Position SummaryThe Sr. Director, Marketing Operations is the strategic and operational right hand to the CMO - functioning as a COO and Chief of Staff for the marketing organization. This leader owns the systems, data, and processes that convert marketing strategy into measurable, scalable pipeline generation, and serves as the connective tissue between marketing, GTM operations, and the executive/board reporting cadence.
This role is accountable for the operational health of the marketing organization end-to-end: strategic planning and business rhythm, marketing systems and lead-to-opportunity process, top-of-funnel inspection and forecasting cadences, board/QBR reporting, and a near-shore (Mexico-based) data governance team.
The ideal candidate operates equally comfortably in an executive strategy session with the CMO and in the technical weeds of a lead routing rule or MQL definition.
Key Responsibilities & AccountabilitiesStrategic Partnership to the CMO
- Serve as thought partner and de facto COO/Chief of Staff to the CMO - shaping marketing strategy, annual/quarterly planning, and organizational priorities.
- Own the marketing leadership operating rhythm: staff meetings, planning offsites, budget reviews, and executive/board-level QBR preparation.
- Translate company and GTM strategy into a marketing operating plan with clear goals, owners, and metrics.
- Prepare board- and executive-ready reporting that connects marketing investment to pipeline, revenue, and efficiency outcomes.
Marketing Systems & Lead-to-Opportunity Process
- Own the marketing technology stack supporting lead-to-opportunity, including marketing automation, lead scoring, routing, and attribution tooling.
- Design and continuously optimize the end-to-end lead-to-opportunity process, ensuring clean handoffs between marketing and sales.
- Define and maintain MQL/SQL definitions, scoring models, and SLAs governing lead flow and speed-to-lead.
- Partner with IT/business systems on platform architecture, integrations, and roadmap decisions affecting marketing systems.
Pipeline Inspection, Cadences & Reporting
- Own top-of-funnel inspection cadences - weekly/monthly pipeline reviews, funnel conversion analysis, and campaign performance reporting.
- Run and continuously improve the QBR process for marketing, ensuring consistent, data-driven storytelling for leadership and the board.
- Build and maintain dashboards and forecasting models that give the CMO and GTM leadership real-time visibility into funnel health.
Data Governance & Near-Shore Team Leadership
- Own and lead a near-shore (Mexico-based) data governance team responsible for marketing data quality, hygiene, and compliance.
- Establish data governance policies, standards, and processes covering lead data, account data, and campaign data integrity.
- Ensure data practices align with broader company data governance, privacy, and (as the company matures) SOX/IPO-readiness requirements.
Qualifications- 10+ years in Marketing Operations, RevOps, or GTM Strategy, including 3+ years in a senior leadership role partnering directly with a CMO or senior marketing executive.
- Proven experience acting as a "COO/Chief of Staff" style operator - comfortable owning strategy, planning, and reporting rhythms, not just systems administration.
- Deep hands-on experience with marketing automation platforms (e.g., Marketo, HubSpot, Eloqua) and CRM (Salesforce) integration for lead-to-opportunity workflows.
- Specific examples of implementing AI technologies to supercharge productivity, increase effectiveness of legacy workflows (e.g. AI SDR Agents, AI-enhanced lead scoring).
- Track record building and presenting board- or executive-level QBR and planning materials.
- Experience managing distributed or near-shore/offshore teams, ideally in a data operations or data governance capacity.
- Strong analytical and forecasting skills; fluent in funnel metrics, attribution modeling, and marketing-sourced/influenced pipeline reporting.
- Experience operating in a company scaling toward IPO or as a public company is a strong plus, particularly around data integrity and reporting controls.
- Bachelor's degree required; MBA or equivalent advanced degree preferred.
We take care of our employees. We offer competitive salaries, a meaningful bonus program, and excellent benefits, including healthcare insurance, as well as pension/retirement matching, comprehensive life insurance, an employee assistance program, time off plans, and paid company holidays.
