About this role
We are seeking a strategic and versatile Director of Marketing Strategy & Operations to drive operational excellence and revenue alignment across Marketing and Sales. This role will serve as a key partner to leadership, owning the design and optimization of the marketing-to-sales funnel while helping scale a high-performing, data-driven marketing organization.
The ideal candidate brings deep expertise in marketing operations, go-to-market systems, and funnel management, with the ability to operate both strategically and tactically. This individual will play a critical role in improving execution, driving alignment, and embedding automation and AI into core marketing workflows.
Revenue Alignment & Funnel Ownership
Own and optimize the end-to-end marketing-to-sales funnelDesign lead flow architecture, including scoring, routing, enrichment, and progressionPartner with Sales and RevOps to align on SLAs, handoffs, and pipeline managementMonitor funnel performance, identify bottlenecks, and drive improvements in conversion, lead quality, and revenue outcomesPartner with Analytics to ensure clear attribution, measurement, and performance visibilityMarketing Operations & Execution Excellence
Govern and evolve the marketing operating model to drive simplification, standardization, and scalabilityImprove execution quality through strong process discipline, QA, and cross-functional alignmentAct as an integrator across marketing sub-functions to improve coordination, speed, and consistencyEstablish and maintain operating rhythms with Marketing, Sales, RevOps, and FinanceIdentify and close gaps in execution, measurement, and follow-throughMarketing Technology, Data & Automation
Serve as a strategic owner and power user of the marketing automation ecosystem and its core integrations (e.g., Salesforce, web platforms)Evaluate and optimize marketing technology to improve performance and reduce complexityEnsure strong data quality and governance across marketing and CRM systems, including enrichment, deduplication, and hygienePartner with Data, Web, and Platform teams to enable scalable data flows and system reliabilityAI-Enabled Marketing & Innovation
Embed AI and automation into core marketing workflows, including lead scoring, routing, enrichment, and performance monitoringDesign and scale use case-driven workflows leveraging AI and agent-based approaches to improve campaign execution, lead management, and operational efficiencyIdentify opportunities to automate repetitive tasks such as data enrichment, CRM/MAP updates, lead processing, and anomaly detectionPartner with Data, Web, and Platform teams to implement AI-driven capabilities while ensuring alignment with governance, data quality, and system architectureDrive a culture of experimentation by testing and scaling practical AI use cases that improve productivity and decision-makingCross-functional Leadership & Team Development
Drive alignment and prioritization across Marketing, Sales, RevOps, Finance, and ProductAct as a trusted operator across a broad range of strategic and operational initiativesBuild, mentor, and scale a high-performing marketing operations teamFoster a culture of accountability, continuous improvement, and operational excellence 12+ years of experience in marketing operations, revenue operations, or a related role in a high-growth B2B environmentDeep understanding of marketing-to-sales funnel mechanics, lead management, and conversion optimizationStrong experience with CRM and marketing automation platforms (e.g., Salesforce, Marketo, Clay, Allocadia, Demandbase)Comfortable experimenting with and applying AI tools (e.g., Claude, Gemini) to improve workflows, drive efficiency, and accelerate insight generation.Proven ability to lead cross-functional initiatives and drive measurable business impactStrong analytical and problem-solving skillsExcellent communication and stakeholder management skillsBachelor’s degree required; MBA preferred We're committed to building a workplace that reflects the diverse world we serve. At Freshworks, you'll find inclusive teams, flexible thinking, and opportunities to grow your career - while making work better for millions.
If this sounds like a journey you want to be part of, we'd love to meet you. Let's building something refreshing together.
The annual base salary range for this position is $220,000 - $270,000 Base Salary.
Compensation is based on a variety of factors including but not limited to location, experience, job-related skills, and level. Bonus/equity may be available.
At Freshworks, we have fostered an environment that enables everyone to find their true potential, purpose, and passion, welcoming colleagues of all backgrounds, genders, sexual orientations, religions, and ethnicities. We are committed to providing equal opportunity and believe that diversity in the workplace creates a more vibrant, richer environment that boosts the goals of our employees, communities, and business. Fresh vision. Real impact. Come build it with us.