Senior Director, Marketing Operations

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

📋 Description

• Develop and implement top-of-funnel strategies encompassing demand generation, field marketing, and sales development.

• Establish funnel volume, mix, and conversion assumptions necessary to achieve pipeline objectives.

• Lead the annual and quarterly marketing planning processes, which include setting capacity and targets, allocating channels and segments, reviewing budgets, and organizing planning offsites.

• Convert company and go-to-market (GTM) strategies into a top-of-funnel operational plan complete with goals, owners, and metrics.

• Utilize funnel economics, conversion benchmarks, and scenario modeling to inform top-of-funnel investments.

• Manage the marketing technology stack that supports the lead-to-opportunity processes.

• Design and enhance lead-to-opportunity processes along with marketing-to-sales handoff procedures.

• Define and uphold MQL/SQL definitions, scoring models, and service level agreements (SLAs).

• Collaborate with IT and business systems on platform architecture, integrations, and roadmap decision-making.

• Conduct weekly and monthly funnel reviews, conversion analyses, and campaign performance reports.

• Oversee board- and executive-level funnel reporting and facilitate the marketing quarterly business review (QBR) process.

• Create dashboards and forecasting models that assess funnel health, pipeline coverage, and emerging risks.

• Establish a centralized source of truth for funnel metrics, targets, and benchmarks.

• Supervise the Director of Top-of-Funnel Operations and direct funnel vendors, tooling, process execution, and the Mexico-based data quality team.

• Develop a data governance strategy that ensures the integrity of lead, account, and campaign data.

• Confirm that data practices align with the company's data governance, privacy standards, and SOX/IPO readiness requirements.

⛳️ Requirements

• A minimum of 10 years in Marketing Operations, Demand Generation Operations, Revenue Operations, or GTM Strategy.

• At least 3 years in a senior leadership position overseeing top-of-funnel strategy and operations at scale.

• Demonstrated success in establishing top-of-funnel targets, conversion strategies, and channel economics.

• Extensive hands-on experience with marketing automation platforms such as Marketo, HubSpot, or Eloqua.

• Experience in integrating marketing automation platforms with Salesforce for lead-to-opportunity workflows.

• Knowledge of implementing AI technologies, including AI SDR Agents or AI-enhanced lead scoring.

• Proven experience in building and presenting funnel performance, QBR, and planning materials for board or executive levels.

• Experience leading senior managers or directors, including managing distributed or near-shore/offshore teams in data operations or governance.

• Strong analytical capabilities and forecasting proficiency.

• Proficiency in funnel metrics, conversion and velocity modeling, attribution, and marketing-sourced/influenced pipeline reporting.

• Experience operating in a company that is scaling towards IPO or is already a public company is a significant advantage.

• Bachelor's degree is mandatory.

• An MBA or equivalent advanced degree is preferred.

• Candidates must complete a comprehensive criminal background check, verification of education, and verification of employment upon conditional offer.

🏝️ Benefits

• Meaningful bonus program.

• Equity opportunities.

• Healthcare insurance.

• Pension and retirement matching.

• Comprehensive life insurance coverage.

• Employee assistance program.

• Generous time off plans.

• Paid company holidays.

• Opportunities for career advancement.

• Global team environment.

• Planning offsites.