Director of Marketing Operations

Overview

Fleetio is entering the next phase of scale beyond 100M ARR. As Marketing expands in scope and complexity, we need a leader who can evolve Marketing Operations from reactive support into a proactive, insight-driven engine that powers predictable growth.

This role sits within GTM Operations and partners closely with the CMO. You will own the systems, data, lifecycle design, and operating model that ensure Marketing is a measurable, optimized, and forecastable driver of pipeline and revenue.

This is a high-impact role. Marketing Operations at Fleetio is expected to shape demand-engine design, lifecycle optimization, forecasting inputs, attribution, and marketing systems architecture as core components of the revenue engine.

You will elevate Marketing Ops into a proactive revenue architect, not a systems administrator.

What You Will Own

Strategic Marketing Ops Roadmap

• You will ensure that Marketing’s influence is visible from first website touch through closed-won revenue, with clear accountability across the entire funnel
• Build and own a Marketing Operations roadmap aligned to Marketing OKRs and GTM priorities
• Drive quarterly planning, prioritization, and capacity tradeoffs across Sales, CS, and Marketing
• Architect a scalable demand engine across inbound, outbound, lifecycle, paid, partner, and expansion motions
• Translate marketing strategy into measurable funnel design, conversion optimization plans, and pipeline creation targets

Reporting and Insights

• Establish standardized executive dashboards and board-ready reporting across the full funnel (Lead → MQL → SQL → Pipeline → Revenue)
• Own end-to-end funnel analytics, including pipeline sourcing, multi-touch attribution, and buyer journey influence
• Identify and close conversion gaps across the funnel (inbound conversion, demo-to-SDR handoff, MQL-to-SQL, and pipeline velocity)
• Deliver pacing and performance insights that inform revenue forecasting and GTM planning
• Establish visibility into pre-MQL performance, including traffic quality, source mix, engagement depth, and content performance

Marketing Technology and Data

• Own and optimize the Marketo ↔ Salesforce architecture, ensuring clean lifecycle management, data synchronization, campaign tracking, and attribution integrity
• Identify automation and AI opportunities that increase efficiency and insight speed
• Lead attribution strategy, data governance, and campaign taxonomy standards. Establish rigorous campaign taxonomy, naming conventions, and governance frameworks to support scalable reporting
• Ensure scalable data models that support advanced analytics and forecasting
• Partner with Marketing on website strategy, CMS optimization, and real-time engagement tools (e.g., conversational marketing platforms, AI-powered chatbot solutions such as Qualified or similar tools)
• Ensure airtight conversion-tracking and lead-routing infrastructure from the website to SDRs

Operating Model and Cross-Functional Alignment

• Implement clear intake, prioritization, and SLA frameworks
• Establish consistent weekly an