Senior Director, Marketing Operations

The posting, as Delinea wrote it

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

[…]
ivalent advanced degree preferred.

Why work at Delinea?

• We're passionate problem-solvers helping the world's largest organizations protect what matters most: their human and machine identities.
• We invest in people who are smart, self-motivated, and collaborative.
• What we offer in return is meaningful work, a culture of innovation and great career progression.

At Delinea, our core values are STRONG and guide our behaviors and success:

• Spirited - We bring energy and passion to everything we do
• Trust - We act with integrity and deliver on our commitments
• Respect - We listen, value different perspectives, and work as one team
• Ownership - We take initiative and follow through
• Nimble - We adapt quickly in a fast-changing environment
• Global - We embrace diverse people and ideas to drive better outcomes

We believe weaving these core values into our day-to-day actions, and our process for hiring, evaluating, and promoting employees, helps us cultivate a work environment that embraces collaboration and camaraderie.

We take care of our employees. We offer competitive salaries, a meaningful bonus program, and excellent benefits, including healthcare insurance, as well as pension/retirement matching, comprehensive life insurance, an employee assistance program, time off plans, and paid company holidays.

Delinea is an Equal Opportunity and Affirmative Action employer and prohibits discrimination and harassment of any type with regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.

Upon conditional offer of employment, candidates are required to complete comprehensive criminal background check, verification of education, and verification of employment, per employment policy. In addition, all publicly posted social media sites may be reviewed.