Director, Sales and Marketing Operations

Fairmarkit is the #1 autonomous sourcing platform revolutionizing the way all organizations buy & sell. Fairmarkit equips procurement teams with automation, AI, and GenAI so they can source more competitively  solutions for tail spend and strategic sourcing help innovative procurement teams reduce cycle times, drive out costs, meet ESG/Diversity targets, and provide a better stakeholder experience to internal partners and suppliers.

Fairmarkit has been recognized with awards by organizations such as Gartner and IDC, and is backed by strategic investors like Notable Capital, Insight Partners, 1984.VC, and Newfund.

Role Overview

We’re looking for a strategic, hands‑on Director of Sales & Marketing Operations to lead the systems, processes, and insights that improve sales and marketing performance. You’ll own the operational framework across the full acquisition funnel—from account and prospect targeting, campaign engagement, and lead generation through pipeline creation, opportunity progression, and closed‑won revenue.

You’ll partner closely with Sales, Marketing, Business Development, Deal Desk, and Finance leadership to align priorities, improve execution, and build scalable ways of working. You’ll establish clear attribution and measurement frameworks that connect sales and marketing activity to pipeline and revenue, helping leaders make informed investment decisions.

You’ll bring an AI-native approach to operations, embedding AI and automation into how we design workflows, generate insights, and create capacity. Success requires someone who can set direction, influence stakeholders, lead change, and stay close to execution. This role will have one direct report, and align directly to the CFOO.

• Set and lead the Sales and Marketing Operations strategy, translating company priorities into a roadmap that improves pipeline generation, sales productivity, and revenue performance.
• Advise Sales, Marketing, and Business Development leaders on operational priorities, investment decisions, and opportunities to improve execution.
• Establish shared performance expectations, decision‑making frameworks, and accountability across Sales and Marketing.
• Lead cross‑functional change, building alignment among stakeholders and resolving competing priorities to deliver measurable business outcomes.
• Anticipate operational needs as the business scales and proactively evolve processes, systems, and capabilities.

Full Funnel Operations & Attribution

• Define and own the operational framework across the full acquisition funnel—from account and prospect targeting through closed‑won revenue.
• Establish consistent funnel definitions, qualification criteria, routing logic, and handoff expectations that align Sales, Marketing, and Business Development.
• Lead the attribution strategy, connecting marketing campaigns and sales activities to pipeline and revenue to measure ROI and guide investment decisions.
• Guide investment and prioritization decisions through analysis of campaign effectiveness, acquisition efficiency, conversion, and funnel velocity.
• Identify systemic barriers to performance and lead initiatives that improve pipeline quality, conversion rates, and sales cycle efficiency.

Sales Performance & Planning

• Lead the operational framework for pipeline management and forecasting, strengthening predictability and informing Sales leadership decisions and financial planning.
• Enhance performance scorecards and leadership review cadences that translate insights into decisions, clear ownership, and action.
• Partner with Finance and Sales leadership to maintain impactful sales commission plans that align incentives with strategic initiatives and business goals.
• Lead territory,…