The Director of Marketing Operations and Digital Experience is part of the Sales and Business Services department, which resides on the Strategic Marketing team and reports to the Senior Vice President of Marketing and Communications. As our Director of Marketing Operations and Digital Experience, you will be the senior leader responsible for the end-to-end lead flow process, from initial website engagement through Marketing CRM nurture and into Salesforce as a qualified pipeline opportunity, and will be accountable for the people, processes, and platform strategy that make it work at scale. This leader is expected to apply AI tools and emerging capabilities to improve the efficiency, scale, and performance of marketing operations, lead management, and team workflows.
This role directly manages three functions, including Marketing Operations & Analytics, Digital Experience, and Digital Media. All three exist in service of a single outcome, a healthy, measurable, continuously improving pipeline contribution from marketing. The Director partners as a peer with Revenue Operations and Sales to hold shared accountability for lead quality, conversion performance, reporting integrity and funnel visibility. Additionally, the Director works with SBS Operations, IT, and Salesforce Development teams to translate business requirements into platform execution, ensuring marketing investments, digital experiences, analytics, systems, and processes support organizational growth, customer engagement, and strategic objectives.
What You'll Do:
Lead Flow, Pipeline Performance & Analytics:
- Own the end-to-end lead lifecycle from first website touchpoint through Pardot nurture to Salesforce hand-off, ensuring every stage is defined, measured, and accountable
- Establish and govern lead management standards; including lead scoring criteria, MQL/SQL definitions, routing rules, lifecycle stage definitions, and service level agreements (SLA) expectations with Sales
- Serve as the business architect of lead flow across the website, Pardot, and Salesforce; directing the IT/Salesforce development team on platform configuration and ensuring the system reflects the business process
- Partner as a peer with Revenue Operations and Sales on pipeline accountability, shared funnel reporting, lead quality feedback loops, and joint prioritization of conversion improvements
- Proactively identify and resolve funnel leakage; including diagnosing drop-off points, routing failures, data gaps, or process breakdowns and driving cross-functional resolution
- Maintain data integrity and reporting governance across the lead-to-revenue stack; including CRM hygiene standards, field mapping, campaign attribution logic, and reporting consistency between Pardot and Salesforce
- Own marketing performance measurement; including campaign analytics, funnel metrics, attribution reporting, and executive dashboards
- Translate funnel and campaign data into actionable recommendations for Marketing, Sales, and senior leadership to tell the story of what is working, what is not, and what to do next
Digital Experience, Marketing Technology & AI:
- Lead the Digital Experience team, which owns the CIS website as a primary lead generation and conversion channel, managing strategy and optimization
- Drive continuous improvement in website conversion performance, ensuring the digital experience supports lead capture, nurture entry points, and audience engagement goals
- Oversee SEO, website analytics, and conversion rate optimization to maximize the quality and volume of leads entering the top of the funnel
- Partner with Product Marketing and Communications to align website content, messaging, and calls-to-action with audience needs and pipeline objectives
- Serve as the business owner for the marketing technology stack, including Pardot (Marketing Cloud Account Engagement or any other marketing CRM), Salesforce, Google Analytics, Matomo, and related integrations
- Define business requirements and direct the IT and Salesforce Development team on platform configuration, integration design, and system changes by translating marketing strategy into platform specifications
- Evaluate and prioritize marketing technology investments based on their ability to improve lead flow, reporting accuracy, and operational efficiency
- Champion the adoption of AI-powered capabilities within the marketing technology stack including intelligent lead scoring, predictive nurture, campaign automation, and workflow efficiency to drive scale
Team Leadership & Cross-Functional Partnership:
- Lead, mentor, and develop a high-performing team across Marketing Operations & Analytics, Digital Experience, and Digital Media
- Establish clear goals, ownership, and accountability across team functions; ensure roles, responsibilities, and success metrics are documented and visible
- Lead Agile marketing planning practices, including sprint planning, backlog prioritization, capacity management, and retrospectives to keep the team focused and accountable
- Foster a team culture of continuous improvement, data-driven decision-making, and pipeline accountability
- Represent Marketing as a peer in enterprise operational planning, business reviews, and cross-functional initiatives
- Provide strategic direction for Digital Media programs (video, podcast, multimedia) as a managed function within the team
- Other tasks and responsibilities as assigned
What You'll Need:
- Bachelor's degree in Marketing, Business, Communications, Analytics, or related field*
- 8+ years of progressive marketing experience
- 5+ years of experience leading and developing marketing teams
- Demonstrated experience leading marketing operations, digital marketing, analytics, and reporting functions
- Experience managing Agile or Agile-inspired marketing teams and workflows
- Hands-on experience with Salesforce, Pardot (Marketing Cloud Account Engagement), marketing automation, analytics, and reporting platforms
- Experience developing executive dashboards, KPI frameworks, and performance reporting
- Proven ability to translate complex data into actionable business recommendations
- Strong project management, communication, and stakeholder management skills
- Experience leading cross-functional initiatives and influencing stakeholders across multiple business units
- Must be authorized to work in the United States
It's a Plus if You Have:
- Experience with conversion rate optimization and customer journey analysis
- Experience managing marketing technology integrations and reporting architecture (Pardot, Salesforce, Google Analytics, Matomo)
- Familiarity with privacy, consent management, and marketing compliance requirements (Cookiebot)
- Experience scaling marketing operations and analytics capabilities within a growth-focused organization
- Cybersecurity, technology, SaaS, or related B2B industry experience
- Experience managing website strategy and digital experience programs
*Additional years of relevant experience or a combination of an Associate’s degree or equivalent and relevant experience may be substituted for the Bachelor’s degree.
At CIS, we are committed to providing an inclusive environment in which the diverse backgrounds, experiences, and views of our employees, members, and customers are valued and respected. It is through this commitment that we are able to work together towards our common mission: to make the connected world a safer place.
Compensation Range:
USD$114,700.00 - $200,700.00
