Director, Marketing Operations

Responsibilities

• Insights: establish a trusted framework for marketing impact
• Lead the cross-functional pipeline council as a core, ongoing responsibility: surface shortfalls against plan, run and measure experiments, and force prioritization conversations with GTM leaders.
• Implement and govern an attribution model that accurately credits marketing channels and campaigns for developer adoption, pipeline generation (workload and new business), and revenue.
• Extend attribution to open-source signals specifically: tie OSS engagement (self-hosted usage activity, developer adoption) back to accounts and pipeline, alongside paid, owned, and event channels.
• Define and maintain the 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.
• Process: maximize conversion from signal to pipeline
• 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 to help the BDR team run efficiently and hit pipeline targets.
• Establish feedback loops across the pipeline generation process, including rejected lead handling, automated alerts for missed SLAs, and stakeholder feedback.

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