CaptivateIQ is transforming the way companies plan, manage, and optimize sales performance. We started by revolutionizing incentive compensation management, and now we're expanding our platform to solve broader sales planning challenges. Recognized by industry analysts like Forrester and G2 and backed by top-tier investors, including Sequoia, ICONIQ, Accel, and Sapphire Ventures, we empower high-growth companies like Netflix, Figma, and Stripe with the flexibility and insights needed to drive revenue performance.
Join a talented, fast-growing team committed to solving some of the most complex and impactful problems in sales performance management.
About the Role
We are seeking a Director of Marketing Operations to architect and scale a modern, AI-driven growth engine. This role goes beyond managing systems—you will redefine how marketing operates through automation, intelligent data, and continuous experimentation.
As a hands-on leader, you will own the strategy, systems, and execution that power our go-to-market (GTM) motion. You will partner closely with marketing, sales, and leadership to ensure Marketing Operations is a measurable driver of revenue.
AI & Automation Strategy
AI-First Workflows: Transform manual marketing & BDR processes into automated, scalable workflows across campaign execution, lead management, and content distribution
Data Enrichment & Segmentation: Lead advanced enrichment strategies using tools such as Clay and UserGems to build highly targeted audiences and trigger-based outreach
Experimentation: Design and execute operational experiments to evolve beyond traditional funnel models (e.g., static lead scoring) toward real-time intent and AI-driven propensity modeling
BDR & Growth Operations
Modern Prospecting Infrastructure: Partner with BDR leadership to replace volume-based outreach with insight-driven engagement powered by enriched data and intent signals
Enrichment Automation: Build and manage automated “waterfall” enrichment processes that provide actionable prospect intelligence, not just contact data
Sales & Marketing Alignment: Own the systems integration layer, ensuring insights and signals are accurately and effectively operationalized within Salesforce
Strategic Leadership
Roadmap & Planning: Define and own the Marketing Operations roadmap, including annual priorities, budget management, and performance tracking
Revenue Alignment: Partner with Marketing and Finance leadership to ensure marketing investments are aligned to pipeline and revenue outcomes
Team Leadership: Mentor internal team members and external partners, driving adoption of AI-first principles and operational excellence
Hands-On Execution
Technology Architecture: Serve as the primary owner and architect of the marketing tech stack, including Clay, HubSpot, Salesforce, Revsure, Netline, Breakout.io, 6Sense, UserGems, Nooks, Outreach, Neuron (data enrichments) and more
Campaign Operations: Oversee execution of campaigns, including events, webinars, and content launches
Operational Excellence: Maintain system health and compliance, including workflow optimization, data hygiene, email deliverability, and consent management
10+ years of experience in Marketing Operations or Sales Operations within B2B environments
Deep expertise in HubSpot and Salesforce (required)
Proven experience managing and optimizing complex marketing technology stacks
Hands-on experience with AI and automation tools (e.g., Clay, Zapier, Make, LLM- and agent-based workflows)
Strong understanding of BDR workflows and prospecting infrastructure
Experience with attribution and planning tools (e.g., Revsure) is a plus
Nice to Have
Advanced proficiency in Clay, including building tables, using Claygent, and integrating with CRM/ESP systems
Experience operationalizing intent data (e.g., G2) into outbound and sales workflows
Track record of building scalable, data-driven GTM systems
We are aware of active recruitment scams using the CaptivateIQ name, in which individuals pose as our recruiters and post fake remote job openings and make fake job offers on the Internet. Please note, we will never do the following:
Attempt to correspond with a candidate using a free web-based account, such as an email address that ends in @gmail.com, @yahoo.com, @hotmail.com, etc.
Make an offer of employment without conducting multiple rounds of interviews face-to-face using secure video-conferencing technology.
Ask candidates to cash checks to buy equipment on behalf of CaptivateIQ.
Ask candidates to make a payment in order to be considered for a position.
Make early requests for candidates' personal information such as date of birth, passport details, credit card numbers, bank details and social security number, etc.
Please note that we’ll only ask for more sensitive personal information in connection with background checks after an offer is made.
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