Director, Marketing Operations

CaptivateIQ • Nashville, TN

3h • $158,000 - $240,000 • Hybrid

About The Position

CaptivateIQ is transforming the way companies plan, manage, and optimize sales performance. We started by revolutionizing incentive compensation management, and now we're expanding our platform to solve broader sales planning challenges. Recognized by industry analysts like Forrester and G2 and backed by top-tier investors, including Sequoia, ICONIQ, Accel, and Sapphire Ventures, we empower high-growth companies like Netflix, Figma, and Stripe with the flexibility and insights needed to drive revenue performance. Join a talented, fast-growing team committed to solving some of the most complex and impactful problems in sales performance management. About the Role We are seeking a Director of Marketing Operations to architect and scale a modern, AI-driven growth engine. This role goes beyond managing systems—you will redefine how marketing operates through automation, intelligent data, and continuous experimentation. As a hands-on leader, you will own the strategy, systems, and execution that power our go-to-market (GTM) motion. You will partner closely with marketing, sales, and leadership to ensure Marketing Operations is a measurable driver of revenue.

Requirements

• 10+ years of experience in Marketing Operations or Sales Operations within B2B environments
• Deep expertise in HubSpot and Salesforce (required)
• Proven experience managing and optimizing complex marketing technology stacks
• Hands-on experience with AI and automation tools (e.g., Clay, Zapier, Make, LLM- and agent-based workflows)
• Strong understanding of BDR workflows and prospecting infrastructure
• Experience with attribution and planning tools (e.g., Revsure) is a plus

Nice To Haves

• Advanced proficiency in Clay, including building tables, using Claygent, and integrating with CRM/ESP systems
• Experience operationalizing intent data (e.g., G2) into outbound and sales workflows
• Track record of building scalable, data-driven GTM systems

Responsibilities

• AI & Automation Strategy
• AI-First Workflows: Transform manual marketing & BDR processes into automated, scalable workflows across campaign execution, lead management, and content distribution
• Data Enrichment & Segmentation: Lead advanced enrichment strategies using tools such as Clay and UserGems to build highly targeted audiences and trigger-based outreach
• Experimentation: Design and execute operational experiments to evolve beyond traditional funnel models (e.g., static lead scoring) toward real-time intent and AI-driven propensity modeling
• BDR & Growth Operations
• Modern Prospecting Infrastructure: Partner with BDR leadership to replace volume-based outreach with insight-driven engagement powered by enriched data and intent signals
• Enrichment Automation: Build and manage automated “waterfall” enrichment processes that provide actionable prospect intelligence, not just contact data
• Sales & Marketing Alignment: Own the systems integration layer, ensuring insights and signals are accurately and effectively operationalized within Salesforce
• Strategic Leadership
• Roadmap & Planning: Define and own the Marketing Operations roadmap, including annual priorities, budget management, and performance tracking
• Revenue Alignment: Partner with Marketing and Finance leadership to ensure marketing investments are aligned to pipeline and revenue outcomes
• Team Leadership: Mentor internal team members and external partners, driving adoption of AI-first principles and operational excellence
• Hands-On Execution
• Technology Architecture: Serve as the primary owner and architect of the marketing tech stack, including Clay, HubSpot, Salesforce, Revsure, Netline, Breakout.io, 6Sense, UserGems, Nooks, Outreach, Neuron (data enrichments) and more
• Campaign Operations: Oversee execution of campaigns, including events, webinars, and content launches
• Operational Excellence: Maintain system health and compliance, including workflow optimization, data hygiene, email deliverability, and consent management

Benefits

• Comprehensive Healthcare: 100% coverage for medical, dental, and vision for all FTEs, with roughly 75% coverage for dependents.
• Flexible Time Off: Flexible vacation days plus quarterly mental health days to ensure you have the space to recharge.
• Annual Stipends: Dedicated funds for your professional development and caretaking needs.
• Work Anniversary Bonuses: Annual bonuses to celebrate your milestones and contributions to the CaptivateIQ team that grow as your tenure does.
• Retirement Savings (US-Only): A 401(k) plan to help you invest in and secure your future.
• Premium Tools: The latest Apple hardware to empower you to do your best work.
• Inclusive Community: Active Employee Resource Groups (ERGs) that celebrate shared identities and support our DEI goals by fostering an environment where diverse talent thrives.

What This Job Offers

• Job Type: Full-time
• Career Level: Director
• Education Level: No Education Listed
• Number of Employees: 101-250 employees