Senior Director, Marketing Operations

About Delinea:
Delinea is a pioneer in securing human and machine identities through intelligent centralized authorization empowering organizations to seamlessly govern their interactions across the modern enterprise. Leveraging AI-powered intelligence Delineas leading cloud-native Identity Security Platform applies context throughout the entire identity lifecycle across cloud and traditional infrastructure data SaaS applications and AI. It is the only platform that enables you to discover all identities including workforce IT administrator developers and machines assign appropriate access levels detect irregularities and respond to threats in real-time. With deployment in weeks not months 90% fewer resources to manage than the nearest competitor and a 99.995% uptime Delinea delivers robust security and operational efficiency without compromise. Learn more about Delinea on LinkedIn X and YouTube.

Join our passionate global team at Delinea and help us make the world a safer and more secure place. Our success is driven by world-class product leadership outstanding engineers and strategic investment from TPG. We value diversity innovation and a culture of respect and fairness. If youre ready to push boundaries and challenge the status quo in security we want to hear from you.

Apply today to help us achieve our mission.

Position Summary

The Sr. Director Marketing Operations is the strategic leader of Delineas top-of-funnel engine 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.

Key Responsibilities & Accountabilities

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.

• Partner with IT/business systems on platform architecture integrations and roadmap decisions affecting marketing systems.

Funnel Inspection Forecasting & Reporting

• Own top-of-funnel inspection cadences weekly and monthly funnel reviews stage- and source-level conversion analysis and campaign performance reporting.

• Own board- and executive-level reporting on funnel performance and run the marketing QBR process connecting top-of-funnel investment to pipeline revenue and efficiency outcomes.

• Build and maintain dashboards and forecasting models that give GTM leadership real-time visibility into funnel health pipeline coverage and emerging risk.

• Establish the single source of truth for funnel metrics shared definitions targets and benchmarks that marketing sales development and sales all operate against.

Team Leadership Vendors & Data Governance

• Manage a Director Top-of-Funnel Operations who owns funnel vendors and tooling process execution and the near-shore (Mexico-based) data quality team setting direction and standards while giving them room to run.

• Set the data governance strategy policies standards and processes covering lead account and campaign data integrity and hold the organization accountable to it.

• Ensure data practices align with broader company data governance privacy and (as the company matures) SOX/IPO-readiness requirements.

Qualifications

• 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 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; fluent 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.

• Bachelors degree required; MBA or equivalent advanced degree preferred.

Why work at Delinea

• Were passionate problem-solvers helping the worlds largest organizations protect what matters most: their human and machine identities.

• We invest in people who are smart self-motivated and collaborative.

• What we offer in return is meaningful work a culture of innovation and great career progression.

At Delinea our core values are STRONG and guide our behaviors and success:

• Spirited - We bring energy and passion to everything we do

• Trust - We act with integrity and deliver on our commitments

• Respect - We listen value different perspectives and work as one team

• Ownership - We take initiative and follow through

• Nimble - We adapt quickly in a fast-changing environment

• Global - We embrace diverse people and ideas to drive better outcomes

We believe weaving these core values into our day-to-day actions and our process for hiring evaluating and promoting employees helps us cultivate a work environment that embraces collaboration and camaraderie.

We take care of our employees. We offer competitive salaries a meaningful bonus program and excellent benefits including healthcare insurance as well as pension/retirement matching comprehensive life insurance an employee assistance program time off plans and paid company holidays.

Delinea is an Equal Opportunity and Affirmative Action employer and prohibits discrimination and harassment of any type with regard to race color religion age sex national origin disability status genetics protected veteran status sexual orientation gender identity or expression or any other characteristic protected by federal state or local laws.

Upon conditional offer of employment candidates are required to complete comprehensive criminal background check verification of education and verification of employment per employment addition all publicly posted social media sites may be reviewed.

Required Experience:

Exec