Responsibilities

• Own the strategic direction, governance and ongoing health of the Customer and Prospect Database (CaPdb)
• Design and refine audience segmentation frameworks that guide campaign targeting and growth priorities
• Ensure data integrity, enrichment and structured reporting that provide visibility into audience composition and market coverage
• Serve as the marketing authority on audience strategy, segmentation performance and growth opportunities
• Lead and develop the Business Development Representative (BDR) team
• Establish KPIs tied to audience engagement, qualified opportunity creation and marketing-influenced pipeline contribution
• Align BDR outreach strategies with Sales territory priorities, campaign themes and product initiatives
• Ensure BDR performance insights inform audience refinement and campaign optimization
• Oversee structured tracking and analysis of market participation, competitive presence and opportunity movement
• Integrate external data sources (procurement signals, surveys, competitive awards) into audience prioritization
• Identify trends, whitespace opportunities and competitive shifts within priority segments
• Provide consistent reporting on market dynamics to Marketing and executive stakeholders
• Lead audience reporting across customer and prospect segments, highlighting growth trends and engagement effectiveness
• Partner with Marketing Operations to develop dashboards that connect audience data to campaign performance outcomes
• Support demand-focused teams with data-driven recommendations that optimize targeting and engagement strategies

Requirements

• Bachelor's degree in Marketing, Business, Analytics or related field
• 10+ years of experience in B2B marketing, audience strategy, growth infrastructure, business development leadership or market analytics
• Proven experience leading BDR or prospect engagement teams within a marketing or growth organization
• Strong understanding of the B2B revenue cycle and how audience targeting and top-of-funnel engagement influence pipeline development
• Experience managing and optimizing customer and prospect databases to support segmentation and campaign performance
• Analytical mindset with fluency in CRM systems, marketing automation platforms and reporting tools
• Strong cross-functional leadership and influence skills
• Strategic yet operationally grounded approach, comfortable building scalable processes while remaining hands-on
• Due to the nature of our work with public safety agencies, this position requires compliance with the FBI's Criminal Justice Information Services (CJIS) Security Policy. Candidates must successfully pass a comprehensive, fingerprint-based background check. Obtaining and maintaining all required security clearances is a condition of employment.
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Benefits

• comprehensive benefits offering