Senior Director, Marketing Operations

The Sr. Director, Marketing Operations is the strategic leader of Delinea's top-of-funnel engine. They are accountable for how demand becomes measurable, forecastable pipeline. This leader sets the operating strategy for the funnel and owns the systems, data, process, and performance cadences that turn marketing investment into qualified opportunity flow at scale.

This role owns the operational health of the demand funnel end-to-end: top-of-funnel strategy and target setting, the marketing systems and lead-to-opportunity process, funnel inspection and forecasting cadences, executive/board and QBR reporting on funnel performance, marketing operational planning and budget rhythm, and a Director, Top-of-Funnel Operations who leads funnel vendors, process, and the near-shore (Mexico-based) data quality team. The ideal candidate is a strategic operator who can set funnel strategy and targets alongside GTM leadership, then go into the technical weeds of a lead routing rule or MQL definition to make those targets achievable.

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.