About the role
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. \n
Responsibilities 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