintain and report sales metrics to leadership, ensuring that data within our Sales Automation and Customer Relationship Management tool, Salesforce, is current and accurate. • Proven ability to blend strong sales talents and process discipline, relationship-building abilities, and technical knowledge to achieve sales targets and expand market share.

• Develop and execute territory-specific plans to expand Lightspeeds customer base. This includes a deep understanding of customer needs, our suite of offerings and effectively closing deals. • Generate leads and guide prospects through the sales funnel to further qualify the prospects' needs and determine a good fit with Lightspeed’s solutions. Engage with new customers through a variety of channels including inbound leads, networking and social media. • Collaborate with internal teams such as Customer Success and Marketing to ensure a cohesive customer experience. • Maintain a deep understanding of our Products, competitive advantages, industry trends, market activities, and competitors to identify opportunities and foresee challenges. • Maintain and report sales metrics to leadership, ensuring that data within our Sales Automation and Customer Relationship Management tool, Salesforce, is current and accurate. • Proven ability to blend strong sales talents and process discipline, relationship-building abilities, and technical knowledge to achieve sales targets and expand market share.

• Support the planning, coordination, and execution of integrated marketing initiatives across digital, content, campaign, event, PR, trade media, product marketing, and prospect-focused programs. Manage day-to-day execution of integrated campaigns and communications, helping ensure projects move efficiently from kickoff through launch and follow-up. • Orchestrate a high-velocity content engine - leveraging AI content tools (e.g., Jasper, Writer, or similar platforms) to scale personalized asset production across channels, while maintaining brand quality and editorial standards. • Build and manage project timelines, workbacks, deliverables, and stakeholder communication to ensure marketing and communications initiatives are completed on schedule and aligned to business priorities. • Coordinate and ensure execution of social media as part of integrated campaigns and content distribution. • Actively create and contribute to high-quality marketing content, including writing, editing, shaping messaging, and supporting the layout and design of flyers, graphics, presentations, and social video assets. • Coordinate cross-functional efforts with Product, Sales, leadership, Tech Support, and subject matter experts to support launches, campaigns, market messaging, and strategic communications initiatives. • Develop and manage prospect-facing content and collateral for digital and print, including blogs, case studies, landing pages, product sheets, presentations, sales materials, trade content, campaign assets, and promotional materials. • Support product marketing and go-to-market initiatives through coordinated campaign execution, asset development, messaging alignment, and launch support. • Maintain and help manage content and campaign calendars to align messaging across platforms, teams, and priorities. • Monitor real-time pipeline attribution and campaign performance via AI analytics agents, replacing manual monthly reporting cycles with ongoing, data-driven insight generation. • Feed Sales AI agents with campaign intent data and engagement signals (e.g., via Gong or similar tools) to enable automated, timely follow-ups on high-intent prospects. • Own and manage customer advocacy workflows, with a goal of producing 2–3 customer testimonials each quarter in written, video, or other approved formats that can be used across campaigns, the website, sales enablement, social media, PR, and trade channels. • Support marketing programs tied to lead generation, brand awareness, and prospect engagement. • Monitor campaign and communications performance, track results, and provide reporting and recommendations based on insights. • Help identify opportunities to improve process, execution, messaging effectiveness, content performance, and campaign results. • Maintain consistency of messaging, creative direction, and brand presentation across projects and platforms. • Support broader company-wide strategic communications initiatives as needed.

• Be a strategic thinker that can manage existing recruiting strategies, methods and systems to generate a proactive and efficient approach to internal and external sourcing, assessing and managing qualified talent. • Utilize advanced Boolean search techniques across LinkedIn Recruiter, job boards, and professional networks to proactively identify and engage passive talent, building robust pipelines for current and future hiring needs. • Manage strategic relationships and effective business partnering with various levels of leaders within and across the organization to understand and forecast talent acquisition needs and prepare to exceed demands and service. • Inspire and create exceptional candidate experiences. • Actively demonstrates openness in consistently seeking feedback from directs, colleagues, and partners to continuously improve behaviors and processes. • Develops, designs, inspires and executes talent strategies that aid in the attraction, retention and engagement of diverse talent in line with broader organizational strategies. • Partners effectively with executive leadership to develop and manage ongoing headcount forecasts and business specific talent needs. • Ability to attract, source and hire senior level roles within the organization (Director, VP+). • Successfully and consistently demonstrates all Lightspeed values with your team(s), leaders, and the business. • Manages vendor relationships and operational execution with measurable success. • Leads and executes business and enterprise talent initiatives and programs. • Demonstrates strong execution in leading cross-functional and talent acquisition initiatives including process optimization, data insights, and TA operations. • Successfully manages responsibilities within budget, on-time, and with measurable success. • Displays in depth knowledge and experience recruiting in various functions across the organization. • In depth technical acumen including knowledge of various technologies, architectures, frameworks, roles and in-depth knowledge of our business and the markets in which we recruit. • Leads early career talent strategies including campus intern programming, headcount forecasting and delivering outstanding and innovative employee experiences.

• Develop and execute comprehensive go-to-market (GTM) strategies for new product features, integrations, and services, including defining target audiences, crafting compelling narratives, and outlining launch timelines. • Define and refine product positioning, messaging, and value propositions tailored to our core industries (powersports, marine, RV, golf and trailer), emphasizing the unique benefits and addressing specific customer pain points. • Collaborate closely with cross-functional teams, including Product Management, Sales, Customer Support and Development, to ensure seamless execution of GTM plans and drive product adoption and revenue growth. This includes participating in product roadmap planning and providing market feedback. • Focused on Lightspeed core DMS functionality and Lightspeed Payments solution. • Create engaging sales enablement materials, including presentations, one-pagers, feature spotlights, highlight videos, battle cards, FAQs, and compelling case studies that showcase the value of our solutions. • Develop thought leadership content, such as blog posts, white papers, webinars, and industry reports, to establish Lightspeed as a trusted voice in the market and enhance brand awareness. • Support demand generation efforts by crafting targeted messaging and content for various marketing channels, including digital advertising, email marketing, social media, and website content. Collaborate with the content and social teams to ensure consistent brand messaging. • Drive event marketing strategies for industry trade shows, conferences, and webinars, including pre-event promotion, on-site activities, and post-event follow-up. • Conduct thorough market research and customer insights analysis to understand industry trends, emerging technologies, customer needs, pain points, and competitor positioning. • Provide regular feedback to Product Management on feature enhancements and industry needs based on customer and market insights, contributing to the product roadmap. • Train and enable Sales teams with effective product positioning, competitive differentiation, objection handling techniques, and sales tools to empower them to close deals. • Collaborate with cross-functional teams to develop and implement strategies that improve product adoption, customer satisfaction, and retention. Monitor key metrics related to product adoption, customer feedback, and campaign performance, optimizing strategies based on data-driven insights.

• Serve as the HubSpot admin and expert, owning configuration, workflows, automation, and best practices across the platform • Own the Salesforce–HubSpot integration and serve as the marketing thought leader on Salesforce solution design — working with our dedicated SF admin team to ensure campaigns, data structures, and reporting serve the business • Drive a consistent MQL–SQL methodology and funnel reporting across HubSpot, Salesforce, and PowerBI — giving marketing, BDRs, and leadership a shared view of pipeline performance and conversion at every stage • Develop and refine attribution methodologies that connect marketing program spend, campaign activity, and BDR outbound to pipeline and bookings; partner with leadership on planning and performance tracking • Act as the strategic partner and ambassador across Marketing, BDR, Sales Operations, CS Operations, and Revenue Operations — translating business needs into operational solutions and ensuring alignment on shared processes and definitions

Company Overview: Lightspeed is the leading provider of cloud-based software for dealerships, serving the Powersport, Marine, RV, Trailer, and Golf Car industries adding hundreds of dealerships to the Lightspeed community each year. Lightspeed’s Dealer Management Solution (DMS) enables dealerships to optimize their end-to-end business operations, including Sales, Parts, Service, Rentals, Payments, Accounting, and Customer Relationship Management (CRM). When implemented into their daily operations, Lightspeed helps dealers increase their profitability by selling more units, service, and parts, all while creating a more streamlined experience for customers. Lightspeed is the most complete and integrated DMS in the industry with over 500 integrations with Original Equipment Manufacturers (OEMs), aftermarket parts and accessory distributors and dozens of other software tools that a dealership may use to run their business. Uniquely designed by dealers for dealers, and refined over the past 4 decades, Lightspeed empowers over 4,500+ dealers across North America with the tools and technology they need to manage their dealerships. Lightspeed is seeking a Marketing Operations Analyst to join our Revenue Operations team. Reporting to the VP of Revenue Operations, you’ll be the strategic partner and cross-functional ambassador for our Marketing and BDR teams — owning the systems, measurement frameworks, and data that power lead generation, BDR performance, and marketing ROI. This is a high-impact role for someone who brings both analytical rigor and operational instinct, and who wants to shape how a growing company measures and improves its entire pipeline generation motion. What You'll Do: As our Marketing Operations Analyst, you’ll be the operational backbone connecting marketing strategy to execution — owning our marketing systems, measurement frameworks, and the data that drives decisions across marketing, BDR, and sales. HubSpot Administration & Marketing Systems - Serve as the HubSpot admin and expert, owning configuration, workflows, automation, and best practices across the platform - Own the Salesforce–HubSpot integration and serve as the marketing thought leader on Salesforce solution design — working with our dedicated SF admin team to ensure campaigns, data structures, and reporting serve the business - Own contact data management, list hygiene, UTM methodology, and tradeshow lead workflow Marketing Reporting, Attribution & Funnel Performance - Drive a consistent MQL–SQL methodology and funnel reporting across HubSpot, Salesforce, and PowerBI — giving marketing, BDRs, and leadership a shared view of pipeline performance and conversion at every stage - Develop and refine attribution methodologies that connect marketing program spend, campaign activity, and BDR outbound to pipeline and bookings; partner with leadership on planning and performance tracking Lead Routing, BDR Performance & Sales Process - Drive lead routing strategy and partner with technical resources to improve how leads are assigned, scheduled, and handed off — reducing friction between marketing and the BDR team and improving speed-to-lead - Own conversion rate reporting and BDR performance analytics from activity through closed-won, including the BDR-to-AM expansion handoff; partner with Sales Operations on pipeline health and deal progression visibility AI, Enrichment & Marketing Intelligence - Serve as the business owner for AI and automation initiatives across the marketing and BDR motion — identifying opportunities, setting priorities, and partnering with technical resources to execute - Drive data enrichment and account intelligence strategy, and leverage conversation intelligence tools like Gong to surface insights that inform marketing strategy, BDR performance, and competitive positioning Cross-Functional Partnership - Act as the strategic partner and ambassador across Marketing, BDR, Sales Operations, CS Operations, and Revenue Operations — translating business needs into operational solutions and ensuring alignment on shared processes and definitions What You Should Have: Required Experience & Skills - 3–5 years in Marketing Operations, Revenue Operations, or a similar B2B SaaS role - HubSpot administration required — deep hands-on experience with workflows, automation, and HubSpot-Salesforce integration; Salesforce campaign management and reporting proficiency - Strong analytical skills with experience building funnel reporting, attribution models, and dashboards across HubSpot, Salesforce, and PowerBI or similar - Experience with BDR/SDR performance tracking, lead routing, and lead-to-opportunity conversion optimization - Familiarity with sales engagement platforms (Outreach, HubSpot Sales, Gong Engage, or similar), data enrichment tools, and the broader MarTech stack Core Competencies - Clear communicator who translates business needs into operational solutions and brings alignment across marketing, sales, and RevOps teams - Data-driven with a frameworks mindset — you build systems and methodology, not just reports - Self-starter who thrives in fast-moving environments, can manage competing priorities, and brings curiosity about AI and emerging marketing technology Nice to Have - HubSpot certifications; experience with 6sense, Clay, or similar enrichment and intelligence platforms - Background in marketing, demand generation, or BDR/SDR roles; experience in vertical SaaS environments In today’s competitive job market, transparency and trust are more important than ever. At Lightspeed, we believe in fostering an open and honest work environment, starting with our job postings. Pay transparency is a key component of this commitment, ensuring that potential candidates have a clear understanding of the compensation they can expect. Remote $75,000—$82,410 USD Inclusion and Diversity at Lightspeed: At Lightspeed, we celebrate the uniqueness of every individual and encourage diverse perspectives. We believe that inclusion drives innovation and fosters meaningful connections. We are committed to building an environment where everyone feels valued and empowered to make an impact. Equal Employment Opportunity Statement: Lightspeed is an Equal Opportunity Employer and is dedicated to building a diverse and inclusive workforce. All qualified applicants will be considered for employment without regard to race, color, creed, ancestry, national origin, gender, sexual orientation, gender identity, gender expression, marital status, religion, age, disability, veteran status, or any other protected category. Important Note: Applicants must be authorized to work in the U.S. Ready to apply? Take the next step in your career—apply today and join a team where your skills will make an impact!

• Own day-to-day payment operations, including transaction monitoring, exception handling, and issue escalation for in-person and card-not-present payments across the platform. • Manage and optimize merchant onboarding workflows (KYC/KYB, underwriting, approvals, declines) in a PayFac or PayFac-as-a-Service operating model. • Oversee settlement, funding, and reconciliation processes, partnering with Finance and Accounting to ensure timely, accurate payouts to dealers and alignment with financial reporting. • Develop, document, and continuously improve standard operating procedures (SOPs), SLAs, and playbooks that support scalable, high-quality payments operations. • Monitor operational health at the client, region, and system-wide levels, proactively identifying anomalies, incidents, and trends that impact dealers or end customers. • Lead triage, escalation, and resolution of operational issues, coordinating across internal teams and external partners to restore service and communicate clearly with stakeholders. • Establish and maintain dashboards and reporting for key operational and commercial metrics, including authorization rates, funding timelines, exception volumes, chargebacks, and SLA adherence. • Own the definition, tracking, and reporting of performance criteria for the payments business: margin achievement, revenue, growth, and retention. • Prepare and present regular performance updates (weekly/monthly/quarterly) for the executive and senior leadership teams, highlighting trends, risks, and recommended actions. • Collaborate with Risk and Compliance to maintain controls for fraud monitoring, disputes, and regulatory requirements (PCI-DSS, KYC/KYB, AML). • Partner with cross-functional teams to turn operational and financial insights into product and process improvements that drive margin expansion, adoption, and reduced churn. • Support training and enablement for internal teams on payments processes, tools, and best practices.

• Identify and evaluate partner opportunities that complement Lightspeed and support payments, commerce, or dealership financial workflows. • Own day-to-day management of a portfolio of existing integrated partners, ensuring strong engagement, performance, and alignment with Lightspeed’s growth strategy. • Lead the sourcing, evaluation, and onboarding of new partners, including business case development and cross functional alignment. • Evaluate existing portfolio of alliance partners and define strategic programs to retire, replace, or grow. • Negotiate and refine commercial terms, including revenue share, referral structures, and incentives that support overall partner revenue growth. • Develop and execute joint go to market plans with partners (positioning, packaging, enablement, and promotions) to increase adoption among dealers. • Partner with cross-functional teams to prioritize and coordinate integrations that enhance the payments experience and dealer value. • Collaborate with executive leadership, Sales, Account Management, Revenue Operations, and Customer Success to drive partner attach rates, upsell opportunities, and expansion within the dealer base. • Own revenue and growth targets for this partner segment; monitor performance, forecast results, and recommend actions to hit or exceed goals. • Establish and report on key KPIs for the partner portfolio, including active partners, dealer adoption, partner revenue, churn, and contribution to overall payments revenue. • Stay current on ecosystem trends, competitive offerings, and dealer needs to continuously refine the partner strategy and pipeline.

• Execute the payments product strategy in consultation with the VP/GM of Payments, aligning roadmap and priorities to overall company and dealer objectives. • Own the end-to-end product lifecycle for payments capabilities, including in-person, online, and recurring payment flows across Lightspeed DMS solutions. • Operate within a PayFac or PayFac-as-a-Service model, driving requirements for merchant onboarding, underwriting, funding flows, chargebacks, and risk controls. • Collaborate with cross-functional teams (engineering, QA, UX, Sales, Customer Operations) as the primary product representative to define epics, features, and user stories that deliver high-impact payments functionality. • Maintain a transparent, prioritized product backlog and contribute to release planning, ensuring delivery teams have clear, actionable work aligned to payments objectives. • Monitor and analyze key payments metrics (authorization rates, cost of acceptance, fraud rates, disputes, adoption) to inform prioritization and continuous improvement. • Ensure payment solutions adhere to PCI-DSS, KYC/KYB, AML, and relevant regulatory and security standards in partnership with internal risk, security, and compliance teams. • Champion the voice of the dealer and end customer in powersports, RV, and marine, using feedback, utilization data, and pilot programs to refine payments experiences. • Support go-to-market efforts by partnering with Sales, Marketing, and Customer Operations to communicate payment product capabilities and drive adoption and growth.