Head of Marketing Operations

Marketing Technology Stack and Architecture

• Own the marketing tech stack end-to-end: selection, implementation, integration, and standards for data flow between systems
• Includes marketing automation platform, CDP or warehouse-native architecture, enrichment, and Salesforce integration layer
• Success measured by stack reliability, total cost of ownership, and speed of launching new programs

Marketing Operating System and Program Management

• Run the operating rhythm of the marketing team including annual/quarterly planning, goal setting, weekly business reviews, and cross-functional program management
• Own marketing budget model, vendor contracts, headcount planning support, and prioritization framework
• Success measured by on-time program delivery, budget accuracy, and team velocity

Lifecycle, Lead Management, and Scoring

• Own full lifecycle from anonymous visitor through closed-won including lead scoring, MQL/PQL definitions, SLA enforcement, and sales handoff
• Manage operational rigor around routing, nurture, and re-engagement
• Success measured by SDR conversion lift and clean handoff metrics

Attribution, Reporting, and Analytics

• Own marketing analytics, attribution methodology, and executive/board dashboards
• Includes pipeline attribution, channel ROI, and quarterly performance reviews
• Success measured by leadership confidence in numbers and speed of decision-making

Data Governance and Compliance

• Own data hygiene, privacy compliance (GDPR, CCPA, emerging US state laws), and governance model
• Success measured by data quality scores, deliverability rates, and zero material compliance incidents

What Success Looks Like

• Marketing-sourced pipeline reported with confidence and audit-ready definitions
• Lead scoring drives measurable lift in downstream conversion rates
• Full funnel from visitor to closed-won is instrumented and visible in shared dashboards
• Campaign launch time drops due to better operational playbooks
• Marketing and sales agree on data, definitions, and single source of truth
• Marketing team operates on clear quarterly cadence with shared priorities, transparent budget, and on-time delivery
• SVP of Marketing and exec team have real-time visibility into capacity, program status, and spend

What This Role Does Not Own

• Campaign creative and execution (Demand Gen leader)
• Sales technology and territory design (Sales Operations)
• Product analytics and PLG instrumentation (Product and Data teams)

Requirements

• 8+ years in marketing operations with at least 3 years in a leadership role
• Experience building marketing operations from scratch or replatforming at a B2B SaaS company
• Proven track record at a startup or fast-scaling growth-stage company
• Track record running planning cadences, OKRs, and cross-functional program management for a marketing org
• Deep fluency in HubSpot or Marketo, Salesforce, and at least one BI tool (Looker, Tableau, Sigma)
• Comfort owning data quality, GDPR/CCPA compliance, and attribution debates
• Experience managing budget, vendor relationships, and headcount planning alongside a marketing leader
• Calm under pressure with strong opinions held loosely

Nice to Have

• Past experience at a developer-first or product-led growth company
• SQL fluency
• Experience with hybrid PQL and MQL scoring models