Position SummaryThe Sr. Director, Marketing Operations is the strategic leader of Delinea's top-of-funnel engine - accountable for how demand becomes measurable, forecastable pipeline. This leader sets the operating strategy for the funnel and owns the systems, data, process, and performance cadences that turn marketing investment into qualified opportunity flow at scale.
This role owns the operational health of the demand funnel end-to-end: top-of-funnel strategy and target setting, the marketing systems and lead-to-opportunity process, funnel inspection and forecasting cadences, executive/board and QBR reporting on funnel performance, marketing operational planning and budget rhythm, and a Director, Top-of-Funnel Operations who leads funnel vendors, process, and the near-shore (Mexico-based) data quality team. The ideal candidate is a strategic operator who can set funnel strategy and targets alongside GTM leadership, then go into the technical weeds of a lead routing rule or MQL definition to make those targets achievable.
Key Responsibilities & AccountabilitiesTop-of-Funnel Strategy & Operating Plan- Set top-of-funnel strategy in partnership with demand generation, field marketing, and sales development - defining the volume, mix, and conversion assumptions required to hit pipeline targets.
- Own the annual and quarterly marketing planning rhythm as it relates to the funnel: capacity and target setting, channel and segment allocation, budget reviews, and planning offsites.
- Translate company and GTM strategy into a top-of-funnel operating plan with clear goals, owners, and metrics by channel, segment, and region.
- Build the business case for where to invest and where to stop - using funnel economics, conversion benchmarks, and scenario modeling to guide top-of-funnel spend decisions.
Funnel 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, sales development, 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.
Funnel Inspection, Forecasting & Reporting- Own top-of-funnel inspection cadences - weekly and monthly funnel reviews, stage- and source-level conversion analysis, and campaign performance reporting.
- Own board- and executive-level reporting on funnel performance, and run the marketing QBR process - connecting top-of-funnel investment to pipeline, revenue, and efficiency outcomes.
- Build and maintain dashboards and forecasting models that give GTM leadership real-time visibility into funnel health, pipeline coverage, and emerging risk.
- Establish the single source of truth for funnel metrics - shared definitions, targets, and benchmarks that marketing, sales development, and sales all operate against.
Team Leadership, Vendors & Data Governance- Manage a Director, Top-of-Funnel Operations who owns funnel vendors and tooling, process execution, and the near-shore (Mexico-based) data quality team - setting direction and standards while giving them room to run.
- Set the data governance strategy - policies, standards, and processes covering lead, account, and campaign data integrity - and hold the organization accountable to it.
- 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, Demand Generation Operations, RevOps, or GTM Strategy, including 3+ years in a senior leadership role owning top-of-funnel strategy and operations at scale.
- Proven track record as a strategic funnel owner - setting top-of-funnel targets, conversion strategy, and channel economics, not just administering systems or fulfilling reporting requests.
- 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 funnel performance, QBR, and planning materials.
- Experience leading through senior managers or directors, including distributed or near-shore/offshore teams in a data operations or data governance capacity.
- Strong analytical and forecasting skills; fluent in funnel metrics, conversion and velocity modeling, attribution, 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.
