---
title: 'Director, Sales and Marketing Operations at Fairmarkit'
canonical: 'https://feeny.ai/job/director-sales-and-marketing-operations-fairmarkit-united-states-9gt98vpe1ygq'
type: 'job'
last_seen: '2026-11-06'
---

# Director, Sales and Marketing Operations at Fairmarkit

- **Company:** Fairmarkit
- **Location:** United States
- **Work type:** remote
- **Posted:** 2026-11-06
- **Last confirmed live:** 2026-11-06
- **Apply:** https://job-boards.greenhouse.io/fairmarkit/jobs/6250761004

## Job description

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 at scale. Our 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](http://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 will align directly with the CFOO.

## Key Responsibilities

Sales & Marketing Operations Leadership

- 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, coverage, and capacity strategy in partnership with Sales leadership, aligning organizational design and resource investment with market opportunity and long-term growth objectives.

Sales & Marketing Systems Strategy

- Set the sales and marketing technology strategy and roadmap, balancing business needs, scalability, cost, and adoption.
- Lead the design and evolution of integrations across Salesforce and connected platforms to enable reliable data flow and effective workflows.
- Establish standards for system design, access, documentation, and change management in coordination with other system stakeholders.
- Evaluate technology investments against measurable business value, driving adoption and consolidating or replacing tools where appropriate.

AI-Native Operations & Transformation

- Define and lead an AI-native approach to Sales and Marketing Operations, making AI and automation core to how work is designed and delivered.
- Build and prioritize a portfolio of AI and automation initiatives that improve team capacity, campaign execution, lead prioritization, and sales productivity.
- Lead experimentation from initial use case through implementation and adoption, with clear measures of quality, efficiency, and business impact.
- Recommend workflow (re)design to capture the benefits of AI and automation, challenging existing processes and simplifying how teams work.
- Influence leaders and users to adopt new capabilities, establishing practical standards for responsible use, output validation, and ongoing improvement.

Data Strategy, Insights & Enablement

- Establish the sales and marketing measurement framework, aligning leaders on trusted metrics, data definitions, and ownership.
- Own the quality and reliability of sales and marketing data, addressing root causes and establishing sustainable governance.
- Deliver executive-level insights that explain performance, surface emerging risks and opportunities, and recommend action.
- Set the reporting and analytics roadmap, prioritizing visibility that improves decisions and accountability.
- Recommend enablement and adoption strategies that embed systems, processes, and insights into how Sales and Marketing operate.

## Qualifications

- 10+ years of progressive experience in Sales Operations, Marketing Operations, or related roles in B2B SaaS, including experience setting operational direction and leading cross-functional initiatives.
- Demonstrated ownership across both sales and marketing operations, with full-funnel experience spanning pre-pipeline activity through closed-won revenue.
- Proven expertise in campaign measurement, attribution models, funnel analytics, and connecting sales and marketing investments to pipeline and revenue outcomes.
- Strong systems expertise, with experience shaping technology strategy and designing scalable platforms, integrations, and automation.
- Experience managing marketing automation, sales engagement, data enrichment, forecasting, and reporting platforms.
- Demonstrated use of AI and automation to improve workflows, with sound judgment around data quality, output validation, and adoption.
- Strong analytical skills, including proficiency with Excel/Google Sheets, dashboard development, and translating complex data into clear recommendations.
- Ability to influence leaders, align stakeholders, and lead change across teams without relying on direct authority.
- A strategic perspective paired with the willingness and technical ability to build, troubleshoot, and execute.
- Excellent communication, prioritization, and project leadership skills in a remote, fast-paced environment.

Remote work opportunities may be limited to designated states. The compensation range for this position is $162,000 - $245,000 (including bonus) + equity, and benefits. This range is provided in accordance with applicable U.S. pay transparency laws. Final compensation will be determined based on experience, skills, and location. #LI-remote #LI-YM1 Headquartered in Boston, and backed by a $35.6M Series C co-led by OMERS, Highland, Notable Capital, Insight Partners, and ServiceNow. We are looking for exceptional candidates who want to help grow our company into a global enterprise and make their mark on the B2B tech industry. Come soar to new heights with us!

Fairmarkit is an equal opportunity employer, and selects individuals best matched for the job based upon job-related qualifications regardless of race, religion, color, creed, sex, sexual orientation, age, ancestry, national origin, gender identity, genetic information, disability, pregnancy, veteran or military status or any other status or characteristic protected by law.

## About Fairmarkit

## Company Overview
- **One-liner**: Fairmarkit provides an AI-powered autonomous sourcing platform that helps enterprise procurement teams manage all categories of spend from demand to award using a suite of agentic AI agents.
- **Entity Type**: Private (Series C)
- **Headquarters**: Boston, Massachusetts, United States
- **Founded**: 2017
- **Founders**: Kevin Frechette (CEO), Victor Kushch (CTO), John Fleisher

## Core Business
- **Primary industry**: Procurement and sourcing technology (Enterprise SaaS)
- **Target customers**: Large enterprises and global organizations (B2B, Enterprise)
- **Mission/purpose**: To close the gap between what procurement teams are asked to do and what traditional tools allow, making sourcing smarter, faster, and more scalable through AI.

## Products & Services
- **AI Agent Suite**: A set of specialized agents deployed across the sourcing workflow:
  - **Intake Agent**: Automates demand intake and triage.
  - **Supplier Discovery Agent**: Identifies and recommends suppliers from a 2.7M+ marketplace.
  - **RFx Execution Agent**: Creates, manages, and executes RFx events automatically.
  - **Evaluation Agent**: Analyzes supplier responses and supports award decisions.
  - **Performance & Compliance Agent**: Monitors supplier performance and compliance.
- **Supplier Portal**: A self-service portal for supplier registration, updates, and collaboration.
- **Integrations**: Native integrations with major ERP and P2P platforms (SAP, Coupa, Oracle, ServiceNow) plus an Open API for customization.

## Market Standing
- **Valuation/Market Cap**: Not publicly available
- **Key Metric**: Total funding raised – $77.89M (Series C, per CBInsights)
- **Notable Customers**: BP, Amazon, Nestlé, Walgreens, Boeing, Goodyear, Snowflake
- **Growth Signals**: 
  - Named to Forbes’ 2025 list of America’s Best Startup Employers (fourth consecutive year).
  - Reports 55%+ reduction in sourcing cycle times and tens of thousands of manual hours saved annually for customers.
  - Platform handles spend from $500 orders to $100M+ contracts.

## Competitive Advantages
- **AI-native agentic architecture**: Built around generative AI from the ground up, enabling autonomous execution of sourcing tasks across the full spectrum of enterprise spend.
- **Deep integrations**: Pre-built connectors and an open API allow seamless embedding into existing procurement tech stacks (SAP, Coupa, Oracle, ServiceNow).
- **Massive supplier marketplace**: Over 2.7 million suppliers in the network, giving procurement teams broad, ready-made competition without manual sourcing.
- **Unified platform**: Replaces the need for multiple point solutions (legacy RFQ, RFP, etc.) with a single, intelligent agentic environment.

## Strategic Focus
- Scaling adoption of its agentic sourcing platform across enterprise procurement functions.
- Continuing to invest in generative AI capabilities to further automate the end-to-end sourcing process.
- Expanding integrations and partnerships with major ERP/P2P platforms to reduce friction for new customers.
- Deepening relationships with existing large enterprise clients (BP, Amazon, Boeing, etc.) and driving further spend under management.

## Why Work Here
- **Remote-friendly culture**: “Work From Anywhere” policy with flexible work arrangements.
- **Benefits**: Work-from-home stipend, strong benefits & wellness programs, competitive and equitable pay, growth and development support.
- **Core values**: “Change the Game”, “We Before Me”, “Act with Integrity”, “Operate with Excellence” – emphasizing collaboration, innovation, and ethical behavior.
- **Recognition**: Four-time Forbes America’s Best Startup Employer (2022–2025), signaling a strong people-first environment.
- **Engineering culture**: Building a modern, AI-first platform; emphasis on ownership and impact; leadership open about technical innovation.

## Sources
1. [fairmarkit.com](https://www.fairmarkit.com/)
2. [fairmarkit.com/company](https://www.fairmarkit.com/company)
3. [fairmarkit.com/careers](https://www.fairmarkit.com/careers)
4. [businesswire.com](https://www.businesswire.com/news/home/20250307228515/en/Fairmarkit-Named-to-Forbes-2025-List-of-Americas-Best-Startup-Employers)
5. [cbinsights.com](https://www.cbinsights.com/company/fairmarkit)

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