Events and Sales Operations Manager

Description About Brightstep Family of Companies At Green. Way Waste + Recycling and Affinity Waste Solutions (members of the Brightstep Family of Companies), we are expanding our market reach and driving sales growth through strategic events, high-impact marketing campaigns, and swift lead qualification. We are seeking a proactive, execution-focused Events & Sales Operations Manager to take complete ownership of our trade show calendar, marketing automation, and inbound lead pipeline.

This is a fully remote position, and the selected candidate will be near a major or regional airport. The selected candidate is not required to be based in Indiana.

Position Summary

This role owns Green. Way & Affinity’s trade show and event process end-to-end—deciding which events drive true return on investment (ROI), managing event execution from initial goal setting to published results, and building the marketing campaigns and cross-market nurture journeys that generate qualified inbound traffic.

In addition to event management, you will own every inbound lead generated by campaigns and website inquiries: conducting swift outreach, qualifying property and decisionmaker fit, and delivering warm, well-contextualized leads to our sales team. This is a highly focused, hands-on role for a self-starter who excels at driving events, marketing automation, data reporting, and inside sales outreach without administrative drag.

Key Responsibilities

Event Strategy & Operations Ownership End-to-End Calendar Management: Research and evaluate trade show opportunities using established sales event playbooks and qualification scorecards. Recommend go/no-go decisions based on costs, target audience fit, and anticipated ROI. Event Execution & Logistics: Assign clear ownership and roles for every event attended.

Coordinate registration, vendor platforms (including Mobly), booth logistics, displays, and promotional collateral to ensure flawless execution. Centralized Budgeting: Maintain a master events calendar and budget across Green. Way & Affinity, tracking committed spend, vendor/sponsorship costs, attendee lists, and scheduled pre-/post-event meetings.

Campaigns, Nurture Journeys & Marketing Automation Targeted Event Outreach: Design and execute pre-event marketing campaigns to drive booth traffic and pre-scheduled meetings, followed by post-event sequences to convert attendees into pipeline opportunities. Automated Nurture Sequences: Build, send, and monitor email marketing campaigns and automated nurture journeys (using Zoho Campaigns) across regional markets.

Sales Support Blasts: Launch specialized sales campaigns to drive inbound leads, including new-rep market introductions, valet/bulk promotions, MSA client announcements, and promotional offers. Inbound Lead Qualification & Hand-Off Rapid Engagement: Act as the primary point of contact for all inbound website and campaign leads, responding quickly to capture interest.

Qualification & Pitching: Conduct initial outbound calls and take inbound calls to verify property legitimacy, identify decisionmakers, discover current provider needs, and deliver a compelling service pitch. Sales Enablement: Seamlessly transitioning warm, fully context-rich leads to the account sales team with pre-scheduled appointments.

Ensure all leads are recorded in the CRM (Zoho) from initial lead to closed, ensuring each lead is tracked properly through the handoff. Reporting, Analytics & ROI Event ROI Readouts: Track totals spend, meetings booked, pipeline generated, and closed business per event. Publish pre-event goals and post-event ROI summaries for leadership.

Campaign Performance: Analyze send, open, click, and lead conversion metrics for email sequences and report findings alongside event data.

Requirements

Bachelor’s degree, preferred, in Marketing, Business Administration, Communications, Sales Operations, or a related field (or equivalent combination of professional experience and functional certifications). Preferred Certifications: Zoho Certified Associate/Professional, Hub. Spot Email Marketing/Sales Software Certification, Mailchimp/Salesforce certifications, or project/event management credentials (CMP/CAPM).

Professional Experience 5 Years of Experience: Proven background spanning corporate event management, marketing automation, inbound sales qualification, or sales operations. Event Management: Hands-on experience evaluating trade show ROI, managing logistics, coordinating displays, and leveraging lead-capture tools (e.g.

, Mobly). Marketing Automation: Demonstrated capability in building and monitoring email campaigns and automated nurture sequences using platforms like Zoho Campaigns, Mailchimp, or Hub. Spot. Inside Sales / Phone Pitching: Comfortable making introductory calls, qualification outreach, and solution pitching to engage prospects.

CRM Fluency: Working knowledge of Zoho CRM (or Salesforce/Hub. Spot) for lead tracking, pipeline attribution, and reporting accuracy. Skills & Attributes Persuasive Communication: Strong written skills for crafting email copy, paired with confident phone presence for prospect qualification. Detail-Oriented & Organized: Exceptional ability to manage multiple events, campaigns, and incoming leads simultaneously.

Data-Driven: Comfortable analyzing metrics, calculating event ROI, and delivering transparent performance reports to leadership. Self-Motivated: Able to independently drive the events and campaign calendar with minimal supervision. Physical & Travel Expectations Travel: Ability and willingness to travel up to 20–30% for regional and national trade shows, industry conferences, and company events.

Mobility: Ability to stand and navigate trade show floors for extended periods (8+ hours per day during events). Logistics & Lifting: Capacity to lift, transport, set up, and dismantle event displays and promotional materials weighing up to 35–50 lbs. Standard Work Environment: Ability to perform desk-based computer work, campaign building, and phone calls during non-travel periods.