Director, Marketing Strategy & Operations

Freshworks•San Mateo, CA

5d•$220,000 - $270,000

About The Position

We are seeking a strategic and versatile Director of Marketing Strategy & Operations to drive operational excellence and revenue alignment across Marketing and Sales. This role will serve as a key partner to leadership, owning the design and optimization of the marketing-to-sales funnel while helping scale a high-performing, data-driven marketing organization. The ideal candidate brings deep expertise in marketing operations, go-to-market systems, and funnel management, with the ability to operate both strategically and tactically. This individual will play a critical role in improving execution, driving alignment, and embedding automation and AI into core marketing workflows.

Requirements

12+ years of experience in marketing operations, revenue operations, or a related role in a high-growth B2B environment
Deep understanding of marketing-to-sales funnel mechanics, lead management, and conversion optimization
Strong experience with CRM and marketing automation platforms (e.g., Salesforce, Marketo, Clay, Allocadia, Demandbase)
Comfortable experimenting with and applying AI tools (e.g., Claude, Gemini) to improve workflows, drive efficiency, and accelerate insight generation.
Proven ability to lead cross-functional initiatives and drive measurable business impact
Strong analytical and problem-solving skills
Excellent communication and stakeholder management skills
Bachelor’s degree required

Nice To Haves

MBA preferred

Responsibilities

Own and optimize the end-to-end marketing-to-sales funnel
Design lead flow architecture, including scoring, routing, enrichment, and progression
Partner with Sales and RevOps to align on SLAs, handoffs, and pipeline management
Monitor funnel performance, identify bottlenecks, and drive improvements in conversion, lead quality, and revenue outcomes
Partner with Analytics to ensure clear attribution, measurement, and performance visibility
Govern and evolve the marketing operating model to drive simplification, standardization, and scalability
Improve execution quality through strong process discipline, QA, and cross-functional alignment
Act as an integrator across marketing sub-functions to improve coordination, speed, and consistency
Establish and maintain operating rhythms with Marketing, Sales, RevOps, and Finance
Identify and close gaps in execution, measurement, and follow-through
Serve as a strategic owner and power user of the marketing automation ecosystem and its core integrations (e.g., Salesforce, web platforms)
Evaluate and optimize marketing technology to improve performance and reduce complexity
Ensure strong data quality and governance across marketing and CRM systems, including enrichment, deduplication, and hygiene
Partner with Data, Web, and Platform teams to enable scalable data flows and system reliability
Embed AI and automation into core marketing workflows, including lead scoring, routing, enrichment, and performance monitoring
Design and scale use case-driven workflows leveraging AI and agent-based approaches to improve campaign execution, lead management, and operational efficiency
Identify opportunities to automate repetitive tasks such as data enrichment, CRM/MAP updates, lead processing, and anomaly detection
Partner with Data, Web, and Platform teams to implement AI-driven capabilities while ensuring alignment with governance, data quality, and system architecture
Drive a culture of experimentation by testing and scaling practical AI use cases that improve productivity and decision-making
Drive alignment and prioritization across Marketing, Sales, RevOps, Finance, and Product
Act as a trusted operator across a broad range of strategic and operational initiatives
Build, mentor, and scale a high-performing marketing operations team
Foster a culture of accountability, continuous improvement, and operational excellence