delinea - Senior Director, Marketing Operations
Requirements
• 10+ years in Marketing Operations, Demand Generation Operations, RevOps, or GTM Strategy, including 3+ years in a senior leadership role owning top-of-funnel strategy and operations at scale. • Proven track record as a strategic funnel owner — setting top-of-funnel targets, conversion strategy, and channel economics, not just administering systems or fulfilling reporting requests. • Deep hands-on experience with marketing automation platforms (e.g., Marketo, HubSpot, Eloqua) and CRM (Salesforce) integration for lead-to-opportunity workflows. • Specific examples of implementing AI technologies to supercharge productivity, increase effectiveness of legacy workflows (e.g. AI SDR Agents, AI-enhanced lead scoring). • Track record building and presenting board- or executive-level funnel performance, QBR, and planning materials. • Experience leading through senior managers or directors, including distributed or near-shore/offshore teams in a data operations or data governance capacity. • Strong analytical and forecasting skills; fluent in funnel metrics, conversion and velocity modeling, attribution, and marketing-sourced/influenced pipeline reporting. • Experience operating in a company scaling toward IPO or as a public company is a strong plus, particularly around data integrity and reporting controls. • Bachelor's degree required; MBA or equivalent advanced degree preferred.
Responsibilities
• Top-of-Funnel Strategy & Operating Plan • 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. • Partner with IT/business systems on platform architecture, integrations, and roadmap decisions affecting marketing systems. • Funnel Inspection, Forecasting & Reporting • Own top-of-funnel inspection cadences — weekly and monthly funnel reviews, stage- and source-level conversion analysis, and campaign performance reporting. • Own board- and executive-level reporting on funnel performance, and run the marketing QBR process — connecting top-of-funnel investment to pipeline, revenue, and efficiency outcomes. • Build and maintain dashboards and forecasting models that give GTM leadership real-time visibility into funnel health, pipeline coverage, and emerging risk. • Establish the single source of truth for funnel metrics — shared definitions, targets, and benchmarks that marketing, sales development, and sales all operate against. • Team Leadership, Vendors & Data Governance • Manage a Director, Top-of-Funnel Operations who owns funnel vendors and tooling, process execution, and the near-shore (Mexico-based) data quality team — setting direction and standards while giving them room to run. • Set the data governance strategy — policies, standards, and processes covering lead, account, and campaign data integrity — and hold the organization accountable to it. • Ensure data practices align with broader company data governance, privacy, and (as the company matures) SOX/IPO-readiness requirements.
Benefits
• We're passionate problem-solvers helping the world's largest organizations protect what matters most: their human and machine identities. • We invest in people who are smart, self-motivated, and collaborative. • What we offer in return is meaningful work, a culture of innovation and great career progression. • At Delinea, our core values are STRONG and guide our behaviors and success: • Spirited - We bring energy and passion to everything we do • Trust - We act with integrity and deliver on our commitments • Respect - We listen, value different perspectives, and work as one team • Ownership - We take initiative and follow through • Nimble - We adapt quickly in a fast-changing environment • Global - We embrace diverse people and ideas to drive better outcomes • We believe weaving these core values into our day-to-day actions, and our process for hiring, evaluating, and promoting employees, helps us cultivate a work environment that embraces collaboration and camaraderie. • We take care of our employees. We offer competitive salaries, a meaningful bonus program, and excellent benefits, including healthcare insurance, as well as pension/retirement matching, comprehensive life insurance, an employee assistance program, time off plans, and paid company holidays.
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