Head of Marketing Operations, Exa

• 6+ years in marketing operations, with meaningful time at a high-growth B2B startup. You thrive in ambiguity and don't need a playbook to get started
• Experience building marketing operations from scratch or replatforming, ideally at a developer-first or PLG company
• Deep fluency in HubSpot or Marketo, Salesforce, and at least one BI tool (Looker, Tableau, Sigma, Hex)
• A proven AI builder mindset: you've shipped automations and internal tools using LLMs and workflow platforms (Clay, Zapier, Make, n8n), not just used ChatGPT
• Track record owning attribution methodology, lead scoring, routing, and data quality at scale
• Experience running planning cadences, budget, and vendor management alongside a marketing leader
• Impeccable analytical and problem-solving skills; calm under pressure, strong opinions held loosely
• Nice to Have

Desirable

• The Head of Marketing Operations builds the infrastructure that lets Exa marketing scale, and runs the operating system that keeps the team performing day to day. You will own the marketing tech stack, the data model, the lifecycle, and the analytics that turn marketing into a predictable pipeline engine the executive team can trust
• This is an AI-first role at an AI-first company. You won't just administer tools. You'll be a builder of systems, deploying AI-powered workflows that let a lean marketing team operate at massive scale.
• The right person is rigorous, opinionated about tooling, and energized by the operational problems most marketers avoid. You think about marketing the way a great operator thinks about a business: cadence, accountability, resource allocation, and clear measurement.
• You'll be the connective tissue between Marketing, Sales, and RevOps, making everyone around you faster
• Own the marketing tech stack end to end: selection, implementation, integration, and the standards that govern how data flows between systems, including marketing automation, enrichment, and the integration layer with Salesforce. Success is measured by stack reliability, total cost of ownership, and the speed at which marketing can launch new programs
• Design and deploy AI-powered workflows (Claude, Clay, Zapier, and whatever you build yourself) to automate high-frequency tasks, and evangelize AI adoption across the GTM team. If a process runs manually more than twice, you should be itching to automate it
• Own the full lifecycle from anonymous visitor through closed-won: lead scoring, MQL and PQL definitions, SLA enforcement, routing, enrichment, nurture, and the handoff to sales. Success is measured by conversion lift and clean handoff metrics
• Own marketing analytics, attribution methodology, and the dashboards leadership sees: pipeline attribution, channel ROI, and the quarterly marketing performance review. Success is measured by leadership confidence in the numbers and the speed of decisions informed by them
• Drive the drumbeat of the marketing team: quarterly planning, goal tracking, weekly business reviews, budget and vendor management, and the prioritization framework that turns a long list of ideas into a focused roadmap
• Own data hygiene, privacy compliance (GDPR, CCPA, and emerging US state laws), email deliverability, and the governance model that keeps our database trustworthy as we scale
• What Success Looks Like;
• Marketing-sourced pipeline is reported with confidence and audit-ready definitions
• The full funnel from visitor to closed-won is instrumented and visible in shared dashboards
• Lead scoring and routing drive measurable lift in downstream conversion
• Campaign launch time drops because of better playbooks and automation
• Marketing, sales, and RevOps agree on the data, the definitions, and the single source of truth
• Leadership has real-time visibility into program status, spend, and performance without chasing updates