Head of Marketing Operations

Responsibilities

• Build and lead the Marketing Operations team. Manage the GTM Engineer from day one, set the team's roadmap, and hire the next roles as the function grows. Stay hands-on while the team is small.
• Select and implement our marketing automation platform. Run the evaluation across established and AI-native platforms, covering requirements, integrations, security, scale and total cost. Then lead the rollout: the data model, the Salesforce sync, lifecycle stages, program templates, permissions and the migration of our existing B2B email programs.
• Own the lead lifecycle. Define lifecycle stages, qualification criteria, handoff SLAs and recycle rules with Marketing and Sales leadership. Make sure they are enforced the same way in the marketing automation platform and in Salesforce.
• Own enrichment, scoring and routing. You are accountable for every lead being complete, accurately scored on fit, intent and product usage, and sent to nurture or to a BDR, AE or Account Manager within SLA. The GTM Engineer builds and runs these systems. You direct the work, supply marketing engagement signals to the scoring model, and answer to Sales and Marketing for the results.
• Own or co-own the prospecting tools our BDRs use. Lead the implementation and evolution of these tools, which will be a combination of internally built applications and vendor solutions. Work with BDR leadership to set requirements, decide what to build and what to buy, drive adoption, and measure the impact on meetings and pipeline. The GTM Engineer delivers the internal builds and the integrations with vendor tools.
• Stand up account-based marketing and sales as a motion. Work with Sales and Marketing leadership to select and tier target accounts by fit, intent and product usage, and set the level of investment for each tier, from one-to-one plans for strategic accounts to scaled programs for the broader list. Map the buying group at each account and roll individual engagement up to an account-level score that tells BDRs and AEs when to act. Design the coordinated plays that Marketing, BDRs and AEs run together across email, ads, events and outbound, with clear triggers, owners and follow-up SLAs. Measure the program by account: buying-group coverage, engagement, meetings, pipeline and win rate against comparable non-target accounts. The GTM Engineer builds the account scoring, signals and orchestration behind these plays.
• Run nurture and campaign operations for B2B and enterprise marketing. Build the nurture tracks that leads enter when they aren't ready for sales, including entry and exit rules. Set up a repeatable way to build, test and launch email, webinar, event, paid and account-based programs. Keep a clean Salesforce campaign structure so every program rolls up correctly.
• Own attribution and marketing reporting. Build the tracking and lead source model, define how we measure pipeline that marketing sourced and influenced, and own the dashboards and weekly funnel review that leadership uses. Marketing and Revenue Operations should report the same numbers.
• Protect data quality, consent and deliverability. Own consent, preferences and suppression for B2B and enterprise marketing email under GDPR, CCPA and CAN-SPAM. Own sending-domain health and inbox placement for that email. The Growth team owns product and consumer lifecycle messaging, so agree shared rules with them on contact frequency, suppression and sending domains.
• Partner with Growth on web conversion. Growth owns the website, sign-up flows and in-product surfaces. You own what happens to a B2B lead after capture: form field standards, tracking parameters, consent capture, and a clean handoff into the marketing automation platform and Salesforce.

Requirements

• 8+ years in marketing operations or revenue operations at a B2B SaaS company, including 2+ years managing people.
• Experience at a company with a large consumer user base alongside an enterprise business, coordinating with a product lifecycle or growth team.
• You've led the selection and implementation of a marketing automation platform from scratch, or a full migration, including the Salesforce sync.
• Deep, hands-on expertise in at least one major platform, such as HubSpot or Marketo. You can still build in it yourself.
• You've designed, shipped and measured a lead scoring and routing model, with a lifecycle and SLAs that Sales followed.
• You've built attribution and pipeline reporting that Sales and Finance used to make decisions.
• Experience directing technical builders, such as GTM engineers, systems engineers or analysts. You can scope technical work, set priorities and judge the result.
• Working knowledge of the Salesforce data model (leads, contacts, accounts, opportunities, campaigns) and enough SQL to trace a record across systems.
• Working knowledge of consent and privacy rules (GDPR, CCPA, CAN-SPAM) and email deliverability (SPF, DKIM, DMARC, list hygiene).
• Clear communicator. You explain systems and data to executives without jargon, and turn business requests into requirements.

Preferred

• Experience in a hybrid product-led and sales-led motion, including product-qualified leads and mapping users to accounts.
• Experience with a warehouse-first stack: Snowflake, dbt, reverse ETL and Clay.
• Experience deploying AI-native marketing tools or agents in production.
• Experience running event and webinar operations, including lead capture and follow-up.
• Experience building a marketing operations team from the first hire.