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Delinea is seeking a Senior Director of Marketing Operations to lead the strategic and operational execution of the company's demand generation funnel. This is a high-impact leadership role accountable for transforming marketing investment into measurable, forecastable pipeline.
The role owns the complete operational health of the demand funnel: setting top-of-funnel strategy and targets in partnership with GTM leadership, designing and optimizing the lead-to-opportunity process, managing the marketing technology stack (marketing automation, lead scoring, routing, attribution), and establishing funnel inspection and forecasting cadences. You will define MQL/SQL criteria, scoring models, and SLAs; build business cases for channel and segment investment decisions using funnel economics and scenario modeling; and own board and executive reporting on funnel performance through quarterly business reviews.
Key responsibilities include: developing the annual and quarterly marketing planning rhythm with clear goals, owners, and metrics by channel, segment, and region; designing clean handoffs between marketing, sales development, and sales; building dashboards and forecasting models for real-time funnel visibility; establishing the single source of truth for funnel metrics across the organization; and managing a Director of Top-of-Funnel Operations who oversees vendors, processes, and a nearshore data quality team based in Mexico.
The ideal candidate is a strategic operator who can set funnel strategy alongside leadership, then dive into technical details like lead routing rules or MQL definitions to ensure targets are achievable. You will partner with IT/business systems on platform architecture and integrations, run weekly and monthly funnel reviews with stage- and source-level conversion analysis, and connect top-of-funnel investment to pipeline, revenue, and efficiency outcomes.
Delinea is a pioneer in identity security, leveraging AI-powered intelligence to govern human and machine identities across modern enterprises. The company is backed by TPG and values diversity, innovation, and a culture of respect.
