Director of Marketing Operations

Director, Marketing Operations

Location: United States (Remote)

Employment Type: Full-Time

About the Role

We are seeking a Director, Marketing Operations to maximize revenue across its self-serve and sales-led funnels. Reporting to the VP of Revenue Operations, you will combine strategic leadership with hands-on execution to optimize marketing performance, improve funnel conversion, and drive measurable Annual Recurring Revenue (ARR) growth.

You will own the marketing operations ecosystem, including lifecycle management, lead scoring, routing, attribution, analytics, forecasting, and marketing technology. This role is ideal for a senior Marketing Operations leader with experience scaling high-volume funnels in a B2B SaaS environment, particularly a product-led growth (PLG) business.

Key Responsibilities

• Own end-to-end lead, user, and account lifecycle management across self-serve and sales-led motions.
• Define and optimize MQL/PQL scoring, lead routing, funnel stages, and service-level agreements (SLAs).
• Build revenue leakage models to identify and reduce lost revenue from stalled users, missed buying signals, unworked leads, routing issues, and attribution gaps.
• Develop marketing attribution, funnel analytics, and forecasting models to measure performance and connect marketing investments to ARR.
• Partner with marketing leadership to shape global and regional strategies, allocate budgets, and improve marketing ROI.
• Establish performance reporting, weekly funnel reviews, quarterly business review inputs, and forecasting processes.
• Optimize segmentation, lifecycle campaigns, lead nurturing, and marketing automation workflows.
• Collaborate with Marketing, Sales, Sales Operations, and Revenue Operations to align funnel definitions and revenue goals.
• Leverage AI, product usage data, and buyer intent signals to improve targeting, conversion, and outbound execution.
• Own and optimize the marketing technology stack, ensuring reliable data, scalable workflows, and accurate reporting.

Required Qualifications

• 6+ years of experience in Marketing Operations, with demonstrated leadership at the Director or Senior Manager level.
• Experience at a B2B SaaS company, ideally with 500–2,000 employees; candidates from organizations with at least 250 employees may be considered.
• Strong experience optimizing high-volume marketing funnels, particularly product-led growth (PLG), self-serve, or SMB/commercial sales-led models.
• Hands-on ownership of Salesforce and at least one marketing automation or lifecycle platform.
• Experience building funnel analytics, attribution, or forecasting models using SQL or working directly with data teams.
• Demonstrated success improving funnel conversion, marketing efficiency, pipeline performance, and ARR.
• Strong understanding of lifecycle management, lead scoring, segmentation, routing, and marketing performance measurement.
• Excellent analytical, strategic planning, stakeholder management, and cross-functional leadership skills.
• Ability to work remotely from the United States during US business hours.

Preferred Qualifications

• Experience at a product-led SaaS company where self-serve is a significant revenue driver.
• Hands-on experience with Apollo.io.
• Experience aligning Marketing, Sales, and RevOps on MQL/PQL definitions, routing, and SLAs.
• Familiarity with AI-powered marketing workflows, product usage signals, and intent-based outbound strategies.