Director of Marketing Operations

Overview

The Director of Marketing Operations is a strategic and execution-oriented leader responsible for designing, optimizing, and scaling the processes, systems, and insights that power high-performing marketing. This role will serve as the operational backbone of the marketing organization—driving efficiency, improving campaign execution, and ensuring marketing investments translate into measurable revenue impact.

A major focus of this role will be supporting two critical strategic initiatives:

1. AI-enabled Account-Based Marketing & Predictive Prospecting
2. AI-powered Lead Scoring & Attribution

The Director of Marketing Operations will partner closely with Marketing, Sales, RevOps, and Technology teams to modernize marketing operations, maximize the value of platforms like HubSpot, Salesforce (SFDC), 6sense, and embed AI-driven decisioning across the funnel.

Key Responsibilities

Marketing Operations Strategy & Process Optimization

• Own the end-to-end marketing operations strategy, including campaign workflows, data management, reporting, and performance measurement.
• Design and continuously improve core marketing processes to increase efficiency, scalability, and speed to market.
• Identify and eliminate operational friction across campaign planning, execution, and measurement.
• Establish best practices, documentation, and governance for marketing processes and tools.

Campaign Efficiency & Execution Enablement

• Partner with marketing teams to streamline campaign development, execution, and optimization.
• Ensure campaigns are operationally sound, data-driven, and aligned to revenue objectives.
• Improve visibility into campaign performance, pipeline impact, and ROI.
• Standardize campaign frameworks, tracking, and attribution models.

Marketing Technology & Platform Ownership

• Serve as the primary owner and strategist for HubSpot, ensuring optimal configuration, adoption, and continuous improvement.
• Partner closely with RevOps and Sales Ops on Salesforce (SFDC) alignment, data integrity, and funnel visibility.
• Optimize and expand use of 6sense and other ABM / intent platforms to support predictive prospecting and account prioritization.
• Evaluate, implement, and integrate new marketing technologies as needed, with a strong emphasis on AI-enabled capabilities.

Strategic Initiative #1: AI-Enabled ABM & Predictive Prospecting

• Operationalize AI-driven account-based marketing programs that identify in-market buyers earlier in the buying journey.
• Enable predictive prospecting models that prioritize outbound activity based on likelihood to convert.
• Partner with Sales and Marketing leaders to align account selection, targeting, and engagement strategies.
• Ensure data, tooling, and workflows support scalable ABM execution.

Strategic Initiative #2: AI-Powered Lead Scoring & Attribution

• Lead the design and rollout of AI-powered, real-time lead scoring models.
• Improve lead qualification, routing, and prioritization to align marketing and sales around the highest-yield opportunities.
• Own attribution modeling to clearly connect marketing activities to pipeline and revenue outcomes.
• Ensure shared visibility and trust in data across Marketing and Sales.

Analytics, Insights & Revenue Alignment

• Develop dashboards and reporting that provide actionable insights into funnel performance, conversion rates, and revenue impact.
• Partner with Sales and Revenue Operations to ensure tight alignment across the full buyer journey.
• Use data and AI-driven insights to inform strategic decisions and continuous improvement.

Required Qualifications

• 6+ years of experience in Marketing Operations, Revenue Operations, or Marketing Technology, including leadership experience.
• Deep hands-on expertise with HubSpot (required) and Salesforce (SFDC).
• Experience with ABM and intent platforms such as 6sense (or similar).
• Proven experience improving marketing efficiency, scalability, and campaign execution.
• Strong understanding of B2B demand generation, ABM, lead management, and attribution.
• Demonstrated ability to partner cross-functionally with Marketing, Sales, and RevOps teams.
• Data-driven mindset with experience using analytics to drive decisions.

Preferred Qualifications

• Experience implementing or operationalizing AI-driven marketing capabilities (predictive scoring, intent modeling, attribution).
• Background in high-growth B2B or SaaS environments.
• Familiarity with additional martech tools (e.g., marketing automation, data enrichment, BI tools).
• Experience supporting major strategic transformations or platform rollouts.

What Success Looks Like

• Marketing campaigns run faster, cleaner, and with greater impact.
• HubSpot and SFDC are fully optimized, trusted, and widely adopted.
• Sales and Marketing are aligned around shared data, scoring, and attribution.
• AI-driven ABM and lead scoring materially improve pipeline quality and conversion rates.
• Marketing operations is viewed as a strategic growth engine—not just a support function.