Fleetio

Senior Director of Marketing Operations

Fleetio

full-time

Posted on:

Location Type: Remote

Location: United States

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Job Level

Senior

Tech Stack

SQL

About the role

  • 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.
  • 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.
  • 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.
  • 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
  • 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

Requirements

  • 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
  • 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
  • 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.
Benefits
  • Multiple health/dental coverage options (100% coverage for employee, 50% for family)
  • Vision insurance
  • Incentive stock options
  • 401(k) match of 4%
  • PTO - 4 weeks (increases at year two!)
  • 12 company holidays + 2 floating holidays
  • Parental leave - birthing parent (16 weeks paid) non-birthing (4 weeks paid)
  • FSA & HSA options
  • Short and long term disability (short term 100% paid)
  • Community service funds
  • Professional development funds
  • Wellbeing fund - $150 quarterly
  • Business expense stipend - $125 quarterly
  • Mac laptop + new hire equipment stipend
  • Fully stocked kitchen with tons of drinks & snacks (BHM only)
Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools
funnel analyticsmulti-touch attributionpipeline modelingdemand generationlifecycle marketingcampaign trackingdata governanceattribution reportingconversion optimizationSaaS unit economics
Soft Skills
strategic business partnershipinfluencing cross-functionallyproactive planningdata integrityaccountabilityclarityteam leadershipcommunicationcollaborationprioritization