Director, Marketing Operations

About Certinia

Certinia (formerly FinancialForce) delivers a Services-as-a-Business platform that powers and connects all aspects of services operations, from services estimation and delivery to customer success management and financial planning and accounting. The company's Professional Services Automation (PSA), Customer Success, and ERP solutions—delivered on Salesforce’s leading cloud platform—provide services businesses with the intelligence and agility to deliver high-quality services, elevate customer experiences and accelerate growth. Headquartered in San Jose, California with offices around the world, Certinia is backed by Advent International, Salesforce Ventures, and Technology Crossover Ventures.

THE ROLE

As Director of Marketing Operations, you will focus on building a best-in-class Marketing Operations team rooted in strong process discipline. In this role, you will be responsible for driving efficiency, optimizing our tech stack, and supporting the execution of integrated campaigns and Account-Based Experience (ABX) motions across the Marketing organization. You will be the trusted business partner to Senior Leaders, designing reporting, lead/account scoring frameworks, and data strategies that support the rhythm of the business to hit or exceed pipeline targets. This person will be maniacally focused on designing actionable and insightful views on the revenue marketing organization’s impact on pipeline and revenue.

What You Will Do In This Role

• Build and Scale: Build out and document a best-in-class Marketing Operations function.
• Team Leadership: Lead a high-performing team of Marketing Operations professionals in both EMEA and North America, as well as offshore resources.
• Core Operations: Own all Marketing Operations functions including integrated campaign operations, marketing tech stack management, data enrichment, reporting/analytics, project management, and lead/account routing and quality management.
• Tech Stack & Integration: Evaluate, implement, integrate, and optimize our marketing technology stack (including Pardot, 6sense, and Salesforce) to enhance campaign effectiveness, data enrichment, and cross-platform synergy.
• ABX & Integrated Campaigns: Partner closely with Marketing and Sales teams to operationalize integrated campaigns and execute scalable ABX (Account-Based Experience) strategies.
• Scoring & Nurturing: Design, manage, and continuously refine robust account and lead scoring models to improve qualification, conversion rates, and handoffs to Sales.
• Performance Visibility: Provide consistent visibility and insights into Marketing Performance, delivering actionable recommendations to the Marketing leadership team.
• Analytics & Cadence: Lead analytics efforts in support of growth and operational excellence to deliver on top priorities, weekly/monthly reporting cadences, and pipeline reviews.
• Data Strategy & Enrichment: Develop and implement a comprehensive marketing data strategy—including data enrichment, hygiene, and compliance—partnering closely with Sales Operations to ensure alignment across the GTM business.
• Process Alignment: Own the strategy for Marketing systems and processes to ensure cohesiveness in global procedures, enabling global teams to operate efficiently.
• Executive Communication: Deliver frequent presentations to leadership that clearly and effectively communicate performance, findings, and the “whys” behind the numbers.
• Strategic Modeling: Develop analysis, ad-hoc reports, and models to support marketing planning with predictable return on investment.
• Cross-Functional Collaboration: Collaborate across departments—including Sales, Customer Operations, Finance, and Product—to ensure alignment and support for marketing initiatives.
• Compliance & Risk: Ensure marketing activities comply with relevant data regulations and mitigate potential risks.
  
  

What You Need To Be Successful In This Role

• Experience: 15 years of professional experience in marketing and sales analytics for a B2B software company.
• Leadership: 8 years of people management with demonstrable experience coaching and developing team members.
• Core Tech Stack Mastery: Hands-on experience and proficiency with Pardot, Salesforce, and 6sense.
• Strategy & Motion Expertise: Proven experience designing and supporting integrated campaigns and an ABX (Account-Based Experience) motion.
• Technical Skills: Proven expertise in account/lead scoring frameworks, data enrichment strategies, and martech stack integration & optimization.
• Data Storytelling: Hands-on expertise in analyzing, interpreting, and telling stories through data for various stakeholder levels.
• Forecasting & Attribution: Experience building marketing campaign forecasting, attribution, and marketing mix optimization models for pipeline and revenue growth.
• Reporting Tools: Advanced proficiency in building dashboards in Salesforce and Tableau, alongside advanced Excel skills (complex formulas and functions).
• Demand Generation & Operations: Proven knowledge of B2B demand/revenue generation processes, lead journeys, demand waterfalls, and opportunity progression.
• Strategic & Consultative: Strategic thinking with strong consultative skills to build cross-functional relationships across Marketing, Sales, and Operations.
• Execution: A sense of urgency, strong prioritization capability, and a track record of working collaboratively in a team structure.
• Education: Bachelor’s degree in an analytical area such as Mathematics, Business, Engineering, Computer Science, Statistics, or a related field.
  
  

What Else Would Be Great

• A working knowledge of statistical analysis.
• Proficiency in the Google Suite.
  
  

Salary Range: $171,600 - $217,000