Senior Director of GTM Insights & Marketing Operations, Cloudinary
Office located in San Jose, CA
Cloud-based image & video management
Be an early applicant
Cloud-based image & video management
201-500 employees
Be an early applicant
Office located in San Jose, CA
201-500 employees
Company mission
To empower companies to deliver visual experiences that inspire and connect by unleashing the full potential of their media.
Role
Who you are
- This role is ideal for a highly analytical, commercially-minded operator who excels at turning data into strategy and strategy into operational excellence
- 12+ years of experience in B2B SaaS GTM organizations across marketing analytics, revenue insights, GTM operations, or marketing operations, with increasing leadership responsibility
- Demonstrated success operating in a hybrid GTM model that includes PLG, enterprise sales, and SDR motions
- Proven experience leading Marketing Operations, including marketing automation platforms (Marketo preferred), lifecycle management, scoring, routing, and attribution governance
- Deep expertise in funnel performance analysis, spanning Marketing → SDR → Sales, with the ability to diagnose conversion issues, routing gaps, lead-quality challenges, and GTM behavioral patterns
- Strong analytical capability with the ability to interpret complex datasets, build or oversee forecasting models, and translate insights into clear, actionable executive recommendations. (Experience with BI tools such as Looker or Qlik is an asset.)
- Extensive experience building or owning pipeline forecasting engines, attribution models, and performance frameworks used by senior executives
- High level of business acumen with experience shaping GTM strategy and investment decisions using data-driven insights
What the job involves
- The Senior Director of GTM Insights & Marketing Operations is a senior leader within the GTM Operations organization responsible for driving the intelligence, operational rigor, and strategic clarity required for predictable growth
- This executive leads both the Marketing Operations function and the GTM Insights engine, unifying forecasting, attribution, lifecycle governance, campaign performance, and cross-funnel diagnostics into one coherent view
- They partner deeply with Marketing, Sales, Rev Ops, and Finance to surface the story behind the numbers and provide actionable recommendations that accelerate revenue
- Serve as the primary GTM Ops partner to Marketing leadership, providing neutral, evidence-based insights into funnel performance, pipeline health, deal mix, segment shifts, and win-rate patterns
- Build a unified GTM insights engine that integrates data from Marketing, Sales, and Product
- Create executive-ready narratives that inform prioritization and guide investment decisions
- Distill signal from noise — and provide clear recommendations to improve pipeline predictability and revenue outcomes
- Lead and develop the Marketing Operations team, ensuring operational excellence across lifecycle management, automation, data quality, routing, scoring, and lead-flow processes
- Partner with RevOps and Sales Ops to maintain alignment on lead definition, handoff rules, and funnel governance
- Oversee strategic evolution of the MarTech stack to enable scalable, omni-channel marketing programs
- Ensure that marketing systems support segmentation, campaign orchestration, attribution visibility, and reliable KPI measurement
- Own the end-to-end marketing performance framework, including KPIs, definitions, measurement methodology, attribution models, and reporting cadence
- Provide deep insight into channel yield, campaign effectiveness, content impact, and audience performance
- Evaluate MQL/SQL definitions and lead scoring models using real-world conversion data
- Partner with Marketing leaders to shape campaign strategy based on performance signals and efficiency trends
- Diagnose friction across the funnel — from lead creation through qualification, routing, follow-up, opportunity creation, and revenue
- Identify issues affecting pipeline health (e.g., deal hoarding, delayed routing, misaligned prioritization)
- Surface segment-level insights that reveal shifts in ICP, buying patterns, deal economics, or channel mix
- Provide recommendations that correct GTM inefficiencies and improve conversion velocity and win rates
- Own the marketing pipeline forecast (creation, conversion, velocity, S1/S2 yield)
- Partner with Finance and RevOps to model quarterly and long-range scenarios for planning and resource allocation
- Identify early warning indicators of underperformance and quantify potential risks to targets
- Influence hiring, budget, and program decisions using evidence-based modeling
- Integrate customer insights (usage, win/loss, ICP performance) and competitive/market signals into marketing strategy
- Provide leadership with synthesized briefs that connect external trends to pipeline, segment performance, messaging, and GTM investment decisions
- Partner with data/engineering teams, RevOps, and Marketing Ops to ensure high-quality data across key systems (CRM, MAP, PLG data, analytics tools)
- Define data governance standards for funnel stages, attribution, lifecycle status, and routing logic
- Ensure the insights engine is fed by accurate, trustworthy, consistent data
- Represent GTM Ops in leadership meetings, strategic forums, and performance reviews with senior executives
- Serve as the chief performance storyteller for the GTM engine
- Provide objective, cross-functional insight — and build trust by consistently surfacing reality with clarity
- Lead a high-performing team across marketing operations, forecasting, analytics, and performance strategy
- Build org-wide analytical literacy and ensure partners understand how to interpret and act on performance signals
- Foster a culture of rigor, transparency, and aligned execution across Marketing, Operations, and Sales
Our take
As companies increasingly rely on their online presence, it is more important than ever for them to understand how their visuals affect engagement with audiences. That's where Cloudinary comes in, providing thousands of customers with the means to manage images and videos for websites and apps.
With video now being one of the most effective formats to influence purchasing decisions, it is clear that the company has bet on a trend which is set to continue well into the future. This forward thinking has enabled the company to secure large clients such as Forbes and Ted Baker.
Cloudinary's future success will depend on its ability to keep offering cutting-edge services. It is heading in the right direction, with the addition of shoppable videos and the launch of FinalTouch, its AI-powered platform that creates multiple unique product scenes from a single product shot.
Freddie
Company Specialist at Welcome to the Jungle
Insights
49% employee growth in 12 months
Company
Company HQ
Santa Clara, CA
Leadership
Itai Lahan
(Co-Founder & CEO)Also co-founded Newsodrome, a platform which delivers news in users' areas of interest.
Tal Lev-Ami
(Co-Founder & CTO)Co-founded Newsodrome with Itai. Also co-founded Ndivi, a software development outsourcing provider.
Nadav Soferman
(Co-Founder & CPO)Previously an independent R&D consultant.
Salary benchmarks
We don't have enough data yet to provide salary benchmarks for this role.
Submit your salary to help other candidates with crowdsourced salary estimates.
Share this job
View 9 more jobs at Cloudinary