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, Delinea’s 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 Delinea.com http://Delinea.com, LinkedIn https://nam12.safelinks.protection.outlook.com/?url=https%3A%2F%2Fwww.linkedin.com%2Fcompany%2Fdelinea%2F&data=05%7C02%7CMichele.Eaton%40delinea.com%7C766420d58b9a492d94ca08ddd6949f59%7C18d6ed03f0e5486183d2bb7b6c7c2bb2%7C0%7C0%7C638902656186877399%7CUnknown%7CTWFpbGZsb3d8eyJFbXB0eU1hcGkiOnRydWUsIlYiOiIwLjAuMDAwMCIsIlAiOiJXaW4zMiIsIkFOIjoiTWFpbCIsIldUIjoyfQ%3D%3D%7C0%7C%7C%7C&sdata=b1LCPIWSjxvblUYLlabUnRZ43S8rcspTQcBZsz0UbmU%3D&reserved=0, X https://nam12.safelinks.protection.outlook.com/?url=https%3A%2F%2Fx.com%2Fdelineainc&data=05%7C02%7CMichele.Eaton%40delinea.com%7C766420d58b9a492d94ca08ddd6949f59%7C18d6ed03f0e5486183d2bb7b6c7c2bb2%7C0%7C0%7C638902656186902236%7CUnknown%7CTWFpbGZsb3d8eyJFbXB0eU1hcGkiOnRydWUsIlYiOiIwLjAuMDAwMCIsIlAiOiJXaW4zMiIsIkFOIjoiTWFpbCIsIldUIjoyfQ%3D%3D%7C0%7C%7C%7C&sdata=goZhva9hWR8F0P5pO6SQUEwigdbvbZiWqmw5%2BHhhf1A%3D&reserved=0, and YouTube https://nam12.safelinks.protection.outlook.com/?url=https%3A%2F%2Fwww.youtube.com%2F%40Delinea&data=05%7C02%7CMichele.Eaton%40delinea.com%7C766420d58b9a492d94ca08ddd6949f59%7C18d6ed03f0e5486183d2bb7b6c7c2bb2%7C0%7C0%7C638902656186928751%7CUnknown%7CTWFpbGZsb3d8eyJFbXB0eU1hcGkiOnRydWUsIlYiOiIwLjAuMDAwMCIsIlAiOiJXaW4zMiIsIkFOIjoiTWFpbCIsIldUIjoyfQ%3D%3D%7C0%7C%7C%7C&sdata=uXgjuXTFu4kHWBJZ1XdNWN88Mrk5iT9Y24Ejw8fFBi8%3D&reserved=0.

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 you're 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 and operational right hand to the CMO — functioning as a COO and Chief of Staff for the marketing organization. This leader owns the systems, data, and processes that convert marketing strategy into measurable, scalable pipeline generation, and serves as the connective tissue between marketing, GTM operations, and the executive/board reporting cadence.

 

This role is accountable for the operational health of the marketing organization end-to-end: strategic planning and business rhythm, marketing systems and lead-to-opportunity process, top-of-funnel inspection and forecasting cadences, board/QBR reporting, and a near-shore (Mexico-based) data governance team.

 

The ideal candidate operates equally comfortably in an executive strategy session with the CMO and in the technical weeds of a lead routing rule or MQL definition.

 

Key Responsibilities & Accountabilities

Strategic Partnership to the CMO

• Serve as thought partner and de facto COO/Chief of Staff to the CMO — shaping marketing strategy, annual/quarterly planning, and organizational priorities.

• Own the marketing leadership operating rhythm: staff meetings, planning offsites, budget reviews, and executive/board-level QBR preparation.

• Translate company and GTM strategy into a marketing operating plan with clear goals, owners, and metrics.

• Prepare board- and executive-ready reporting that connects marketing investment to pipeline, revenue, and efficiency outcomes.

Marketing 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 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.

Pipeline Inspection, Cadences & Reporting

• Own top-of-funnel inspection cadences — weekly/monthly pipeline reviews, funnel conversion analysis, and campaign performance reporting.

• Run and continuously improve the QBR process for marketing, ensuring consistent, data-driven storytelling for leadership and the board.

• Build and maintain dashboards and forecasting models that give the CMO and GTM leadership real-time visibility into funnel health.

Data Governance & Near-Shore Team Leadership

• Own and lead a near-shore (Mexico-based) data governance team responsible for marketing data quality, hygiene, and compliance.

• Establish data governance policies, standards, and processes covering lead data, account data, and campaign data integrity.

• 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, RevOps, or GTM Strategy, including 3+ years in a senior leadership role partnering directly with a CMO or senior marketing executive.

• Proven experience acting as a “COO/Chief of Staff” style operator — comfortable owning strategy, planning, and reporting rhythms, not just systems administration.

• 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 QBR and planning materials.

• Experience managing distributed or near-shore/offshore teams, ideally in a data operations or data governance capacity.

• Strong analytical and forecasting skills; fluent in funnel metrics, attribution modeling, 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.

• Bachelor's degree required; MBA or equivalent advanced degree preferred.

Why work at Delinea?

• We're passionate problem-solvers helping the world's 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 policy. In addition, all publicly posted social media sites may be reviewed.