Director of Global Marketing Operations

About SANS

Founded in 1989, SANS Institute (SANS) began as a cooperative research and education organization. Over the next 25 years, it grew to become the most trusted and widely recognized provider of information security training and certification in the world. Today, SANS has served more than 300,000 cybersecurity professionals around the world, with more than 60,000 earning Global Information Assurance Certification (GIAC) security certifications—the leading certification that provides assurance to employers that their people and prospective hires can do the job.

At the heart of SANS is a community of practitioners, from auditors and network administrators to CISOs, who share their lessons learned and collaborate on solutions to the challenges they face. These experts, working across corporations, government agencies, and universities, come together to support and strengthen the global information security community.

Why SANS?

At SANS, our culture is defined by three pillars: Mission, Brand, and People.

• Our Mission is to hire people who understand the importance fighting against cybersecurity threats.

• Our Brand reflects a commitment to delivering the highest quality training.

• Our People are grounded in a culture of fairness, honesty, customer focus, and a pragmatic approach.

What You'll Achieve at SANS

We are seeking a Director of Global Marketing Operations to join our Revenue Operations team. This role is a foundational leadership position at the intersection of strategy and execution. This role is responsible for being the architect of the systems, processes, analytics, and workflows that enable our sales and marketing organizations to operate with precision and measurable impact - at scale, across regions.

You will serve as the connective tissue between Marketing, Sales, Revenue Operations, Finance, Product, Legal, and Web Ops - eliminating friction, directing productive & efficient GTM systems and processes, and ensuring every campaign and every dollar is tracked and tied to revenue outcomes. We’re looking for a builder and operator in equal measure.

Travel is required 20% of the time.

As a Director of Global Marketing Operations, you will:

• Pipeline Strategy & Analytics

• Build and operationalize a full-funnel pipeline generation and progression model from awareness through expansion, tied directly to revenue and bookings outcomes

• Develop multi-touch attribution models and a single source of truth reporting foundation across the lead-to-opportunity lifecycle

• Define and track KPIs across conversion, velocity, and pipeline source in partnership with RevOps, Marketing, and Finance

• Translate complex data into actionable insights that connect marketing activity to business outcomes

• Shift the organization from activity-based to outcome-driven decision-making through accessible, real-time reporting

• GTM Alignment & Lead Lifecycle

• Own end-to-end lead lifecycle: routing logic, scoring models, rules of engagement between Marketing and Sales, and handoff quality

• Serve as the key integration and escalation point across teams, resolving conflicts and ensuring GTM alignment globally

• Exercise sound judgment to distinguish transitional noise from true performance signals, providing reliable insights to leadership

• Marketing Technology Data & Segmentation

• Optimize the full marketing technology stack, governing utilization, integration, and ROI across all tools

• Help set-up and execute programs targeting our ICPs, establishing account-level visibility by integrating CRM, marketing automation, and usage data

• Drive data hygiene, enrichment, governance, and operational excellence across the marketing and revenue tech stack

• Build closed-loop analytics that surface conversion friction, performance gaps, and revenue opportunities

• Own marketing data quality: account scoring models, persona data, segmentation, hygiene, enrichment, and governance standards

• Operations & Execution

• Audit existing technology investments; retire tools not delivering measurable value; evaluate emerging platforms and AI tools with rigor

• Clarify and document how teams engage with Marketing (intake processes, SLAs, approvals) to create predictable, transparent ways of working globally

• Build and maintain centralized marketing repositories to ensure institutional knowledge is documented, current, and accessible

• Drive process optimization across budgets, lead workflows, operations, and intake and prioritization

• Team Leadership & Vendor Management

• Lead, mentor, and develop a high-performing marketing operations team across analytics, data strategy, orchestration, tech, and email disciplines

• Set clear expectations, hold the team accountable to deliverables, and model a culture of ownership and continuous improvement

• Manage external vendors, contractors, and freelancers — from scoping and onboarding to ongoing performance oversight

• Perform other related duties as assigned.

What We're Looking For

Every SANS employee brings something unique. For this role, we’re looking for candidates with:

• 10–12+ years of experience in B2B marketing operations, including 6+ years in leadership roles

• Bachelor’s degree in Marketing, Business, or a related field required

• Proven ability to lead complex, cross-functional initiatives across multiple business units

• Demonstrated success transforming marketing organizations from manual/reactive to automated/strategic

• Strong track record building attribution models, pipeline frameworks, and analytics infrastructure that inform business decisions

• Hands-on experience deploying AI tools in a marketing environment

• Deep expertise in MarTech ecosystems, including CRM, marketing automation, and ABM platforms

• Advanced Excel skills for budgeting, forecasting, and data analysis

• Exceptional cross-functional leadership with the ability to influence without authority in matrixed organizations

• Strong executive presence and ability to drive alignment with senior leadership

• Skilled data storyteller who translates insights into clear, business-focused narratives for executive audiences

• Builder mindset with comfort operating in ambiguity and balancing strategy with hands-on execution

• Travel is required 20% of the time.

• Unrestricted authorization to work in the USA; visa sponsorship is not available.

Preferred qualifications include:

• MBA or advanced degree a plus

• Background in technology and/or cybersecurity preferred

• Experience with sales and revenue enablement tools such as Salesforce Sales Cloud, ZoomInfo SalesOS, LinkedIn Sales Navigator, and SalesLoft (or similar platforms)

• Experience with marketing operations and analytics tools including Salesforce Marketing Cloud, ZoomInfo MarketingOS, G2, Litmus, Accutics, Optimizely, SEMrush, and OneTrust

• Proven ability to build and deploy predictive models and scoring frameworks to support marketing and sales motions

• Demonstrated success modernizing Marketing or GTM Operations through AI, automation, and agent-driven workflows (beyond pilot programs)

Benefits and Perks of Working at SANS

We’re committed to fair and equitable compensation. The expected salary range for this position is $185,000-220,000 plus a bonus, depending on geographic location, skills, and experience. At SANS, pay equity and transparency are priorities.

We offer a comprehensive benefits package that supports your total well-being so you can be and deliver your best. This means caring for you and your loved ones' physical, financial, and mental health, as well as providing the flexibility you need to thrive personally and professionally:

• Financial Benefits: Competitive base salary, bonus opportunities, and a 401(k) plan with company match.

• Health & Wellness: Robust medical, dental, and vision plans; company-provided short term disability; optional long-term disability, supplemental life and AD&D insurance for employees and dependents; voluntary benefits including accident insurance and identity theft protection; fitness and wellness programs; and a company paid employee assistance program (EAP).

• Time Off & Flexibility: Generous paid time off, including volunteer time.

• Learning & Development: Access to professional development and SANS training opportunities.

Flexibility and Balance at SANS

We support our colleagues with the tools and flexibility they need to thrive, both professionally and personally. As a primarily remote work environment, we are committed to maintaining strong connections, collaboration, and a vibrant culture across virtual teams. While most roles operate remotely, some positions may require occasional in-person presence depending on role-specific or business needs.

SANS is an Equal Employment Opportunity Employer

SANS is proud to be an Equal Opportunity Employer. We do not discriminate based on race, color, sex, age, national origin, religion, sexual orientation, gender identity, veteran status, disability, or any other federal, state, or local protected class.

If, because of a medical condition or disability, you require a reasonable accommodation during the application process, or to perform the essential functions of a position, please contact SANS Human Resources.

US Job Seekers: Click here to view the “Know Your Rights” poster.

SANS complies with all applicable state and local laws regarding the consideration of applicants with arrest or conviction records. For positions governed by federal and/or state banking regulations, SANS will adhere to relevant requirements when evaluating candidates with criminal histories.

Employment eligibility in the United States is required. SANS does not provide visa sponsorship for this position.