This Individual Contributor (IC) role serves as a hands-on role supporting sales readiness and lead management through enablement content, tool adoption (Highspot/HubSpot), and reporting. You’ll partner with the VP of Sales Readiness, Sales leaders and cross-functional teams to help sellers engage clients effectively and consistently achieve revenue targets.
Core Workstreams
Sales Readiness & Process Execution
Operationalize the end-to-end sales process by creating and maintaining playbooks, discovery frameworks, and client-facing assets via Highspot..
Manage the full lifecycle of readiness initiatives, including requirements gathering, stakeholder alignment, and post-launch impact measurement.
Partner with Sales leadership to ensure training and assets are validated by the field and integrated into daily workflows.
Lead Management & Funnel Optimization
Recommend changes to HubSpot nurture workflows, including lifecycle stages, lead routing, and re-engagement plays.
Collaborate with Marketing and RevOps to establish and monitor SLAs for lead handoffs, ensuring high-quality conversion from MQL to SQL.
Manage and audit engagement on WinWithMcClathy.com, leveraging the collected data to optimize lead generation.
Enforce data hygiene standards within the CRM to ensure accurate pipeline reporting and source tracking.
Platform Administration & Governance
Direct administration of Highspot, focusing on content architecture, tagging integrity, and version control to maximize asset findability.
Audit platform usage to identify gaps in content performance and seller adoption.
Integrate AI-driven tools to accelerate content personalization and streamline internal knowledge management.
Required Qualifications
Execution-focused with strong follow-through and comfort working in a fast-paced environment.
Project management experience coordinating multiple deliverables and stakeholders.
Strong understanding of sales workflows, sales process, and client engagement.
Comfort with ambiguity and the ability to adapt quickly to constant changes
Experience with lead generation/lead nurturing and using funnel metrics to guide action.
HubSpot certification
Experience with Highspot
Practical experience using AI/tools plus a curious, continuous-improvement mindset.
Preferred Qualifications
Media and/or digital marketing experience.
Experience supporting enterprise/B2B sales teams and multi-product selling.
Success Measures
Readiness and enablement deliverables launched on time with visible field adoption.
Improved Highspot engagement and content findability.
Clear reporting and measurable improvement in lead follow-up and conversion.
Professional Offerings
Compensation: The anticipated base salary range for this position is 75k-95k annually. Individual base pay may vary within that range depending on job-related knowledge, skills, experience, relevant education, department equity, training, geography, and local wage and hours laws.
Variable pay is available as well.
Advancement: Clear opportunities for professional growth within a nationally recognized media organization.
Benefits: Full suite of benefits, including a 401(k) with company match.
Culture: A fast-paced, professional, and mission-driven work environment.
About McClatchy:
Our impact is growing every day. 30 growing markets. Over 65 million monthly readers. 56 Pulitzer Prizes. A strong portfolio of dynamic partnerships and smart investments. Our award-winning journalism, digital reach, and commitment to innovative growth have never been stronger.
As a member of the McClatchy family, you are part of a flexible, empowering, and exciting culture dedicated to creating a work/life balance and consistent opportunities for growth—a place where you have a voice and the ability to impact our future. It’s an exciting time to be here. Our company is experiencing the most transformative period in its history. We’re growing rapidly in the digital space and delivering award-winning journalism in innovative ways.
McClatchy strives to be an employer of choice, and our benefits package is made with this goal in mind. With a focus on well-being and daily life, our package options include healthcare coverage for employees and their families, financial protection from expected and unexpected expenses, multiple no-cost wellness resources and even coverage for four-legged friends.
Our overall benefits package also includes a 401(k) with employer match, competitive paid time off and corporate holidays, and a variety of mental health benefits. For more information on McClatchy's benefit plan, please visit McClatchyLivewell.com.