About Delinea

Delinea is the identity security platform that continuously controls what AI agents, humans and machines can do and for how long. It extends privileged access management from the point of access to the moment of action, using just-in-time authorization to reduce standing privilege across on-premises, multi-cloud and short-lived infrastructure, without adding friction for legitimate users. Delinea provides visibility across every identity type, scores the risk each one carries, and preserves the context behind access decisions, making them auditable and defensible. It supports both static and ephemeral access, letting teams apply Zero Standing Privilege where risk demands it without replacing existing infrastructure.

Position Summary

The Sr. Director, Marketing Operations is the strategic leader of Delinea's top-of-funnel engine. They are accountable for how demand becomes measurable, forecastable pipeline. This leader sets the operating strategy for the funnel and owns the systems, data, process, and performance cadences that turn marketing investment into qualified opportunity flow at scale.

This role owns the operational health of the demand funnel end-to-end: top-of-funnel strategy and target setting, the marketing systems and lead-to-opportunity process, funnel inspection and forecasting cadences, executive/board and QBR reporting on funnel performance, marketing operational planning and budget rhythm, and a Director, Top-of-Funnel Operations who leads funnel vendors, process, and the near-shore (Mexico-based) data quality team. The ideal candidate is a strategic operator who can set funnel strategy and targets alongside GTM leadership, then go into the technical weeds of a lead routing rule or MQL definition to make those targets achievable.

Key Responsibilities & Accountabilities

Top-of-Funnel Strategy & Operating Plan

Set top-of-funnel strategy in partnership with demand generation, field marketing, and sales development — defining the volume, mix, and conversion assumptions required to hit pipeline targets.

Own the annual and quarterly marketing planning rhythm as it relates to the funnel: capacity and target setting, channel and segment allocation, budget reviews, and planning offsites.

Translate company and GTM strategy into a top-of-funnel operating plan with clear goals, owners, and metrics by channel, segment, and region.

Build the business case for where to invest and where to stop — using funnel economics, conversion benchmarks, and scenario modeling to guide top-of-funnel spend decisions.

Funnel 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, sales development, 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.

Funnel Inspection, Forecasting & Reporting

Own top-of-funnel inspection cadences — weekly and monthly funnel reviews, stage- and source-level conversion analysis, and campaign performance reporting.

Own board- and executive-level reporting on funnel performance, and run the marketing QBR process — connecting top-of-funnel investment to pipeline, revenue, and efficiency outcomes.

Build and maintain dashboards and forecasting models that give GTM leadership real-time visibility into funnel health, pipeline coverage, and emerging risk.

Establish the single source of truth for funnel metrics — shared definitions, targets, and benchmarks that marketing, sales development, and sales all operate against.

Team Leadership, Vendors & Data Governance

Manage a Director, Top-of-Funnel Operations who owns funnel vendors and tooling, process execution, and the near-shore (Mexico-based) data quality team — setting direction and standards while giving them room to run.