Director, Marketing Operations

Job description

**This position is listed on behalf of a partner company, which manages all applications and next steps. Our partner is looking for a Director, Marketing Operations based in the United States.** We are seeking an experienced Director of Marketing Operations to build and lead the systems, processes, and analytics that connect marketing initiatives to developer adoption, pipeline generation, and revenue growth. In this strategic leadership role, you will oversee marketing operations end to end, including attribution, funnel measurement, lead management, marketing technology, and campaign execution. You will collaborate closely with Marketing, Sales, Business Development Representative (BDR) teams, and Data & Analytics to improve conversion rates and deliver measurable business outcomes. A key priority will be building an AI-native marketing operations ecosystem, implementing intelligent automation and agentic workflows that reduce manual effort and enable scalable growth. You will lead a growing team and manage external agency resources while remaining hands-on with technical systems and operational challenges. This is an opportunity to shape the future of marketing operations in a high-growth B2B SaaS environment where innovation, data-driven decision-making, and operational excellence are central to success. ### Accountabilities - **Marketing attribution and performance insights:** Establish and govern a reliable measurement framework that connects marketing activities to developer adoption, pipeline generation, and revenue. Develop attribution models covering paid, owned, event, and open-source channels, linking developer engagement and self-hosted usage signals to relevant accounts and commercial outcomes. - **Pipeline performance management:** Lead ongoing cross-functional pipeline reviews, identify performance gaps against targets, coordinate experimentation, and drive prioritization discussions with Marketing, Sales, and GTM leadership. - **Funnel measurement and analytics:** Define and maintain consistent funnel stages and lifecycle metrics from initial awareness through qualified pipeline generation. Partner with Data & Analytics to develop trusted datasets, dashboards, and reporting frameworks that support strategic decisions. - **Lead scoring, routing, and conversion:** Own lead scoring models, automated routing logic, service-level agreements, and handoff processes that improve conversion from initial engagement to pipeline. Establish feedback loops, rejected-lead processes, and automated alerts to address missed service levels and operational bottlenecks. - **BDR operational support:** Serve as a key operational partner to the BDR function, overseeing relevant tools, sequencing workflows, lead distribution, pipeline reporting, and performance measurement to improve productivity and support revenue targets. - **AI-native marketing systems:** Architect and govern an integrated marketing technology ecosystem centered on the CRM, prioritizing AI-native platforms and scalable automation over legacy, rule-based solutions. Lead the evaluation, planning, and migration from Marketo to an AI-native marketing automation platform or equivalent solution. - **Automation and agentic workflows:** Identify, design, and implement AI-powered workflows that augment or replace repetitive tasks across lead management, pipeline generation, campaign operations, and reporting. Use AI-driven analytics and signal processing to accelerate insights and reduce manual reporting requirements. - **Systems reliability and governance:** Implement proactive monitoring and error-handling processes, including automated alerts for integration failures, synchronization issues, webhook errors, and data anomalies. Maintain system reliability through consistent monitoring and timely resolution of technical issues. - **Data privacy and compliance:** Oversee user permissions, data quality, automated cleansing, list management, and privacy controls across marketing systems, ensuring alignment with applicable regulations, including GDPR, CCPA, and CASL. - **Campaign operations and execution:** Build and maintain automated campaign workflows, form strategies, audience segmentation, and lead lifecycle processes that enable marketing teams to execute campaigns efficiently at scale. Maintain consistent campaign structures and tagging conventions to support accurate downstream analytics. - **Agency and vendor management:** Manage external marketing operations resources, including scope, budgets, priorities, and capacity allocation. Identify opportunities to replace repetitive agency tasks with scalable automation as AI capabilities mature. - **Team leadership and organizational development:** Lead and develop the marketing operations team, currently comprising one direct report and an external agency resource. Assess future organizational needs and develop plans for additional roles, specialized expertise, or embedded operational support as the function grows. - **Continuous improvement:** Balance hands-on technical troubleshooting with strategic planning, prioritizing durable system improvements over temporary fixes. Use performance data and operational feedback to improve efficiency, scalability, and the overall effectiveness of marketing operations. ## Requirements - **Professional experience:** 8–10+ years of experience in Marketing Operations within a high-growth B2B SaaS environment, including experience managing employees, external vendors, agencies, or a combination of these. - **AI implementation expertise:** Demonstrated hands-on experience implementing AI-native solutions in Marketing or GTM Operations. This includes building agentic workflows, deploying AI-powered marketing technology, or automating complex processes with large language models and related tools. Practical implementation experience is essential beyond everyday use of AI assistants. - **Marketing automation and CRM proficiency:** Deep, hands-on knowledge of Marketo and Salesforce, including campaign development, lead lifecycle configuration, CRM integrations, and Marketo-to-Salesforce synchronization behavior. - **Marketing technology strategy:** Experience architecting, integrating, and governing a modern marketing technology stack, including CRM systems, enrichment platforms, intent data tools, and sales engagement solutions such as Outreach or equivalent platforms. - **Platform migration experience:** Experience evaluating and migrating to AI-native marketing automation platforms, such as Conversion, Inflection, or comparable solutions, is a strong advantage. - **Attribution and funnel analytics:** Proven ability to design and manage attribution models, establish funnel definitions, measure marketing effectiveness, and translate performance data into actionable insights. Experience in consumption-based or usage-based business models is particularly valuable. - **BDR or SDR operations:** Experience supporting or partnering with Business Development Representative or Sales Development Representative teams, including lead management, sequencing tools, pipeline reporting, and handoff processes. - **Developer-focused and open-source marketing:** Familiarity with developer-first go-to-market strategies and open-source software ecosystems is preferred, particularly the ability to connect developer engagement signals with account-level adoption and pipeline outcomes. - **Automation and process optimization:** A track record of building scalable workflows that significantly reduce repetitive manual work, improve operational efficiency, and limit unnecessary reliance on external agency resources or additional headcount. - **Data governance and compliance:** Working knowledge of data privacy, consent management, lead handling, and list management requirements under GDPR, CCPA, CASL, and other relevant regulations. - **Technical problem-solving:** Ability to troubleshoot integrations, investigate synchronization failures, diagnose data-quality issues, and resolve operational problems while developing systematic, long-term solutions. - **Analytical judgment:** Comfort working with incomplete data, evolving funnel definitions, and changing business priorities. Ability to distinguish between urgent operational issues and structural problems that require scalable solutions. - **Leadership and collaboration:** Strong communication and stakeholder management skills, with the ability to work effectively across Marketing, Sales, BDR, and Data & Analytics teams and explain technical concepts and trade-offs in accessible language. - **Strategic and hands-on mindset:** Ability to lead a team, manage external partners, influence cross-functional strategy, and remain sufficiently hands-on to solve technical challenges and implement operational improvements. ## Benefits - **Competitive compensation:** Annual base salary ranges vary by geographic market: - Tier 1: $260,900–$330,000, with a target bonus of $39,100–$50,000. - Tier 2: $234,800–$295,000, with a target bonus of $35,200–$45,000. - Tier 3: $208,700–$263,000, with a target bonus of $31,300–$40,000. - **Equity opportunities:** Eligible compensation packages include equity, providing an opportunity to participate in the company's long-term growth. - **Performance-based bonus:** Additional target bonus compensation based on the applicable geographic compensation tier and compensation structure. - **Remote work flexibility:** A fully remote position based in the United States, offering flexibility in where you work. - **Leadership and strategic ownership:** The opportunity to build and scale a critical marketing operations function while influencing pipeline generation, developer adoption, and revenue performance. - **AI and automation innovation:** The opportunity to implement advanced AI-native systems and agentic workflows that transform how marketing operations are managed. - **Team development:** Lead a growing function, manage external partners, and help shape future team structure and organizational capabilities. - **Cross-functional collaboration:** Work closely with Marketing, Sales, BDR, Data & Analytics, and GTM Operations leadership to drive measurable business outcomes. - **Inclusive work environment:** A commitment to equal employment opportunities, diversity, accessibility, and reasonable accommodations for individuals with disabilities.