Head of Marketing Operations

About the role

The Marketing Operations team at Stripe drives excellence across the shared infrastructure that the marketing and sales development teams depend on. This includes lead routing and lead management, prospect data, campaign production, marketing systems, and sales development systems. The infrastructure supports three vertical channel groups: inbound and outbound sales, digital marketing, and in-person events. The team ensures reliability, scalability, and maintenance of these operations and systems.

We partner closely with Demand Generation Systems to build, buy, improve, and support the technology for digital marketing campaigns, in-person events, and sales development. We also ensure accurate lead routing and progression to align with sales coverage decisions, demand marketing strategies, and agreed-upon timelines. We maintain sufficient account coverage and quality of sales contacts and marketing database subscribers for effective outreach. We produce digital marketing campaigns with speed and quality, and serve as the senior voice in cross-functional workstreams involving Sales Development, Sales Operations, Revenue, and Regional Marketing teams. We are responsible for a global marketing operations team of 15-20, alongside 25-30 production specialists with a dotted-line reporting relationship.

Responsibilities

• Drive excellence in operations and systems supporting inbound and outbound sales, digital marketing channels, and in-person events
• Partner with Demand Generation Systems to build, buy, improve, and support the technology for digital marketing campaigns, in-person events, and sales development
• Ensure accurate lead routing and progression to match sales coverage decisions, demand marketing strategies, and agreed-upon timelines
• Generate and maintain sufficient account coverage and quality of sales contacts and marketing database subscribers for sales and marketing outreach
• Produce digital marketing campaigns with velocity and at the highest quality
• Serve as the senior marketing operations voice in cross-functional workstreams with Sales Development, Sales Operations, Revenue, and Regional Marketing teams
• Set strategic direction, objectives, and key results for the Marketing Operations organization, aligned to broader marketing and Stripe-wide objectives and key results

Requirements

• 10+ years of experience in B2B marketing or revenue operations and working directly on an enterprise marketing technology stack (Marketing Automation Platform, CRM, sales engagement, company and contact data, etc.)
• 5+ years of direct people management experience, including managing managers and building teams of 10+ people; experience managing distributed and global teams
• 3+ years of working in a global B2B company with hundreds of marketers and sales development representatives
• Demonstrated ability to design and scale operations organizations, including structuring teams and managing through ambiguity
• Experience leading programs across multiple functional areas simultaneously
• Track record of driving measurable improvements in B2B marketing operations
• Strong cross-functional influence and ability to drive alignment at senior levels across Sales Development, Sales Operations, Revenue, and Regional Marketing
• Strong analytical skills, including the ability to use data to diagnose operational problems, set targets, and evaluate program outcomes
• Ability to build working prototypes and demos with AI to solve marketing operations challenges
• Prior responsibility for launching AI solutions to sales development or marketing teams