Director of Marketing Operations

OPSWAT • Tampa, FL

19d

About The Position

OPSWAT is seeking a Director of Marketing Operations to ensure all inbound and outbound demand is accurately captured, qualified, and converted into pipeline through well-designed processes, consistent execution, and actionable analytics. This is not a systems maintenance role; the focus is on making the marketing infrastructure smarter and more efficient. The role involves strategic partnership with Revenue Marketing, Field Marketing, SDR, and Sales Operations teams, acting as the connective tissue between tools, data, and revenue goals. A key aspect of this position is collaborating with a dedicated AI engineer to build custom marketing integration tools, automations, and agent-assisted workflows, and championing their adoption across the team. The Director will own the marketing engine, optimize integrations, manage martech budget and vendors, and ensure platform health and data integrity, including compliance with GDPR and CAN-SPAM. Responsibilities also include managing the end-to-end lead lifecycle, analyzing funnel performance, building revenue-focused dashboards, and driving AI adoption within the marketing team.

Requirements

• 7–10+ years of B2B marketing operations experience, ideally in cybersecurity, SaaS, or enterprise technology.
• Deep HubSpot admin expertise: complex workflows, API integrations, lifecycle architecture, scoring models, and reporting.
• Proven experience with sales engagement platforms (SalesLoft preferred, Outreach accepted) and CRM systems (Salesforce accepted, SugarCRM a plus).
• Hands-on experience with ABM and intent platforms, 6sense strongly preferred.
• Experience with data enrichment and prospecting tools such as ZoomInfo or equivalent.
• Experience with webinar and virtual event platforms integrated into marketing workflows (Sequel.io, ON24, Zoom Webinars, or equivalent).
• A track record of implementing automation and process optimization that actually sticks.
• Experience running growth experiments with documented outcomes: hypothesis, test, result, scale.
• Strong analytical foundation, comfortable building dashboards independently.
• You design workflows that connect data, tools, and teams.
• You bridge the gap between marketing and sales, you know pipeline is a team sport, and you have the cross-functional track record to prove it.
• Comfortable with LLMs, automation platforms, and AI-powered analytics.
• Technical enough to collaborate closely with an engineer: you understand APIs, data structures, and integration logic well enough to scope a build, spot the hard parts, and make good tradeoff calls.
• You can turn a messy business problem into a clear, buildable spec, then own adoption once it ships.
• Excellent project management and organizational skills.
• Clear and concise communicator with experience presenting data-driven insights to senior stakeholders.
• Solid understanding of data privacy and compliance (GDPR, CAN-SPAM).

Nice To Haves

• HubSpot certifications are a strong plus.
• Hands-on scripting or SQL is a plus, not a requirement.
• Bonus: you have built or managed AI-driven systems or agent-based workflows in a production marketing environment.

Responsibilities

• Serve as the primary HubSpot admin, owning architecture, workflows, lifecycle stages, integrations, scoring models, nurture programs, and reporting.
• Manage and optimize integrations across the full stack: HubSpot, SalesLoft, 6sense, ZoomInfo, Sequel.io (webinar platform), and SugarCRM.
• Lead routing, scoring, lifecycle nurtures, and campaign execution, ensuring the right data reaches the right people at the right time.
• Own martech budget, vendor relationships, and renewals.
• Partner with our AI engineer to design and ship internal marketing tools: custom integrations between platforms, data pipelines, enrichment and research automations, and agent-assisted workflows.
• Identify where the friction actually is, scope what a solution needs to do, define success, and prioritize the queue for engineering effort.
• Own the marketing side of the build: requirements, data model, test cases, rollout, adoption, and documentation.
• Set the quality bar for AI-assisted output.
• Monitor platform health across the stack, establish alerting frameworks, and proactively resolve system issues.
• Own platform documentation, enablement, change management processes, and release management cadences.
• Serve as the subject matter expert between Marketing, Sales, Operations, and IT for technology platform requests, projects, and escalations.
• Translate business requirements from marketing and sales stakeholders into actionable technical configurations and system enhancements.
• Be the guardian of marketing data integrity, maintaining compliance with GDPR and CAN-SPAM.
• Ensure all inbound and outbound demand is accurately captured, qualified, and routed with clear SLA accountability.
• Own the end-to-end lead lifecycle: capture, enrichment, deduplication, scoring, routing, and SLA monitoring through to SDR handoff and opportunity creation.
• Use automation and AI-assisted research to compress speed-to-lead and improve handoff quality.
• Analyze lead follow-up performance, SLA adherence, and pipeline conversion from both inbound and outbound activities.
• Partner with the Global SDR Director and Sales Ops to continuously improve lead flow, ABM account prioritization, and handoff quality.
• Maintain and evolve lead scoring models informed by 6sense intent data, ZoomInfo and Cognism signals, and behavioral engagement.
• Own the full prospect-to-pipeline journey, building nurture programs that move people through the funnel and partnering with Sales to strengthen conversion at every stage.
• Run structured growth experiments across funnel stages: A/B tests on nurture sequences, landing pages, lead scoring thresholds, and SDR follow-up cadences.
• Take primary responsibility for campaign and funnel performance analysis.
• Deliver recurring performance summaries and actionable insights to Marketing and Sales stakeholders.
• Build dashboards and reporting that tell a clear story about marketing's impact on revenue.
• Partner with Sales Ops and analytics teams to ensure platform data is clean, structured, and accessible for tooling and executive reporting.
• Act as the analytical point of contact for Marketing, ABM, and SDR teams, supporting demand review discussions with structured performance insights and consistent KPI visibility.
• Design and manage automation and orchestration workflows across platforms to reduce manual effort, improve speed-to-lead, and increase conversion rates.
• Evaluate and pilot AI features within the existing stack, including HubSpot, 6sense AI, and ZoomInfo Copilot, and identify net-new tooling where capability gaps exist.
• Identify the highest-volume manual tasks across the marketing org and eliminate them with AI-assisted workflows.
• Make AI fluency a team capability, not a personal one. Run working sessions, pair with marketers on their own workflows, share what's working, and document the playbooks.

Benefits

• We celebrate diversity and are committed to providing an environment where equal employment opportunities are extended to all employees and applicants, free of discrimination and harassment of any type.

What This Job Offers

• Job Type: Full-time
• Career Level: Director
• Education Level: No Education Listed