Senior Director, Marketing Operations

Responsibilities

• Top-of-Funnel Strategy & Operating
• 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.

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