Director, Marketing Operations

About The Position

The Marketing Operations Director will build and scale the systems, data, analytics, and processes that power efficient demand generation and predictable pipeline growth. This leader will modernize the marketing technology stack, establish trusted funnel reporting, improve campaign execution, and partner closely with Demand Generation, Sales, RevOps, and the CMO to increase marketing’s contribution to qualified pipeline and revenue.

Requirements

8+ years of experience in Marketing Operations, Revenue Operations, Marketing Analytics, or GTM Operations, preferably in B2B SaaS
3+ years managing people, with experience leading marketing operations, analytics, systems, or campaign operations teams
Strong analytics foundation with demonstrated ability to measure funnel performance, pipeline contribution, attribution, campaign ROI, and conversion rates
Deep experience with marketing automation and CRM systems, such as Marketo, HubSpot, Salesforce, or similar
Proven success modernizing or scaling a martech stack to support demand generation and revenue growth
Strong understanding of B2B SaaS demand generation motions, including ABM, lifecycle marketing, nurture, paid programs, webinars, field marketing, and SDR handoffs
Experience defining and improving lead scoring, routing, lifecycle stages, funnel governance, and campaign operations processes
Ability to partner with senior leaders across Marketing, Sales, RevOps, Finance, Data, and Biz Systems
Strong project management, prioritization, documentation, and change management skills
Ability to operate strategically while remaining close enough to the systems and data to troubleshoot and guide execution

Responsibilities

Own marketing performance reporting across funnel conversion, campaign ROI, pipeline contribution, attribution, and efficiency metrics.
Establish trusted definitions for MQL, SAL, SQL, pipeline, sourced/influenced revenue, lifecycle stage, and campaign attribution.
Build executive-ready dashboards and reporting cadences for CMO, Demand Gen, Sales, RevOps, and Finance.
Analyze funnel performance to identify conversion gaps, lead leakage, routing issues, and campaign optimization opportunities.
Translate data into actionable recommendations that improve pipeline quality, velocity, and marketing ROI.
Own and modernize the marketing technology stack, including marketing automation, CRM integrations, enrichment tools, attribution, intent, ABM, webinar/event, routing, and analytics platforms.
Audit current systems, integrations, data flows, and governance to identify gaps, redundancies, and scalability risks.
Partner with RevOps and Biz Systems to ensure Salesforce/CRM, MAP, data warehouse, and GTM systems support clean handoffs and accurate reporting.
Lead implementation or optimization of tools such as Marketo, HubSpot, Salesforce, 6sense, LeanData, Qualified, Google Analytics, Bizible/attribution tools, and related platforms.
Evaluate and operationalize AI-enabled capabilities that improve segmentation, personalization, workflow automation, data quality, and reporting.
Partner with Demand Generation to design scalable campaign operations processes from intake through launch, QA, measurement, and optimization.
Improve speed, quality, and consistency of campaign execution across email, nurture, paid, ABM, webinars, events, content syndication, and lifecycle programs.
Build standardized campaign taxonomy, naming conventions, UTM governance, attribution rules, and QA processes.
Support nurture strategy, segmentation, scoring, routing, and lifecycle programs that increase conversion from lead to pipeline.
Ensure demand generation teams have the systems, data, and insights needed to drive efficient pipeline creation.
Own marketing’s lead management framework, including scoring, routing, lifecycle stages, SLA tracking, and handoff processes.
Partner with Sales, SDR, RevOps, and GTM Analytics to align on funnel definitions, operational workflows, and pipeline reporting.
Improve lead routing accuracy, speed-to-lead, SAL acceptance, and visibility into marketing-generated opportunities.
Identify and resolve operational issues that create friction between Marketing, SDR, Sales, and Customer teams.
Support integration of marketing operations with broader GTM data models and revenue processes.
Lead, manage, and develop the Marketing Operations team, including analytics, campaign operations, systems, and automation roles.
Establish clear ownership, documentation, SLAs, and prioritization frameworks for marketing operations requests.
Build trusted relationships with Marketing, Demand Gen, Sales, RevOps, Finance, Data, and Biz Systems leadership.
Balance strategic roadmap ownership with hands-on execution when needed.
Manage vendors, budgets, tool renewals, and resourcing tradeoffs for the marketing operations function.