Senior Director, Marketing Operations

Delinea•Redwood City, CA

13d•$174,000 - $217,000

About The Position

The Senior Director, Marketing Operations is Delinea’s strategic leader of the top-of-funnel engine, accountable for making demand measurable and forecastable as pipeline. The role sets funnel operating strategy and owns the systems, data, processes, and performance cadences that turn marketing investment into qualified opportunity flow at scale. The position oversees the operational health of the demand funnel end to end, including top-of-funnel strategy and target setting, marketing systems and the lead-to-opportunity process, funnel inspection and forecasting, executive and board reporting, quarterly business reviews, and marketing operational planning and budget rhythms. The role manages a Director of Top-of-Funnel Operations, who leads funnel vendors, process execution, and a Mexico-based near-shore data quality team. The successful candidate will work with go-to-market leadership to set strategy and targets while also addressing technical details such as lead routing rules and MQL definitions. Delinea describes itself as a global identity-security company and highlights meaningful work, innovation, career progression, competitive salaries, a bonus program, healthcare insurance, retirement matching, life insurance, an employee assistance program, time-off plans, and paid company holidays.

Requirements

10+ years of experience in Marketing Operations, Demand Generation Operations, RevOps, or GTM Strategy, including 3+ years in a senior leadership role owning top-of-funnel strategy and operations at scale.
Demonstrated ability to set top-of-funnel targets, conversion strategy, and channel economics, beyond administering systems or fulfilling reporting requests.
Deep hands-on experience with marketing automation platforms such as Marketo, HubSpot, or Eloqua and CRM (Salesforce) integration for lead-to-opportunity workflows.
Specific examples of implementing AI technologies to improve productivity and legacy workflows, such as AI SDR agents or AI-enhanced lead scoring.
Experience building and presenting board- or executive-level funnel performance, QBR, and planning materials.
Experience leading through senior managers or directors, including distributed or near-shore/offshore teams in data operations or data governance.
Strong analytical and forecasting skills, including fluency in funnel metrics, conversion and velocity modeling, attribution, and marketing-sourced/influenced pipeline reporting.
Bachelor’s degree required.

Nice To Haves

Experience operating in a company scaling toward IPO or as a public company, particularly regarding data integrity and reporting controls.
MBA or equivalent advanced degree preferred.

Responsibilities

Set top-of-funnel strategy with demand generation, field marketing, and sales development, including volume, mix, and conversion assumptions needed to meet pipeline targets.
Own annual and quarterly funnel planning, including capacity and target setting, channel and segment allocation, budget reviews, and planning offsites.
Translate company and go-to-market strategy into an operating plan with goals, owners, and metrics by channel, segment, and region.
Build investment business cases and guide top-of-funnel spending decisions using funnel economics, conversion benchmarks, and scenario modeling.
Own the marketing technology stack supporting lead-to-opportunity workflows, including marketing automation, lead scoring, routing, and attribution tools.
Design and continuously optimize the lead-to-opportunity process and handoffs among marketing, sales development, and sales.
Define and maintain MQL and SQL definitions, scoring models, and SLAs for lead flow and speed-to-lead.
Partner with IT and business systems teams on platform architecture, integrations, and roadmap decisions affecting marketing systems.
Own top-of-funnel inspection cadences, including weekly and monthly funnel reviews, stage- and source-level conversion analysis, and campaign performance reporting.
Own board- and executive-level funnel reporting and run the marketing QBR process, connecting investment to pipeline, revenue, and efficiency outcomes.
Build and maintain dashboards and forecasting models that provide go-to-market leaders visibility into funnel health, pipeline coverage, and emerging risks.
Establish shared funnel metric definitions, targets, and benchmarks as a single source of truth for marketing, sales development, and sales.
Manage the Director of Top-of-Funnel Operations, setting direction and standards for funnel vendors and tooling, process execution, and the near-shore data quality team.
Set data governance policies, standards, and processes for lead, account, and campaign data integrity, and hold the organization accountable.
Ensure data practices align with company-wide data governance and privacy requirements, as well as maturing SOX and IPO-readiness requirements.