Director, Marketing Operations

Overview

Director of Marketing Operations to build and run the systems, processes, and insights layer that turns marketing activity into developer adoption, pipeline, and revenue, leading the marketing operations function and agency relationship within the GTM Operations team.

What you'll do

• Lead the cross-functional pipeline council: surface shortfalls against plan, run and measure experiments, and force prioritization conversations with GTM leaders.
• Implement and govern an attribution model that credits marketing channels and campaigns for developer adoption, pipeline generation (workload and new business), and revenue.
• Extend attribution to open-source signals, tying OSS engagement (self-hosted usage activity, developer adoption) back to accounts and pipeline alongside paid, owned, and event channels.
• Define and maintain canonical funnel definitions from awareness through pipeline generation (e.g. S1 New Business Opportunity), coordinating with GTM Analytics on datasets and dashboards.
• Use AI-driven analytics and signal processing to surface insights faster and reduce dependence on manual reporting.
• Own the processes that drive pipeline: scoring models, automated routing logic, and SLA standards from first touch through pipeline conversion, including BDR-specific workflows and handoff processes.
• Serve as the operational backbone for the BDR function: support tooling, sequencing, lead flow, and performance reporting.
• Establish feedback loops across the pipeline generation process, including rejected lead handling, automated alerts for missed SLAs, and stakeholder feedback.
• Identify, scope, and implement agentic workflows that augment or replace manual work across the pipeline generation process.
• Architect and govern the core marketing technology stack around the CRM, with a bias toward AI-native platforms over legacy rule-based tools.
• Lead a migration off of Marketo and onto an AI-native marketing automation platform (e.g. Conversion, Inflection), including evaluation, scoping, and execution.
• Develop proactive system monitoring and error handling: automated alerts for sync failures, webhook errors, or data anomalies.
• Manage compliance, security, and data hygiene: user-role permissions, automated data cleansing, and privacy standards (GDPR, CCPA, CASL) across all systems.
• Build and maintain AI-powered automations, form strategy, audience segments, and lead lifecycle stages that let marketing run campaigns at scale.
• Own campaign structure and tagging consistency to support downstream analytics, keeping operational tracking separate from demand-generating campaigns.
• Direct and manage the agency resource for campaign execution work, with the goal of replacing agency hours with automation as AI-native tooling matures.
• Manage 1 direct report (Marketing Operations) and the marketing operations agency relationship (currently a fractional FTE), including scoping, budget, and prioritization of agency hours against internal capacity.
• Design and build the case for future team structure expansion, assessing where additional headcount, specialized roles, or embedded ops support would unlock the most leverage.
• Build the case for and implement AI-driven automation that reduces reliance on manual agency hours over time.

What you'll need

• 8–10+ years in marketing operations in a high-growth B2B SaaS company, including experience managing people and/or outside vendors or agencies.
• Proven, hands-on experience implementing AI-native solutions in a marketing or GTM operations context, such as building agentic workflows, deploying AI-native MarTech platforms, or automating complex processes with LLM-based tooling. Using AI tools day to day is table stakes; you have built with them.
• Experience supporting or partnering with a BDR or SDR function, including tooling, sequencing, and pipeline reporting.
• Deep, hands-on proficiency in Marketo and Salesforce, including campaign builds, lead lifecycle configuration, and Marketo-to-SFDC sync behavior.
• Familiarity with data privacy and compliance practices (GDPR, CCPA, CASL) as they apply to lead handling and list management.
• A track record of building automation and process improvements that meaningfully reduce manual, repetitive work, with a bias toward agentic approaches over headcount or agency expansion.
• Comfort operating with imperfect data and evolving definitions, and the judgment to prioritize systematic fixes over one-off requests.
• Clear communicator who can partner across Marketing, Sales, and Data & Analytics and explain technical tradeoffs in plain language.

Nice to have

• Experience with developer-first motions and open-source software.
• Experience evaluating and migrating to AI-native marketing automation platforms (e.g. Conversion, Inflection, or similar).
• Experience designing and governing attribution models and funnel definitions in a consumption or usage-based business.
• Working knowledge of the broader GTM stack (enrichment, intent data, Outreach or similar sales engagement tools) and how it integrates around a CRM.

Details

• Location: United States (Remote).
• Reports to the VP of GTM Operations; core member of the GTM Operations team.
• Partners closely with Marketing leadership, Data & Analytics, and Sales leadership.