Director, Sales and Marketing Operations

Fairmarkit

10h•$162,000 - $245,000•Remote

About The Position

Fairmarkit is seeking a strategic, hands-on Director of Sales and Marketing Operations to lead the systems, processes, and insights that improve sales and marketing performance. The role owns the operational framework across the full acquisition funnel, from account and prospect targeting, campaign engagement, and lead generation through pipeline creation, opportunity progression, and closed-won revenue. The Director partners with Sales, Marketing, Business Development, Deal Desk, and Finance leadership to align priorities, improve execution, and build scalable ways of working. They establish attribution and measurement frameworks that connect sales and marketing activity to pipeline and revenue, enabling informed investment decisions. The role brings an AI-native approach to operations by embedding AI and automation into workflows, insights, and capacity creation. It requires setting direction, influencing stakeholders, leading change, and staying close to execution. The role has one direct report and aligns directly to the CFOO. Fairmarkit is an autonomous sourcing platform serving procurement teams with automation, AI, and GenAI. Its solutions for tail spend and strategic sourcing help customers reduce cycle times and costs, meet ESG and diversity targets, and improve stakeholder and supplier experiences.

Requirements

10+ years of progressive experience in Sales Operations, Marketing Operations, or related roles in B2B SaaS, including setting operational direction and leading cross-functional initiatives.
Demonstrated ownership across both sales and marketing operations, with full-funnel experience from pre-pipeline activity through closed-won revenue.
Expertise in campaign measurement, attribution models, funnel analytics, and connecting sales and marketing investments to pipeline and revenue outcomes.
Strong systems expertise, including shaping technology strategy and designing scalable platforms, integrations, and automation.
Experience managing marketing automation, sales engagement, data enrichment, forecasting, and reporting platforms.
Demonstrated use of AI and automation to improve workflows, with sound judgment around data quality, output validation, and adoption.
Strong analytical skills, including proficiency with Excel or Google Sheets, dashboard development, and translating complex data into clear recommendations.
Ability to influence leaders, align stakeholders, and lead change across teams without relying on direct authority.
Strategic perspective combined with the willingness and technical ability to build, troubleshoot, and execute.
Excellent communication, prioritization, and project leadership skills.
Ability to work in a remote, fast-paced environment.

Responsibilities

Set and lead the Sales and Marketing Operations strategy, translating company priorities into a roadmap to improve pipeline generation, sales productivity, and revenue performance.
Advise Sales, Marketing, and Business Development leaders on operational priorities, investment decisions, and execution improvements.
Establish shared performance expectations, decision-making frameworks, and accountability across Sales and Marketing.
Lead cross-functional change, align stakeholders, and resolve competing priorities to deliver measurable business outcomes.
Anticipate operational needs as the business scales and evolve processes, systems, and capabilities.
Define and own the operational framework across the full acquisition funnel, from targeting through closed-won revenue.
Establish consistent funnel definitions, qualification criteria, routing logic, and handoff expectations across Sales, Marketing, and Business Development.
Lead attribution strategy, connecting marketing campaigns and sales activities to pipeline and revenue to measure ROI and guide investment decisions.
Analyze campaign effectiveness, acquisition efficiency, conversion, and funnel velocity to guide investment and prioritization.
Identify barriers to performance and lead initiatives that improve pipeline quality, conversion rates, and sales cycle efficiency.
Lead the operational framework for pipeline management and forecasting to strengthen predictability and inform Sales leadership and financial planning.
Improve performance scorecards and leadership review cadences so insights lead to decisions, ownership, and action.
Partner with Finance and Sales leadership on sales commission plans aligned with strategic initiatives and business goals.
Lead territory, coverage, and capacity strategy with Sales leadership, aligning organizational design and resource investment with market opportunity and growth objectives.
Set the sales and marketing technology strategy and roadmap, balancing business needs, scalability, cost, and adoption.
Lead the design and evolution of integrations across Salesforce and connected platforms to support reliable data flow and effective workflows.
Establish standards for system design, access, documentation, and change management with other system stakeholders.
Evaluate technology investments against measurable business value and drive adoption, tool consolidation, or replacement where appropriate.
Define and lead an AI-native approach to Sales and Marketing Operations, making AI and automation core to how work is designed and delivered.
Build and prioritize AI and automation initiatives that improve team capacity, campaign execution, lead prioritization, and sales productivity.
Lead AI and automation experiments from use case through implementation and adoption, measuring quality, efficiency, and business impact.
Recommend workflow redesign to capture AI and automation benefits and simplify how teams work.
Influence leaders and users to adopt new capabilities, setting practical standards for responsible use, output validation, and ongoing improvement.
Establish a sales and marketing measurement framework, aligning leaders on trusted metrics, data definitions, and ownership.
Own the quality and reliability of sales and marketing data, address root causes, and establish sustainable governance.
Deliver executive-level insights on performance, emerging risks and opportunities, and recommended actions.
Set the reporting and analytics roadmap, prioritizing visibility that improves decisions and accountability.
Recommend enablement and adoption strategies that embed systems, processes, and insights into Sales and Marketing operations.