Position Summary

The Marketing Operations Manager will strengthen the commercial effectiveness of the U.S. and Canada Area Marketing organization by improving the systems, processes, data, automation, analytics, and sales development capabilities that enable profitable growth. This role serves as the Area leader for marketing operations and owns the digital architecture and execution elements within Area control. The role will work closely with Global Marketing, IT, Sales, and other cross-functional partners to ensure the Area has a modern, measurable, and scalable commercial marketing engine. This is a high-impact leadership role designed to increase the marketing organization's overall capability, improve execution discipline, and accelerate the connection between marketing activity and revenue outcomes.

Key Responsibilities

Marketing Operations Leadership

• Own the Area marketing operations strategy, roadmap, and operating model.
• Improve the commercial marketing organization's ability to execute, measure, learn, and optimize.
• Serve as the Area subject matter expert for modern marketing operations, automation, analytics, and digital execution.
• Identify opportunities to simplify workflows, improve speed, reduce manual effort, and increase marketing productivity.
• Introduce best practices, emerging tools, and AI-enabled capabilities that improve marketing effectiveness.
• Build scalable processes that support campaign execution, lead management, reporting, and sales follow-up.

Digital Architecture & Execution

• Own the Area-controlled elements of the marketing technology ecosystem, including campaign workflows, lead capture, routing, nurturing, segmentation, landing pages, forms, reporting inputs, and execution processes.
• Partner with Global Marketing counterparts who own or administer enterprise marketing systems and capabilities.
• Work closely with IT on system governance, integrations, access, enhancements, data quality, security, and platform performance.
• Translate Area business needs into clear system, data, and process requirements.
• Ensure digital execution supports business priorities, customer needs, sales productivity, and measurable commercial outcomes.
• Support effective use of platforms such as Salesforce, Eloqua, Demandbase, Power BI, Seismic, Adobe Analytics, Google Analytics, and other relevant tools.

Revenue Engine & Lead Management

• Own the Area lead management process from inquiry through qualified opportunity handoff.
• Improve lead capture, scoring, routing, nurturing, SDR qualification, sales handoff, and pipeline visibility.
• Partner with Sales and Marketing leadership to define and optimize MQL, SQL, opportunity, and attribution processes.
• Establish clear service-level expectations between Marketing, SDRs, and Sales.
• Identify bottlenecks in the funnel and recommend improvements to increase conversion, speed, and revenue impact.
• Improve visibility into marketing-sourced and marketing-influenced pipeline.

Sales Development Leadership

• Lead, coach, and develop two Sales Development Representatives.
• Establish SDR priorities, activity expectations, qualification standards, and performance metrics.
• Ensure SDR efforts are aligned to Area growth priorities, campaigns, target accounts, and sales needs.
• Improve SDR effectiveness through stronger messaging, workflows, enablement, data quality, and follow-up discipline.
• Partner with Sales leadership to ensure clean handoffs, strong feedback loops, and shared accountability for pipeline creation.

Analytics, Reporting & Performance Improvement

• Develop and improve dashboards and reporting that connect marketing activity to commercial outcomes.
• Monitor campaign performance, lead progression, SDR productivity, funnel conversion, pipeline impact, and attribution.
• Improve the quality, consistency, and usability of marketing data.
• Provide insights that help Marketing and Sales make better decisions.
• Support executive reporting and business reviews with clear, actionable performance analysis.
• Create a culture of continuous improvement through testing, measurement, and optimization.

Marketing Capability Development

• Raise the overall digital, analytical, and operational maturity of the Area Marketing team.
• Train and support marketers on tools, processes, reporting, campaign operations, and best practices.
• Help the team adopt more sophisticated approaches to segmentation, personalization, nurture, ABM, attribution, and AI-enabled marketing.
• Serve as a practical internal consultant who helps marketers turn strategy into measurable execution.
• Bring external best practices into the organization and help translate them into realistic, usable operating improvements.

Qualifications

Required

• 8+ years of experience in marketing operations, marketing automation, revenue operations, demand generation, CRM, or related commercial marketing roles.
• Experience working with CRM and marketing automation platforms, preferably Salesforce and Eloqua.
• Strong understanding of lead management, campaign operations, funnel measurement, attribution, and marketing analytics.
• Experience improving marketing processes, workflows, data quality, and reporting.
• Demonstrated ability to partner across Marketing, Sales, IT, and enterprise/global functions.
• Strong analytical, problem-solving, and process-improvement skills.
• Ability to translate business needs into system, data, and execution requirements.
• Experience coaching or managing people, teams, agencies, vendors, or cross-functional workstreams.
• Strong communication skills with the ability to influence without full system ownership.
• Bias for action, continuous improvement, and measurable business impact.

Preferred

• Experience managing SDRs or sales development processes.
• Experience in B2B, life sciences, food safety, diagnostics, healthcare, manufacturing, or other technical commercial environments.
• Experience with Power BI, Demandbase, Seismic, Adobe Analytics, Google Analytics, or similar platforms.
• Familiarity with ABM, lead scoring, customer segmentation, AI-enabled marketing tools, and marketing attribution models.
• Experience working in a matrixed organization with both Area and Global responsibilities.
• Project management, Lean, Agile, or process-improvement experience.

Success Measures

Success in this role will be measured by improvements in:

• Marketing-sourced and marketing-influenced pipeline.
• Lead conversion and speed-to-follow-up.
• SDR productivity and qualified opportunity creation.
• Campaign execution quality and efficiency.
• Data quality, reporting accuracy, and dashboard adoption.
• Funnel visibility and attribution discipline.
• Marketing team capability and digital maturity.
• Cross-functional alignment with Sales, Global Marketing, and IT.

Ideal Candidate Profile

The ideal candidate is a modern marketing operations leader who can think strategically, execute practically, and improve the capability of the broader marketing organization. This person is equally comfortable discussing funnel performance with Sales, campaign workflows with marketers, system requirements with IT, and performance metrics with leadership.

They are not simply a system administrator. They are a commercial marketing multiplier - someone who makes the entire marketing organization smarter, faster, more measurable, and more effective.

Reporting Relationship

This role reports directly to the Director of Commercial Marketing, U.S. and Canada, and will manage two Sales Development Representatives.

Compensation

The expected compensation range for this role is $120,000 to $180,000, with final compensation based on experience, capabilities, and market alignment.