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About the Role

Serve as the dedicated operational powerhouse for the State and Local Government (SLG) business, acting as the primary operational partner bridging the gap between the Demand Generation team and Sales motions. Lead a team of operations professionals and act as a strategic advisor to marketing stakeholders, architecting complex workflows, scoping tools, and optimizing the SLG funnel to accelerate pipeline and revenue growth.

Responsibilities

Build, mentor, and manage a high-performing marketing operations team.
Guide direct reports in day-to-day execution while fostering a culture of continuous learning, technical excellence, and operational discipline.
Act as the critical connective tissue between Marketing and Revenue Operations.
Spearhead cross-functional initiatives, ensuring tight alignment across go-to-market teams on data, processes, and revenue goals.
Serve as the chief strategic advisor to the Demand Gen team, providing data-driven recommendations on campaign execution, funnel optimization, and sales motion alignment.
Oversee the data lifecycle across the marketing stack.
Champion the use of robust ETL and Reverse ETL processes to synchronize data between the data warehouse and operational tools, ensuring single-source-of-truth reporting.
Continually evaluate and architect the marketing technology stack.
Be responsible for scoping new tools, managing vendor relationships, and implementing solutions that drive efficiency at scale.
Build the operational infrastructure to support seamless sales motions.
Partner closely with Revenue Operations and Demand Gen leaders to build dynamic lead scoring models, complex routing logic, and strict SLA tracking.
Design and maintain advanced dashboards that provide full-funnel visibility.
Translate raw data into actionable insights for marketing and sales leadership to guide future strategies.
Identify bottlenecks in the current marketing-to-sales handoff and build scalable, automated processes to solve them.

Requirements

12+ years of progressive experience in B2B Marketing Operations, Revenue Operations, or Demand Generation Ops.
SaaS experience is highly preferred.
5+ years of experience directly managing, coaching, and scaling operations teams in a high-growth environment.
Proven track record of driving cross-functional execution, specifically partnering with Revenue Operations to orchestrate unified GTM motions.
A strong analytics background is a major advantage.
Deep, hands-on experience with ETL and Reverse ETL pipelines to ensure clean, actionable data flows seamlessly across systems.
A proven ability to act as a consultant to marketing leadership.
Know how to translate business requirements into technical solutions and vice versa.
Deep, hands-on architectural expertise with the modern MarTech stack.
Advanced understanding of CRM architecture, custom objects, flow automation, and complex marketing-to-sales handoffs.
Expert-level proficiency in instance management, lifecycle modeling, complex trigger logic, and API integrations.
Proven experience deploying and operationalizing ABM platforms (e.g., 6sense, Demandbase) to drive target account engagement and orchestration.
Deep capability in building, testing, and iterating on sophisticated behavioral and demographic lead and account scoring models.
Strong background in designing robust multi-touch attribution models to accurately measure campaign ROI and pipeline influence.
Forward-thinking experience evaluating and implementing AI-driven marketing ops solutions (e.g., predictive analytics, generative AI for campaign workflows, AI-assisted lead routing).
Expert capability in building agile, automated workflows using tools like Zapier and Clay.

Skills

Salesforce (SFDC)
Marketo
ABM platforms (e.g., 6sense, Demandbase)
ETL
Reverse ETL
Lead scoring models
Multi-touch attribution models
AI-driven marketing ops solutions
Zapier
Clay

Location

Work Type

Full-time

Experience Level

Director
12+ years experience
5+ years management experience

Salary/Compensations

$143,100—$318,000 USD