About the role
Marketing Operations sits inside Revenue Operations (RevOps) at Aiven.
The team covers three functions — MarTech, Marketing Operations, and Marketing Analytics — running the engine behind Marketing across PArdot, Salesforce, and the wider MarTech stack. We partner daily with Marketing, Sales, Product, IT, Security, and Finance to turn marketing investment into measurable pipeline and revenue.
About
the Role As the Senior Marketing Operations Lead , you are a commercial owner first and a systems builder second. You’ll be the primary RevOps partner to our VP of Marketing, responsible for connecting marketing investment to pipeline outcomes, surfacing the insight that drives smarter decisions, and making sure the data, processes, and tools are working together to accelerate revenue. You will own the analytics and insight capability that tells Marketing where it’s winning and where it’s leaking and you’ll have a clear point of view on what to do about it. You’ll set the direction for how we measure funnel performance, attribute pipeline, and translate data into decisions the VP of Marketing and GTM leadership can act on. You will also lead
the team responsible for the MarTech stack and funnel operations — setting the architecture, governing the data, and deploying AI automation to drive efficiency and scale. You report to the Senior Director, Revenue Operations, and work closely with the VP of Marketing as her primary business partner in RevOps. What You’ll Do Own marketing analytics and insight: measure funnel performance end-to-end, attribute pipeline accurately, identify where we’re generating returns and where we’re not, and translate findings into clear recommendations for the VP of Marketing and GTM leadership. Act as the strategic thought partner to the VP of Marketing: challenge her thinking on where to invest and what to cut, translate ambitions into funnel and MarTech roadmap and own the “how” behind her “what.” Design and govern the end-to-end funnel — from capture to pipeline — with a relentless focus on conversion rates, velocity and leakage. Define what good looks like at each stage and hold the business to it. Keep Marketing and Sales genuinely aligned: own lifecycle stage definitions, lead routing and handoff SLAs and the feedback loops that tell Marketing whether what it’s sending Sales is actually any good. Lead, coach, and develop the MarTech, Marketing Operations, and Analytics functions. Set clear priorities, unblock execution and build the capability the function needs as Aiven scales. Own and evolve Aiven’s MarTech stack - anchored on Pardot and Salesforce - with a clear roadmap for what to keep, what to cut and what to build. Make the budget and vendor calls; partner with RevOps and Finance on renewals and simplification. Drive AI adoption inside Marketing Operations: deploy agentic workflows, LLM-based automation to replace manual work, accelerate insight generation and unblock capabilities we do have. Own the data quality and governance: field mappings, deduplication, enrichment flows, GDPR and consent compliance. Clean data is the foundation everything else depends on. Drive adoption of new tools and processes. New capabilities only count when people actually use them - own the rollout, the enablement and the change management that makes it stick. What You’ll Need 8–10 years of experience in B2B SaaS Marketing Operations, with a clear track record of connecting marketing activity to pipeline and revenue outcomes. You’ve been a trusted commercial partner to senior marketing leaders - Scope you’ve owned matters more than titles. Strong analytics capability: you can build models, interpret data and present findings in a way that drives decisions. You understand multi-touch attribution, funnel conversion analysis and pipeline forecasting - and you know the limits of each. Deep hands-on experience with Pardot and Salesforce, including the integration between them. Familiarity with the broader MarTech stack is a plus. A real point of view on AI in MarOps. You’ve used Claude or equivalent LLMs in production workflows, you know what agentic automation is actually good for, and you can tell the difference between a vendor demo and a working capability. Experience designing funnels, lifecycle stages, and lead routing in a hybrid PLG + SLG motion — Aiven is both. Track record of making budget and vendor calls: renewals, simplification, build vs. buy. You’ve said no to a vendor before and made it stick. Strong stakeholder skills. Comfortable pushing back on a VP when you think they’re wrong, and comfortable being pushed back on when you are. A preference — not a requirement — for prior people management experience. If you haven’t managed before but can make a credible case, we want to hear it. Comfort in a company that still feels like a scale-up: ambiguity, context-switching, occasional fire drills, and the freedom to fix what’s broken. Don’t worry if your experience doesn’t line up perfectly – we still encourage you to apply! We believe in investing in our crabs’ professional growth. Amazing! What’s next: If you think Aiven is the place for you and that our Values align with yours, send us your resume and we’ll get in touch! Global