Director of Marketing Operations

A Personal Note from Kat, CMO of OPSWAT 

I'm Kat, CMO at OPSWAT. We protect the world's most critical infrastructure, and our marketing team is in the middle of a real transformation to match that mission. 

Here is the honest picture. Our growth is outpacing the way we work. The demand is there, the market is moving toward us, and the thing that will limit us is not budget or headcount. It is how well our systems, our data, and our people connect to each other. That is the problem I want to solve, and it is why this role exists. 

I am not looking for someone to maintain our martech stack. I am looking for the person who makes this team work differently. Someone who sees where marketing, SDR, and Sales are handing work back and forth inefficiently and redesigns it. Someone who looks at the twenty manual tasks eating this team's week and gets rid of them. 

AI is central to how we are approaching this, and I want to be specific about what that means here, because the phrase gets thrown around a lot. You will not be doing it alone. We are hiring an AI engineer on the team, and a big part of this role is partnering with them and me to build the integration tools and automations we need. You bring the marketing and revenue context, the process design, and the sharp instinct for what is actually worth building. They bring the engineering. Together you will build things that are innovative and efficient.  

You do not need to be an engineer. You do need to be technical enough to be a real partner in that conversation, curious enough to keep up with where this is going, and grounded enough to know the difference between a tool that helps and a tool that demos well. 

The other half of this job is people. The best systems in the world do not matter if the team does not adopt them. I want someone who teaches, documents what works, and makes AI fluency something this whole organization has rather than something one person is good at. 

If you want to help build a marketing engine that can sustain serious growth, and you would rather design the thing than inherit it, I would like to meet you. And if you are unsure whether you are technical enough for this, send me a note anyway and tell me what you have built. 

Kat 

The Position 

OPSWAT protects critical infrastructure from the world's most sophisticated cyber threats, and our marketing team is in the middle of a significant transformation to match that mission. 

We are hiring a Director of Operations Manager who will ensure all inbound and outbound demand is accurately captured, qualified, and converted into pipeline through well-designed processes, consistent execution, and actionable analytics. This is not a systems maintenance role. You are the person who keeps the infrastructure running smoothly and then asks: how do we make it smarter? 

You will be a strategic partner to our Revenue Marketing, Field Marketing, SDR, and Sales Operations teams, and the connective tissue between our tools, our data, and our revenue goals. You will also work directly with our AI engineer to build the marketing integration tools, automations, and agent-assisted workflows that our platforms don't give us out of the box, and you'll be the internal champion who brings the rest of the team along. 

What You Will Be Doing 

Own the Marketing Engine, and Make It More Efficient  

• Serve as the primary HubSpot admin, owning architecture, workflows, lifecycle stages, integrations, scoring models, nurture programs, and reporting. Push HubSpot past its documented capabilities, including evaluating and deploying emerging agent capabilities within the platform. 

• Manage and optimize integrations across the full stack: HubSpot, SalesLoft, 6sense, ZoomInfo, Sequel.io (webinar platform), and SugarCRM (familiarity a plus; Salesforce experience accepted). 

• Keep the operational rhythm running. Lead routing, scoring, lifecycle nurtures, and campaign execution, ensuring the right data reaches the right people at the right time, every time. 

• Own martech budget, vendor relationships, and renewals. Bring rigor to every build-vs-buy-vs-automate decision and ensure every tool earns its place. 

Build With Our AI Engineer 

• Partner with our AI engineer to design and ship internal marketing tools: custom integrations between platforms, data pipelines, enrichment and research automations, and agent-assisted workflows that own repeatable work end to end. 

• Bring the problem definition. Identify where the friction actually is, scope what a solution needs to do, define success, and prioritize the queue so engineering effort goes to the highest-leverage work. 

• Own the marketing side of the build: requirements, data model, test cases, rollout, adoption, and documentation. You are the product owner for these tools, not a requester. 

• Set the quality bar for AI-assisted output. Decide what's good enough to go live, what needs a human in the loop, and what should be shut off. We sell critical infrastructure security, so our own data handling and governance need to hold up to scrutiny. 

Platform Health & Governance 

• Monitor platform health across the stack, establish alerting frameworks, and proactively resolve system issues before they impact pipeline or campaigns. 

• Own platform documentation, enablement, change management processes, and release management cadences across all administered systems and the internal tools you help build. 

• Serve as the subject matter expert between Marketing, Sales, Operations, and IT for technology platform requests, projects, and escalations. 

• Translate business requirements from marketing and sales stakeholders into actionable technical configurations and system enhancements. 

• Be the guardian of marketing data integrity, maintaining compliance with GDPR and CAN-SPAM. Clean, structured, trustworthy data is the foundation everything else is built on, and it's the prerequisite for anything AI-assisted working at all. 

Lead Management, SDR Alignment & Pipeline Contribution 

• Ensure all inbound and outbound demand is accurately captured, qualified, and routed with clear SLA accountability and zero tolerance for leads falling through the cracks. 

• Own the end-to-end lead lifecycle: capture, enrichment, deduplication, scoring, routing, and SLA monitoring through to SDR handoff and opportunity creation. 

• Use automation and AI-assisted research to compress speed-to-lead and improve handoff quality, so SDRs get context with the lead instead of hunting for it. 

• Analyze lead follow-up performance, SLA adherence, and pipeline conversion from both inbound and outbound activities. Review disposition trends, highlight improvement opportunities, and deliver data-driven recommendations to align marketing output with SDR execution. 

• Partner with the Global SDR Director and Sales Ops to continuously improve lead flow, ABM account prioritization, and handoff quality. 

• Maintain and evolve lead scoring models informed by 6sense intent data, ZoomInfo and Cognism signals, and behavioral engagement. 

Funnel Performance & Growth Optimization 

• Think beyond the campaign. Own the full prospect-to-pipeline journey, building nurture programs that move people through the funnel and partnering with Sales to strengthen conversion at every stage. 

• Run structured growth experiments across funnel stages: A/B tests on nurture sequences, landing pages, lead scoring thresholds, and SDR follow-up cadences. Document hypotheses, measure results, and scale what works. 

• Take primary responsibility for campaign and funnel performance analysis. Monitor inquiry, conversion, and pipeline contribution metrics. Identify performance gaps, uncover root causes, and provide structured optimization recommendations. 

• Deliver recurring performance summaries and actionable insights to Marketing and Sales stakeholders. Not just what happened, but the so-what and the next action. 

Turn Data Into Direction 

• Build dashboards and reporting that tell a clear story about marketing's impact on revenue. Give leadership the insights they need to make confident decisions. 

• Partner with Sales Ops and analytics teams to ensure platform data is clean, structured, and accessible for tooling and executive reporting. Maintain a single source of truth across HubSpot and Sugar CRM. 

• Act as the analytical point of contact for Marketing, ABM, and SDR teams, supporting demand review discussions with structured performance insights and consistent KPI visibility. 

Lead AI Adoption Across the Marketing Team 

• Design and manage automation and orchestration workflows across platforms to reduce manual effort, improve speed-to-lead, and increase conversion rates. 

• Evaluate and pilot AI features within the existing stack, including HubSpot, 6sense AI, and ZoomInfo Copilot, and identify net-new tooling where capability gaps exist. 

• Identify the highest-volume manual tasks across the marketing org and eliminate them with AI-assisted workflows. 

• Make AI fluency a team capability, not a personal one. Run working sessions, pair with marketers on their own workflows, share what's working, and document the playbooks. 

What We Need From You 

You've been here before

• 7–10+ years of B2B marketing operations experience, ideally in cybersecurity, SaaS, or enterprise technology. You know the landscape and can hit the ground running. 

• Deep HubSpot admin expertise: complex workflows, API integrations, lifecycle architecture, scoring models, and reporting. HubSpot certifications are a strong plus. 

• Proven experience with sales engagement platforms (SalesLoft preferred, Outreach accepted) and CRM systems (Salesforce accepted, SugarCRM a plus). 

• Hands-on experience with ABM and intent platforms, 6sense strongly preferred. 

• Experience with data enrichment and prospecting tools such as ZoomInfo or equivalent. 

• Experience with webinar and virtual event platforms integrated into marketing workflows (Sequel.io, ON24, Zoom Webinars, or equivalent). 

You've Built Things That Scale 

• A track record of implementing automation and process optimization that actually sticks. You have made teams faster, smarter, and less reliant on manual work. 

• Experience running growth experiments with documented outcomes: hypothesis, test, result, scale. 

• Strong analytical foundation, comfortable building dashboards independently. 

You Think in Systems 

• You design workflows that connect data, tools, and teams. You see the whole picture and build accordingly. 

• You bridge the gap between marketing and sales, you know pipeline is a team sport, and you have the cross-functional track record to prove it. 

You're Fluent in AI, and a Real Partner to Engineering 

• Comfortable with LLMs, automation platforms, and AI-powered analytics, and genuinely excited about where this is heading. 

• Technical enough to collaborate closely with an engineer: you understand APIs, data structures, and integration logic well enough to scope a build, spot the hard parts, and make good tradeoff calls. Hands-on scripting or SQL is a plus, not a requirement. 

• You can turn a messy business problem into a clear, buildable spec, then own adoption once it ships. 

• Bonus: you have built or managed AI-driven systems or agent-based workflows in a production marketing environment. 

You Keep Things Moving 

• Excellent project management and organizational skills. 

• Clear and concise communicator with experience presenting data-driven insights to senior stakeholders. 

• Solid understanding of data privacy and compliance (GDPR, CAN-SPAM). You know the rules and why they exist. 

Why This Role? 

• Direct impact. This role reports directly to the CMO, working in close partnership with Revenue Marketing, SDR leadership and Sales Operations, with visibility into pipeline and board-level metrics. 

• Real scope. Architecture decisions, tooling investments, and growth strategy. Not a coordinator role. 

• Engineering support behind you. You will have a dedicated AI engineer to build with, so the good ideas actually get shipped instead of sitting in a backlog. 

• AI-first environment. We are actively building an agentic marketing infrastructure, and you will be a core contributor and internal champion. 

• Growth that needs you. The team is scaling fast, and the systems you design will decide how well we handle it.