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