Director, Sales and Marketing Operations

This is a fully remote position, open to applicants in United States.

📋 Description

• Develop and direct the strategy and roadmap for Sales and Marketing Operations.

• Provide guidance to leaders in Sales, Marketing, and Business Development regarding operational priorities and investment choices.

• Set performance expectations, frameworks for decision-making, and accountability standards across Sales and Marketing.

• Steer cross-functional transformations and address competing priorities.

• Define and manage the comprehensive operational framework for the acquisition funnel, from account and prospect targeting to closed-won revenue.

• Create definitions for the funnel, establish qualification criteria, routing logic, and handoff expectations.

• Drive the attribution strategy that links campaigns and sales activities to pipeline and revenue outcomes.

• Evaluate the effectiveness of campaigns, acquisition efficiency, conversion rates, and funnel velocity.

• Enhance pipeline quality, conversion rates, and the efficiency of the sales cycle.

• Oversee pipeline management and forecasting operations.

• Improve performance scorecards and the cadence of leadership reviews.

• Collaborate with Finance and Sales leadership on commission plan development.

• Direct the strategy for territory, coverage, and capacity.

• Establish the technology strategy and roadmap for sales and marketing.

• Lead the integration of Salesforce and connected platforms.

• Set standards for system design, access, documentation, and change management.

• Assess technology investments and promote tool adoption or consolidation.

• Define and implement an AI-native approach to Sales and Marketing Operations.

• Develop and prioritize initiatives focused on AI and automation.

• Manage the experimentation phase of AI through implementation and adoption.

• Redesign workflows to maximize the benefits of AI and automation.

• Set standards for the responsible use of AI, output validation, and continuous improvement.

• Establish a measurement framework and data governance for sales and marketing.

• Ensure the quality and reliability of sales and marketing data.

• Provide executive-level performance insights and strategic recommendations.

• Develop the roadmap for reporting and analytics.

• Suggest strategies for enablement and adoption.

• Supervise one direct report and work closely with the CFOO.

⛳️ Requirements

• Over 10 years of progressive experience in Sales Operations, Marketing Operations, or similar roles within B2B SaaS.

• Proven experience in setting operational direction and leading cross-functional projects.

• Comprehensive ownership of both sales and marketing operations, with full-funnel experience from pre-pipeline activities to closed-won revenue.

• Expertise in measuring campaign effectiveness, developing attribution models, conducting funnel analytics, and linking sales and marketing efforts to pipeline and revenue results.

• Experience in shaping technology strategy and crafting scalable platforms, integrations, and automation solutions.

• Proficient in managing marketing automation, sales engagement, data enrichment, forecasting, and reporting platforms.

• Demonstrated ability to leverage AI and automation to enhance workflows, with sound judgment regarding data quality, output validation, and user adoption.

• High proficiency in Excel/Google Sheets and dashboard creation.

• Skilled at translating complex data into straightforward recommendations.

• Strong ability to influence leaders, align stakeholders, and drive change across teams without relying on direct authority.

• Strategic mindset combined with the capability and willingness to build, troubleshoot, and execute.

• Exceptional communication, prioritization, and project management skills in a remote, fast-paced environment.

🏝️ Benefits

• Bonus

• Equity

• Benefits