Director, GTM and Marketing Operations

About Backblaze

Backblaze is the object storage leader in the open cloud movement, fueling customer success with cloud storage built purposefully to unlock budgets, unburden administrators, and unleash innovators. Together with our partners, we’re helping customers break free from the restrictive, overpriced legacy solutions that hold them back and blaze forward with the full power of the open cloud in their hands.

Founded in 2007, we scaled the business with less than $3 million in outside funding until 2021, when we did a traditional IPO on the Nasdaq stock exchange. Today, Backblaze generates over $125m in revenue and is the leading specialized storage cloud, managing over three billion gigabytes of data storage for 500K+ customers in 175+ countries, including businesses, developers, IT professionals, and individuals.

But while there is a lot to celebrate in our past, there is almost as much opportunity ahead of us. We are seeking a Director of Channel Marketing to join our team!

About the Role:

We are seeking an exceptional Director of GTM & Marketing Operations who combines deep technical expertise with strategic leadership to own the lead-to-revenue engine for our high-growth SaaS organization. This role is perfect for an operations leader who thrives at the intersection of hands-on technical execution and cross-functional strategic leadership.

You'll be responsible for architecting the technical infrastructure and leading the strategic initiatives that turn engagement into pipeline—and pipeline into revenue. This is your opportunity to break down silos between Marketing Ops, Sales Ops, and Analytics while building the systems that accelerate our path to market leadership.

What You'll Do:

Technical Infrastructure & System Architecture

• Architect and implement complex integrations across HubSpot, Salesforce, LeanData, Outreach, and analytics platforms
• Proven experience leveraging AI-driven tools to automate GTM workflows, enhance data accuracy, and accelerate execution across campaign operations, audience targeting, lead routing, and reporting (e.g., AI agents, predictive audience modeling, automated insights, etc.)
• Build sophisticated lead scoring algorithms using behavioral data, firmographic signals, and intent indicators from ZoomInfo, Clearbit, and G2
• Design automated lifecycle progression rules, routing logic, and SLA monitoring systems
• Create multi-touch attribution models and executive dashboards that show campaign contribution to pipeline

Strategic ABM & Campaign Operations

• Operationalize GTM plays with speed and precision—reducing campaign time-to-launch from months to weeks and weeks to days
• Collaborate with Sales, Field Marketing and Product Marketing teams to develop comprehensive account plans and follow-up strategies
• Leverage data and insights to continuously refine ABM strategies, ensuring alignment with sales objectives

Cross-Functional Leadership & Process Optimization

• Lead strategic alignment of initiatives across Marketing, SDR, Customer Success, Partner Marketing, and Sales teams to eliminate silos and drive unified execution
• Redesign lead handoff processes, scoring models, and routing logic to ensure high-intent leads are surfaced and actioned quickly
• Drive change management initiatives while personally implementing technical automation workflows
• Establish proactive collaboration with Legal and Compliance to ensure marketing and GTM operations maintain the right balance of agility and regulatory adherence—owning the standards internally rather than defaulting to external direction.
• Partner with SDR leadership to optimize queue management and sequence strategy, doubling meeting rates for Tier 1 & Tier 2 accounts

Data-Driven Performance Management

• Ensure end-to-end campaign tracking infrastructure enables accurate attribution and ROI analysis from first touch to closed-won—solving for fragmented data flows and unlocking visibility into what drives revenue.
• Build analytical frameworks that inform strategic business decisions and optimize program effectiveness
• Track and improve key metrics: Lead-to-MQL conversion, MQL-to-SDR contact rates, SDR meeting rates, and SLA adherence
• Troubleshoot campaign, workflow, and automation issues while maintaining database hygiene and data quality

Team Leadership & Development

• Lead and develop specialists across marketing automation, CRM administration, web operations and analytics
• Foster a performance-driven culture rooted in technical excellence, strategic thinking, and cross-functional collaboration
• Provide both technical mentoring and strategic guidance to team members
• Balance hands-on technical oversight with strategic delegation and quality assurance

The Right Fit:

Technical Expertise

• 8+ years in B2B SaaS marketing/revenue operations with hands-on experience in marketing automation platforms (HubSpot, Marketo, Pardot)
• Expertise in Salesforce admin, LeanData configuration, and analytics tools (Tableau, advanced reporting)
• Proven experience building complex integrations, automated workflows, and multi-touch attribution models
• Knowledge of website CMS platforms, HTML/CSS, and data management best practices

Strategic Leadership

• Demonstrated success leading cross-functional teams and influencing executive stakeholders
• Proven track record developing and executing successful ABM programs that drive measurable pipeline growth
• Strong strategic planning and change management expertise with experience in high-growth SaaS environments
• Excellent analytical skills with ability to interpret data, measure campaign effectiveness, and generate actionable insights

Hybrid Capabilities

• Experience balancing hands-on technical work with strategic leadership responsibilities
• Ability to translate strategic business requirements into technical specifications and implementation plans
• Strong project management skills with ability to manage multiple complex initiatives simultaneously
• Exceptional communication skills for both technical documentation and executive presentations

Bonus Points For:

• Experience in Enterprise B2B sales cycles and working closely with sales teams to drive pipeline and revenue
• Familiarity with AI-driven marketing programs and emerging martech innovations
• Experience supporting ABM motions and pipeline coverage planning in public or high-growth SaaS companies
• Strong written and verbal communication skills with ability to adapt to fast-paced, results-oriented culture

Backblaze Perks: 

• Healthcare for family, including dental and vision
• Competitive compensation and 401K  
• RSU grants for full-time employees 
• ESPP program  
• Flexible vacation policy 
• Maternity & paternity leave 
• MacBook Pro to use for work, plus a generous stipend to personalize your  workstation 
• Childcare bonus (human children only) 
• Fertility treatment and support 
• Learning & development program 
• Commuter benefits 
• Culture that supports a healthy work-life balance 

To provide greater transparency to candidates, we share base pay ranges for all US-based job postings regardless of state. We set standard base pay ranges for all roles based on function, level, and country location, benchmarked against similar-stage growth companies. Final offer amounts are determined by multiple factors, including candidate location, skills, depth of work experience, and relevant licenses/credentials, and may vary from the amounts listed below.

At Backblaze, we value being fair and good to our customers, partners, and employees. That’s why diversity, equity, and inclusion are at the core of our values. We are committed to fostering a workforce where all employees feel a sense of belonging regardless of race, ethnicity, nationality, gender, sexual orientation, age, religion, socio-economic status, ability, veteran status, and education. We believe that our dedication to cultivating a diverse workspace not only allows us to better serve our customers in over 175 countries but further reinforces our commitment to doing the right thing. We are proud to be an Equal Opportunity Employer.

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