Senior Director, Marketing Operations

WalkMe, an SAP company, pioneered the Digital Adoption Platform (DAP) to enable business leaders to fully harness technology in today's complex digital landscape. By leveraging WalkMe's features—guidance, engagement, insights, and automation—employees boost efficiency, executives gain greater visibility into digital usage, and organizations maximize their digital assets, driving successful digital transformation.

Together, SAP and WalkMe form a powerful partnership that revolutionizes the digital transformation journey. This collaboration allows businesses to unlock the full potential of SAP's robust ERP solutions while seamlessly enhancing user experience and productivity with WalkMe's intuitive digital adoption platform.

This position reports to WalkMe’s Chief Operating Officer (COO) and collaborates very closely with the Marketing leadership team to develop and execute marketing strategies that align with the company's goals and drive revenue growth. This is a key leadership role with overall responsibility for the Marketing Operations team and optimizing WalkMe's AI-first Marketing Operations function. You will combine deep B2B SaaS industry knowledge, operational expertise, and strong leadership skills to drive the efficiency, effectiveness, and overall success of the company's marketing efforts.

What You'll Own

• * The role and responsibilities include but are not limited to:
• Operational Planning and Alignment:
• Architect the global marketing operating model to bridge the gap between high-level strategy and technical execution.
• Partner with the Marketing leadership team to track marketing KPIs, monitor performance metrics, and ensure targets are met.
• Manage resource allocation and departmental budgets to ensure efficient spend and maximize Marketing ROI.
• Marketing Process Optimization & GTM Execution:
• Manage and optimize core marketing processes, including campaign execution, lead and MQA lifecycle, routing, scoring, and attribution.
• Implement best practices, automation tools, and generative AI capabilities to increase marketing efficiency and scale workflows.
• Ensure data management, workflows, and analytics are functioning properly to support data-driven decision-making.
• Enforce core GTM processes and maintain SLAs in close partnership with Sales, BDR, and RevOps teams.
• MarTech Stack and Data Management:
• Manage and optimize our existing marketing technology ecosystem, including CRM, MAP, ABX/intent (e.g., 6sense), analytics, and data solutions.
• Work alongside RevOps to support the Salesforce data model, maintain the integration of marketing systems, and ensure data integrity and CRM quality.
• Own the MarTech roadmap and vendor rationalization strategy, ensuring a lean, integrated and future-proof stack.
• Drive the implementation of Agentic AI for research, routing and predictive modeling within the customer’s buying journey while ensuring interaction with core systems (Salesforce, MAP, 6senes, etc.).
• Ensure day-to-day compliance with global data privacy requirements across systems.
• Performance Measurement & Reporting:
• Manage the reporting framework for measuring marketing performance and tracking KPIs, delivering actionable insights to stakeholders.
• Maintain clear economic models that track LCV and CAC by marketing motion and activity.
• Generate regular reports and dashboards to communicate marketing results, trends, and campaign forecasts.
• Track and report on the ROI for marketing events and demand generation programs.
• Manage the modern demand gen waterfall and business development cadence to monitor lead quality and conversion rates.
• Team Leadership & Management:
• Manage and mentor a team of Marketing Operations professionals, ensuring their day-to-day performance and professional growth.
• Foster a collaborative, execution-oriented culture within the Marketing Operations team.
• Provide operational support and troubleshooting to other Marketing teams, such as demand generation, product marketing, and field marketing.
• Manage stakeholders enterprise integration across WalkMe and the broader SAP ecosystem, data privacy standards (GDPR/CCPA), and cross-functional attribution in a multi-product environment.

What You'll Need to Succeed

• * 12+ years of progressive experience in Marketing Operations, Revenue Operations (RevOps), or a related GTM role within the B2B SaaS/software industry.
• 5+ years of direct people leadership experience, with a proven track record of managing and scaling high-performing teams.
• Excellent communication and stakeholder management skills with the ability to translate technical operations data into clear business updates for Marketing, Sales, and Executive audiences.
• Advanced analytical and problem-solving skills, with a focus on fixing workflow bottlenecks.
• Expert-level proficiency in marketing strategies, tactics, and technologies, including marketing automation, CRM data governance, and analytics tools.
• Proven track record of successfully managing Marketing Operations processes, driving team efficiency, and building senior-level coalitions across Sales, Finance, and RevOps to drive GTM alignment.
• Experience coaching and developing a team of managers and directors, focusing on increasing their strategic impact and readiness for expanded scope.
• Deep experience in managing global departmental budgets including making high-stakes tradeoffs and optimizing resource allocation.
• Ability to thrive in a fast-paced, dynamic environment and manage multiple operational priorities simultaneously with demonstrated experience in change management.
• What Will Put You Ahead? (Preferred Qualifications):
• Hands-on experience building data flows and utilizing AI tools or assistants for GTM use cases to streamline daily workflows.
• Prior experience collaborating closely with Sales leadership, RevOps, and BDR functions to maintain lead SLAs.
• Experience synthesizing complex operational data and generating reports into a compelling strategic narrative, and presenting operational metrics to senior leadership.

What Sets Us Apart

• * At WalkMe, we are dedicated to building a workforce that reflects the diversity of our global community and clients we serve through inclusive programs and initiatives including equal pay, employee resource groups, holistic benefits and more. We are committed to fostering an inclusive culture which celebrates the unique experiences and perspectives each Team Member brings to the workplace.
• Hybrid Work Arrangement: We offer a hybrid work schedule to perfectly combine the benefits of remote work and the essential connections and collaborations of onsite work.
• Supportive Culture: We focus on the whole person, celebrating what makes us unique, and create space for community.
• Professional Development: We encourage continuous learning and offer opportunities for career development through our career compass offering.
• Stay healthy and happy with Wellness@WalkMe! Enjoy quarterly wellness reimbursements, daily BrightBreaks to recharge, and WalkMe’s annual Wellness Month every July—because your well-being matters all year long.
• WalkMe provides health coverage options, where applicable, to ensure employees have access to essential medical benefits. Our offerings are designed to support the well-being and diverse needs of our global workforce.
• WalkMe offers a generous annual leave policy tailored to meet regional standards, ensuring all employees enjoy sufficient time off to rest and recharge.
• WalkMe offers RefreshMe Days throughout the year to further strengthen our commitment to work/life balance.
• Robust Retirement Contributions: Ask HR about the specific offerings for your region!
• SAP's acquisition of WalkMe highlights a commitment to enhancing user experience and streamlining software interactions, offering opportunities to work with cutting-edge technology that drives efficiency and innovation in the workplace.

Our job titles may span more than one career level. The OTE for this role is between $190,000 and $225,000 including salary and variables. The actual base pay is dependent upon many factors, such as: location, training, transferable skills, work experience, business needs and market demands. The base pay range is subject to change and may be modified in the future. This role may also be eligible for bonus and benefits as part of our competitive total rewards package.

At WalkMe, we approach Diversity, Equity and Inclusion (DEI) with the same level of collaboration, innovation and accountability that we bring to the rest of our business. We believe in the value of diversity and are committed to ensuring an equitable and inclusive workplace where every employee has an equal opportunity to achieve success.

WalkMe does not discriminate. If a candidate requires a reasonable accommodation to complete a job application, pre-employment testing, or a job interview or to otherwise participate in the hiring process, please contact your Talent Acquisition partner immediately.

TO ALL RECRUITMENT AGENCIES: WalkMe does not accept agency resumes. Please do not forward resumes to WalkMe employees or any other company location. WalkMe is not responsible for any fees related to unsolicited resumes and will not pay fees to any third-party agency or company that does not have a signed agreement with the Company for this specific role.

We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please contact us.