About the roleThe Senior Director, Strategy & Operations is the operational and strategic backbone of the Marketing organization. In this role, you serve as a right hand to the CMO and lead the Marketing Operations function, owning the operating cadence, planning, performance visibility, and the systems and processes that enable marketing to execute at scale. A major focus of this role is elevating how the organization turns data into insight and insight into action by building a full-funnel performance narrative that helps executives understand what is happening in the business, why it's happening, and what actions are being taken.
Responsibilities- Lead the Marketing Operations team and function, setting the MOPs strategy, operating model, prioritization, and talent development plans, with clear ownership and standards across planning, process, measurement, and systems.
- Strengthen cross-functional operating relationships with Sales/RevOps, Finance, Product, and IT to ensure end-to-end alignment on funnel definitions, targets, data, and reporting.
- Establish and run executive scorecard cadences (weekly/monthly dashboards and quarterly business reviews) that deliver clear narratives-not just metrics-across the full funnel.
- Own performance storytelling by synthesizing what has changed, what is driving those changes, what is being learned, and what actions are recommended, including trade-offs and decisions.
- Build reliable full-funnel measurement (awareness 10 engagement 10 conversion 10 pipeline 10 revenue influence), ensuring KPI consistency and trusted reporting.
- Own the marketing operating system, including OKR setting, quarterly planning, leadership meeting rhythms, and executive-ready updates.
- Drive operational efficiency by improving workflows, clarifying processes, and optimizing tool utilization; remove friction that slows execution.
- Establish prioritization mechanisms that protect focus and ensure resources are aligned to the highest-impact work.
- Partner with the CMO to define marketing strategy and OKRs aligned to corporate priorities and translate strategic directives into integrated plans (including campaign planning).
- Lead cross-functional initiatives with clear owners, milestones, dependencies, and risk management to ensure follow-through and timely delivery.
- Act as a trusted advisor and integrator for the Marketing Leadership Team, surfacing issues and opportunities, consolidating perspectives, and driving decisions.
- Own marketing performance management through MOPs, including dashboards, attribution approaches (as appropriate), funnel analytics, and leading indicators.
- Drive spend-to-impact rigor through budget-to-priority alignment, efficiency metrics (e.g., cost per SAO), and recommendations for budget reallocation.
- Establish feedback loops (tests, retrospectives, performance reviews) to continuously improve both strategy and execution.
- Oversee Martech strategy and governance, including marketing automation operations, data quality, and integration points with CRM and analytics stacks.
- Mature segmentation and audience operations to improve targeting, personalization, lifecycle performance, and campaign effectiveness.
- Ensure scalable email marketing operations and performance measurement with strong governance and continuous optimization.
- Serve as the consolidation and facilitation point for Marketing leadership, driving alignment, decision-making, and accountability.
- Build executive-level narratives for QBRs, operating reviews, and leadership updates that reflect clarity, accuracy, and business impact.
- Represent the CMO in select forums as needed, ensuring tight communication loops and follow-through on actions.
- Stay current on emerging technology and best practices and translate them into pragmatic improvements for productivity and performance, including AI-forward workflows.
Minimum requirements- 10+ years in Marketing Operations, strategy and operations, chief of staff, RevOps, analytics, consulting, or equivalent roles with increasing scope.
- People leadership experience, including managing managers (Director-level) and building high-performing operations teams.
- Strong analytical rigor and the ability to translate data into executive-ready insights, decisions, and action plans.
- Experience establishing operating cadence, scorecards, and performance management for a complex marketing organization.
- Experience managing budgets and linking investment to outcomes, including ROI discipline and prioritization.
- Fluency in marketing automation and Martech ecosystems (Marketo strongly preferred), with comfort partnering with IT and data teams.
- Strong cross-functional leadership and executive communication skills, with high judgment and discretion.
Preferred skills and experience- Experience in enterprise software and/or complex go-to-market environments with multiple audiences and solutions.
- Familiarity with lifecycle and segmentation operations and demonstrated improvements in conversion and pipeline efficiency.
- Demonstrated experience building data-to-story performance narratives that influence executive decisions.
- Proven ability to establish executive scorecard rhythms and operating systems that drive alignment across Marketing, Sales/RevOps, and Finance.
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