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Delinea is seeking a Senior Director of Marketing Operations to lead the strategic and operational execution of the company's top-of-funnel demand engine. This is a high-impact leadership role accountable for transforming marketing investment into measurable, forecastable pipeline at scale.
You will own the complete operational health of the demand funnel end-to-end, including top-of-funnel strategy and target setting, marketing systems and lead-to-opportunity processes, funnel inspection and forecasting cadences, executive and board reporting on funnel performance, and marketing operational planning and budget rhythm. You will also manage a Director of Top-of-Funnel Operations who oversees funnel vendors, process execution, and a near-shore data quality team based in Mexico.
Key responsibilities include:
• Setting top-of-funnel strategy in partnership with demand generation, field marketing, and sales development, defining volume, mix, and conversion assumptions to hit pipeline targets.
• Owning the annual and quarterly marketing planning rhythm: capacity and target setting, channel and segment allocation, budget reviews, and planning offsites.
• Translating company and GTM strategy into a top-of-funnel operating plan with clear goals, owners, and metrics by channel, segment, and region.
• Building business cases for investment decisions using funnel economics, conversion benchmarks, and scenario modeling.
• Owning the marketing technology stack supporting lead-to-opportunity workflows, including marketing automation, lead scoring, routing, and attribution tooling.
• Designing and continuously optimizing the end-to-end lead-to-opportunity process with clean handoffs between marketing, sales development, and sales.
• Defining and maintaining MQL/SQL definitions, scoring models, and SLAs governing lead flow and speed-to-lead.
• Partnering with IT/business systems on platform architecture, integrations, and roadmap decisions.
• Owning top-of-funnel inspection cadences: weekly and monthly funnel reviews, stage- and source-level conversion analysis, and campaign performance reporting.
• Owning board- and executive-level reporting on funnel performance and running the marketing QBR process.
• Building and maintaining dashboards and forecasting models providing real-time visibility into funnel health, pipeline coverage, and emerging risk.
• Establishing the single source of truth for funnel metrics with shared definitions, targets, and benchmarks.
• Managing the Director of Top-of-Funnel Operations, setting direction and standards while enabling autonomy.
• Setting data governance strategy covering lead, account, and campaign data integrity, ensuring alignment with company data governance, privacy, and IPO-readiness requirements.
About Delinea: Delinea is a pioneer in securing human and machine identities through intelligent, centralized authorization. The company's cloud-native Identity Security Platform uses AI-powered intelligence to apply context throughout the entire identity lifecycle across cloud and traditional infrastructure, data, SaaS applications, and AI. Delinea is backed by TPG and operates with a global, diverse team committed to innovation and security.
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 and 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; fluency 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.
