Job Description: Head of Marketing Operations

Company: MarketsandMarkets Research Pvt. Ltd.

Location: Pune

Reports to: CMO

Works with: Client Success, Enterprise Sales, Analyst teams, Marketing

About MarketsandMarkets:

MarketsandMarkets is repositioning from a market research publisher into the AI-native growth intelligence partner for the world's largest enterprises, serving growth, strategy, and corporate development leaders at the Global 2000 - 80% of whom already work with us. Growth runs through a portfolio of SaaS platforms - SalesPlay (AI revenue intelligence for sales teams), GrowthIQ (growth strategy intelligence for executives), and KnowledgeStore (our Market Intelligence Cloud) - powered by a multi-motion marketing organization and a 50-person SDR engine. This role builds the operating system they all run on: the processes, the technology, the review cadence, and the numbers.

The Role:

We are hiring a Marketing Operations leader to own all marketing processes, the martech stack, the planning and review rhythm, and marketing metrics end to end. You are the connective tissue of the marketing organization: you design how work flows from plan to campaign to lead to revenue, you run the platforms everything executes on, and you own one version of the truth for marketing performance.

This is a hands-on, player-coach role. You will personally map and build the processes, administer and configure the platforms, construct the dashboards and attribution models, and run the review cadence yourself - before scaling through a small team. We are not hiring a governance-by-slideware operator; we're hiring someone who opens the tools and builds.

What You'll Own:

1. Processes & Workflow:

- Design and document the core marketing processes: campaign planning and intake, briefing standards, build/QA/launch workflows, approval paths, and post-campaign retrospectives.

- Own the lead lifecycle end to end: definitions and stage criteria (MQL/SQL/platform demo/opportunity), platform-interest capture and scoring models, routing rules and SLAs between marketing, the SDR engine, and sales - including routing leads to the right platform motion - and escalation when SLAs break.

- Build the campaign taxonomy and naming conventions - including platform attribution (SalesPlay / GrowthIQ / KnowledgeStore) on every program, channel, and asset - so everything is trackable from spend to platform pipeline.

- Run capacity and calendar planning across teams so launches, sends, and events are sequenced deliberately rather than colliding.

- Continuously find and remove friction: automate handoffs, kill redundant steps, and template repeatable work.

2. Martech Stack:

- Own martech strategy, architecture, administration, and budget: marketing automation, CRM alignment, sales engagement, intent and ABM platforms, webinar/event tech, content and web infrastructure, analytics and attribution tooling.

- Be the hands-on lead administrator: build programs, workflows, integrations, scoring, and routing in-platform; manage users, permissions, and hygiene of the instance.

- Run the stack like a portfolio: evaluate, pilot, consolidate, and negotiate - measure every tool on adoption and ROI, and cut what isn't earning its license.

- Own integration health across the stack (sync errors, field mapping, duplicate prevention) with monitoring and fix SLAs.

- Chart the AI roadmap for marketing operations: agent- and AI-assisted campaign ops, reporting, and QA where it demonstrably saves hours or improves quality.

3. Reviews & Operating Cadence:

- Design and run the marketing operating rhythm: weekly campaign/funnel standups, monthly performance reviews, and quarterly business reviews with sales and finance - you own the agenda, the pre-reads, and the follow-through on actions.

- Run the annual and quarterly planning process: target setting and cascade (pipeline, demos, budget by program), scenario modelling, and mid-quarter reforecasts.

- Own budget operations: tracking actuals vs. plan by program, PO/invoice hygiene with finance, and reallocation recommendations based in-quarter performance.

- Institutionalize test-and-learn: a shared experiment backlog, documentation standards, and a decision log so learning compounds instead of evaporating.

4. Metrics, Attribution & Insight:

- Own the marketing measurement framework: single, agreed definitions for every metric from inquiry to revenue, published in a data dictionary the whole go-to-market org uses.

- Build and maintain the dashboard suite with platform-level views for SalesPlay, GrowthIQ, and KnowledgeStore: executive scorecard, funnel and conversion dashboards, channel and campaign ROI, SDR handoff and follow-up performance, and cost-per-outcome views (per MQL, per demo, per opportunity, per $ pipeline).

- Own attribution and pipeline analytics: multi-touch attribution design (with its limits made explicit), sourced vs. influenced reporting, cohort and velocity analysis, and forecast contribution of marketing to pipeline targets.

- Deliver insight, not just reporting: monthly narrative on what's working, what isn't, and the specific reallocation or fix recommended - with the analysis to defend it in front of the CMO and CRO.

What Success Looks Like (First 12 Months):

- 90 days: Process and stack audit complete; lead lifecycle definitions, scoring, and routing SLAs agreed and live; executive scorecard v1 shipped; review cadence running.

- 6 months: Core processes documented and adopted (campaign intake through retrospective); integration health monitored with error rates down; attribution v1 live with sourced/influenced pipeline reporting trusted by sales and finance; first tool-consolidation savings banked.

- 12 months: Full-funnel measurement operating as the single source of truth; planning and reforecast cycle running on schedule; lead follow-up SLA compliance at [X]%; martech spend per $ of pipeline down [X]% with adoption up; documented hours saved via automation/AI in campaign operations.

What We're Looking For:

- 12 - 16 years in marketing/revenue operations, with 5+ years leading marketing ops for a multi-product B2B SaaS marketing org feeding large sales and SDR organizations.

- Hands-on execution capability: you have recently (last 12 - 24 months) personally administered a marketing automation platform, built scoring/routing/workflows, constructed attribution models and dashboards, and run planning and QBR cycles - and can walk us through systems you built yourself, not specified for others.

- Operator-level command of the stack: deep admin experience in at least one major MAP (Marketo/HubSpot/Pardot), strong Salesforce fluency (objects, flows, reports), and working knowledge of sales engagement, ABM/intent, and attribution tools.

- Proven process designer: you can show before/after examples of workflows you streamlined and the cycle-time or conversion improvement that resulted.

- Strong analytics craft: SQL and/or advanced BI (Tableau/Looker/Power BI), funnel math, cohort analysis, and honest handling of attribution's limitations.

- Trusted operator at the leadership table: you run reviews that leaders show up prepared for, and your numbers survive finance scrutiny.

- Systems thinker with a bias for simplification - you remove tools and steps as readily as you add them.

Nice to Have:

- Experience in research/advisory, data/intelligence, or enterprise SaaS businesses undergoing a go-to-market transformation.

- RevOps exposure (shared pipeline management with sales ops) and experience integrating SDR platforms and cadence data into marketing reporting.

- Experience deploying AI/automation in marketing ops with measured results.

- Certifications: Marketo Certified Expert / HubSpot / Salesforce Admin or equivalent.

Why This Role:

- Build the operating system of a marketing organization from near-first principles, at the moment the company repositions - process, stack, cadence, and metrics designed right rather than untangled later.

- Rare leverage: your systems multiply the output of every marketing team and a 50-person SDR engine simultaneously.

- Executive sponsorship, real budget authority, and a seat in every review that matters.

MarketsandMarkets is an equal opportunity employer