Sr. Director of Marketing Operations

Overview

Fleetio is entering the next phase of scale beyond 100M ARR. As Marketing expands in scope and complexity, we need a leader who can evolve Marketing Operations from reactive support into a proactive, insight-driven engine that powers predictable growth.

This role sits within GTM Operations and partners closely with the CMO. You will own the systems, data, lifecycle design, and operating model that ensure Marketing is a measurable, optimized, and forecastable driver of pipeline and revenue.

This is a high-impact role. Marketing Operations at Fleetio is expected to shape demand-engine design, lifecycle optimization, forecasting inputs, attribution, and marketing systems architecture as core components of the revenue engine.

You will elevate Marketing Ops into a proactive revenue architect, not a systems administrator.

What You Will Own

Strategic Marketing Ops Roadmap

• You will ensure that Marketing’s influence is visible from first website touch through closed-won revenue, with clear accountability across the entire funnel
• Build and own a Marketing Operations roadmap aligned to Marketing OKRs and GTM priorities
• Drive quarterly planning, prioritization, and capacity tradeoffs across Sales, CS, and Marketing
• Architect a scalable demand engine across inbound, outbound, lifecycle, paid, partner, and expansion motions.
• Translate marketing strategy into measurable funnel design, conversion optimization plans, and pipeline creation targets.

Reporting and Insights

• Establish standardized executive dashboards and board-ready reporting across the full funnel (Lead → MQL → SQL → Pipeline → Revenue).
• Own end-to-end funnel analytics, including pipeline sourcing, multi-touch attribution, and buyer journey influence.
• Identify and close conversion gaps across the funnel (inbound conversion, demo-to-SDR handoff, MQL-to-SQL, and pipeline velocity).
• Deliver pacing and performance insights that inform revenue forecasting and GTM planning.
• Establish visibility into pre-MQL performance, including traffic quality, source mix, engagement depth, and content performance.

Marketing Technology and Data

• Own and optimize the Marketo ↔ Salesforce architecture, ensuring clean lifecycle management, data synchronization, campaign tracking, and attribution integrity.
• Identify automation and AI opportunities that increase efficiency and insight speed
• Lead attribution strategy, data governance, and campaign taxonomy standards. Establish rigorous campaign taxonomy, naming conventions, and governance frameworks to support scalable reporting.
• Ensure scalable data models that support advanced analytics and forecasting
• Partner with Marketing on website strategy, CMS optimization, and real-time engagement tools (e.g., conversational marketing platforms, AI-powered chatbot solutions such as Qualified or similar tools).]
• Ensure airtight conversion-tracking and lead-routing infrastructure from the website to SDRs.

Operating Model and Cross-Functional Alignment

• Implement clear intake, prioritization, and SLA frameworks
• Establish consistent weekly and quarterly planning cadences
• Partner closely with Sales and Business Development to optimize demo-to-SDR handoff, speed-to-lead performance, qualification criteria, and lead routing logic.
• Ensure shared accountability across Marketing and Sales for pipeline creation and conversion outcomes

Performance and Team Leadership

• Define Marketing’s KPI framework and connect investment to SaaS unit economics
• Improve conversion, reporting efficiency, and data accuracy
• Lead and develop the Marketing Ops and Analytics team
• Build specialized expertise across funnel analytics, attribution modeling, lifecycle optimization, and marketing systems architecture

What You Bring

Experience at Scale

• 8+ years in Marketing Operations or GTM Operations with a deep marketing specialization and hands-on experience supporting demand generation and lifecycle marketing teams
• Experience scaling a B2B SaaS company from roughly 100M ARR to 300M+ ARR
• Proven ability to build repeatable marketing engines tied directly to pipeline and revenue
• Experience supporting revenue forecasting through funnel analytics and pipeline modeling

Technical and Analytical Depth

• Deep expertise optimizing Marketo ↔ Salesforce lifecycle frameworks, lead routing, scoring models, and attribution reporting.
• Familiarity with website CMS platforms and real-time engagement or conversational marketing tools.
• Strong command of funnel analytics and multi-touch attribution
• Experience partnering with data teams on warehouse-based analytics and BI
• Strong understanding of data governance, system architecture, and campaign taxonomy
• Fluency in SaaS unit economics, including CAC, LTV, payback, and pipeline efficiency

Leadership and Operating Style

• Demonstrated ability to elevate Marketing Operations into a strategic business partner that informs executive decision-making
• Experience partnering with C-level stakeholders and influencing cross-functionally
• Proven ability to drive adoption of new processes, systems, and reporting standards
• Track record of building and leading high-performing operations teams
• Structured, commercially minded, and biased toward proactive planning
• Relentless about data integrity, accountability, and clarity