Head of Revenue Marketing & Operations

Founded in 2004 and headquartered in Paris, EfficientIP helps organizations simplify, secure and automate critical network infrastructure through its integrated DDI and DNS security platform. Serving more than 1,500 customers worldwide across industries such as financial services, telecom and the public sector, EfficientIP employs approximately 250 people across Europe, North America, the Middle East and Asia-Pacific

Description

EfficientIP is seeking a Director of Revenue Marketing to build and lead a modern, AI-enabled revenue marketing engine. This leader will own global demand generation, digital performance, marketing operations, martech, analytics and pipeline performance, while providing strategic oversight across field and channel marketing.

The role also includes leading a potential CRM migration from Zoho to HubSpot, covering process design, data governance and change management.

The ideal candidate is a builder and systems thinker with strong enterprise revenue marketing expertise, operational discipline and hands-on experience with AI and automation.

Key Responsibilities

• Revenue Marketing and Pipeline Growth
• Own the global revenue marketing strategy and operating model.
• Drive marketing’s contribution to pipeline creation, progression and revenue.
• Build integrated campaign strategies across digital, content, email, webinars, field marketing, channel marketing and account-based marketing.
• Ensure programs align with target accounts, buyer journeys, regional priorities and revenue objectives.
• Partner with Product Marketing and Sales to translate company messaging and buyer needs into high-performing campaigns.
• Establish clear funnel definitions, service-level agreements and operating cadences across Marketing, Sales and Revenue Operations.
• Continuously evaluate performance and redirect investment toward the programs generating the strongest business outcomes.

Demand Generation and Digital Performance

• Lead global demand generation strategy and execution.
• Oversee paid media, SEO, website conversion, email marketing, nurture, webinars and account-based programs.
• Improve lead quality, conversion rates, campaign ROI and digital engagement.
• Develop scalable campaign frameworks that can be activated globally and adapted by region.
• Build a disciplined testing and optimization approach across audiences, offers, channels and landing experiences.
• Connect digital performance directly to pipeline and revenue outcomes.

Marketing Operations and Technology

• Own the marketing operations and technology roadmap.
• Evaluate the current Zoho environment and develop the business case and implementation plan for a potential move to HubSpot.
• If approved, lead the business design, implementation and adoption of HubSpot in partnership with Sales Operations, IT, Finance and external implementation partners.
• Oversee process mapping, data migration, integrations, lead and account lifecycle design, testing, training, governance and post-launch optimization.
• Build an integrated revenue technology ecosystem connecting CRM, marketing automation, website, intent data, enrichment, analytics, sales engagement and customer systems.
• Improve lead capture, routing, scoring, segmentation, nurturing and lifecycle management.
• Establish clear standards for campaign taxonomy, attribution, data quality, documentation and system ownership.
• Reduce manual work and operational friction across the marketing organization.

AI, Automation and Innovation

• Define and operationalize the marketing AI roadmap.
• Prioritize practical AI use cases that improve campaign performance, insight generation, personalization and team productivity.
• Design AI-enabled workflows that connect people, systems, data and automation.
• Evaluate and implement AI platforms, agents, copilots and workflow tools where they can deliver measurable value.
• Apply AI to areas such as campaign planning, audience research, competitive intelligence, content repurposing, reporting and lead prioritization.
• Establish governance, documentation, quality assurance and responsible-use standards.
• Measure the productivity and business impact of AI-enabled workflows.
• Partner with IT, Security, Product and Revenue Operations to integrate AI safely and effectively.

Analytics and Performance Management

• Build executive dashboards covering pipeline, conversion, campaign performance, funnel health, CAC, ROI, attribution and marketing efficiency.
• Improve visibility into marketing-sourced, marketing-influenced, partner-assisted and sales-generated pipeline.
• Develop forecasting models and performance reporting for executive leadership.
• Analyze conversion, velocity and performance across the full lead-to-revenue journey.
• Translate data into clear recommendations for investment, prioritization and optimization.
• Establish a culture of accountability and data-driven decision-making.

Team and Cross-Functional Leadership

• Lead the integrated revenue marketing organization, including demand generation, digital, field marketing, channel marketing, marketing operations, analytics and marketing technology.
• Manage external agencies, consultants, technology vendors and implementation partners.
• Partner closely with Sales, Revenue Operations, Product Marketing, Field Marketing, Channel Marketing, Customer Success, IT, Finance and Security.
• Create a culture of urgency, experimentation, collaboration and measurable impact.
• Balance strategic leadership with hands-on execution in a lean, high-growth environment.

What We're Looking For

Experience & Background

• 10+ years of progressive B2B enterprise technology marketing experience.
• 5+ years leading revenue marketing, demand generation, marketing operations, marketing technology or related functions.
• Demonstrated success building scalable demand generation and revenue marketing programs.
• Proven accountability for pipeline, campaign performance and marketing efficiency.
• Strong experience with CRM, marketing automation, lead management, attribution and reporting.
• Direct experience leading a major CRM or marketing automation implementation or migration.
• Demonstrated experience designing, building and operationalizing AI-enabled marketing workflows and orchestration across systems, data and teams.
• Strong analytical skills and experience building executive dashboards and performance models.
• Experience supporting enterprise sales organizations with complex buying journeys and sales cycles.
• Proven ability to lead cross-functional transformation initiatives.
• Strong communication, prioritization and change-management skills.

Preferred Qualifications

• Experience implementing or operating HubSpot CRM and Marketing Hub.
• Experience migrating from Zoho or another legacy CRM or marketing automation platform.
• Background in cybersecurity, networking, infrastructure software or enterprise SaaS.
• Experience with account-based marketing, paid media, SEO, website conversion, nurture and integrated campaigns.
• Practical experience evaluating and deploying AI agents, copilots, and workflow automation tools for campaign development, research, personalization, reporting and lead prioritization.
• Experience operating in a global or private equity-backed organization.
• Experience working across field and channel marketing organizations.

Leadership Profile

The successful candidate will be:

• A builder who enjoys creating systems, processes and teams.
• Highly analytical and commercially oriented.
• Strategic, but willing to work hands-on.
• Comfortable operating in ambiguity and driving change.
• Skilled at aligning Marketing, Sales, Revenue Operations and IT.
• Pragmatic and curious about AI.
• Focused on measurable business outcomes rather than activity.
• Able to simplify complex systems and communicate clearly.
• Energetic, accountable and execution-oriented.

First-Year Priorities

During the first 12 months, this leader will be expected to:

• Establish a clear revenue marketing strategy and operating model.
• Increase qualified pipeline and improve marketing’s contribution to revenue.
• Strengthen demand generation and digital performance.
• Create reliable executive dashboards and funnel visibility.
• Evaluate the current Zoho environment and deliver a recommendation and implementation plan for a potential HubSpot migration.
• Lead the implementation and adoption of HubSpot if the migration is approved.
• Improve lead management, lifecycle automation, attribution and data quality.
• Introduce AI-enabled workflows that materially improve marketing speed, quality and productivity.
• Clarify ownership, processes and accountability across revenue marketing and marketing operations.
• Strengthen alignment across Marketing, Sales, Revenue Operations and IT.

Success Measures

Success will be measured by:

• Growth in qualified pipeline and marketing contribution to revenue.
• Improvements in conversion, velocity and lead quality.
• Increased website and digital conversion.
• Better visibility into funnel performance, attribution and campaign ROI.
• Successful delivery of the marketing technology roadmap.
• Effective HubSpot implementation and adoption, if approved.
• Improved data quality, automation and reporting.
• Measurable productivity gains from AI-enabled workflows.
• Stronger alignment and operating discipline across the go-to-market

Why This Role Matters

EfficientIP is at an important stage of growth. To scale effectively, the company needs more than additional campaigns. It needs a modern revenue marketing infrastructure that connects strategy, technology, data, automation, AI and execution.

This leader will build that engine and help transform marketing into a more predictable, measurable and scalable contributor to growth.