Senior Director, Marketing Operations

Responsibilities

• Set top-of-funnel strategy in partnership with demand generation, field marketing, and sales development — defining the volume, mix, and conversion assumptions required to hit pipeline targets.
• Own the annual and quarterly marketing planning rhythm as it relates to the funnel: capacity and target setting, channel and segment allocation, budget reviews, and planning offsites.
• Translate company and GTM strategy into a top-of-funnel operating plan with clear goals, owners, and metrics by channel, segment, and region.
• Build the business case for where to invest and where to stop — using funnel economics, conversion benchmarks, and scenario modeling to guide top-of-funnel spend decisions.
• Own the marketing technology stack supporting lead-to-opportunity, including marketing automation, lead scoring, routing, and attribution tooling.
• Design and continuously optimize the end-to-end lead-to-opportunity process, ensuring clean handoffs between marketing, sales development, and sales.
• Define and maintain MQL/SQL definitions, scoring models, and SLAs governing lead flow and speed-to-lead.
• Partner with IT/business systems on platform architecture, integrations, and roadmap decisions affecting marketing systems.
• Own top-of-funnel inspection cadences — weekly and monthly funnel reviews, stage- and source-level conversion analysis, and campaign performance reporting.
• Own board- and executive-level reporting on funnel performance, and run the marketing QBR process — connecting top-of-funnel investment to pipeline, revenue, and efficiency outcomes.

Requirements

• 10+ years in Marketing Operations, Demand Generation Operations, RevOps, or GTM Strategy, including 3+ years in a senior leadership role owning top-of-funnel strategy and operations at scale.
• Proven track record as a strategic funnel owner — setting top-of-funnel targets, conversion strategy, and channel economics, not just administering systems or fulfilling reporting requests.
• Deep hands-on experience with marketing automation platforms (e.g., Marketo, HubSpot, Eloqua) and CRM (Salesforce) integration for lead-to-opportunity workflows.
• Specific examples of implementing AI technologies to supercharge productivity, increase effectiveness of legacy workflows (e.g. AI SDR Agents, AI-enhanced lead scoring).
• Track record building and presenting board- or executive-level funnel performance, QBR, and planning materials.
• Experience leading through senior managers or directors, including distributed or near-shore/offshore teams in a data operations or data governance capacity.
• Strong analytical and forecasting skills; fluent in funnel metrics, conversion and velocity modeling, attribution, and marketing-sourced/influenced pipeline reporting.
• Experience operating in a company scaling toward IPO or as a public company is a strong plus, particularly around data integrity and reporting controls.
• Bachelor's degree required; MBA or equivalent advanced degree preferred.

Preferred

• Experience operating in a company scaling toward IPO or as a public company is a strong plus, particularly around data integrity and reporting controls.

Benefits

• competitive salaries
• a meaningful bonus program
• excellent benefits, including healthcare insurance
• pension/retirement matching
• comprehensive life insurance
• employee assistance program
• time off plans
• paid company holidays