Responsibilities

• GTM Strategy & Playbook Development
• ICP Segmentation: Own the segment — defining target account clusters by ICP segment, firmographic profile, technographic signal, and buying stage — in close partnership with the Director, PMM, and Strategic Partnerships Manager
• GTM Playbook Architecture: Build and maintain the GTM playbook by ICP segment and deal type, covering channel mix, messaging framework, Framemaking motion by persona, ABX play design, and event pipeline strategy — updated quarterly against performance data
• Whitespace Expansion: Define whitespace account clusters within the existing customer base quarterly, feeding expansion plays to the Lifecycle Manager and flagging high-priority accounts to AEs with context and recommended next actions
• Signal Threshold Governance: Define what constitutes an at-risk churn signal vs. a whitespace expansion signal, establish SLAs with CS and AE teams for how fast they respond to alerts, and hold those teams accountable to the agreed response windows
• Account-Based Programs & Pipeline Execution
• ABM Program Ownership: Design and run account-based programs across the named account list — coordinating target account selection, channel activation with the Growth Media Strategist, content routing through Pathfactory, and BDR sequence timing with the Growth Coordinator
• ABX Play Design: Design coordinated, multi-channel account-level experiences in partnership with the Growth Media Strategist — ensuring dark funnel channel activation, intent signal monitoring, direct mail timing, and BDR outreach land in a sequenced arc rather than as disconnected touches
• Pipeline Forecast: Own the marketing-generated pipeline forecast — producing weekly account movement updates, monthly CGO-ready pipeline reports, and quarterly program retrospectives with kill-or-scale recommendations for every active program
• Campaign Governance: Set the program calendar, define launch checklists, and ensure no campaign goes live without a defined hypothesis, success metric, attribution methodology, and 6-week decision point

BDR Strategy & Sales Enablement

• BDR Targeting Strategy: Define the outbound targeting logic for the BDR team — which accounts to pursue, in what order, with what persona prioritization — based on intent data, account fit scoring, and marketing program signals
• Sequence Strategy: Design the messaging framework and sequence logic for all BDR outbound programs, briefing the Growth Coordinator to build and maintain sequences in Salesloft or Outreach
• Sales Enablement Assets: Own the strategic brief for all sales enablement assets — battle cards, objection handling guides, Consensus Toolkit decks, competitive positioning — produced in partnership with PMM and Content Experience Manager
• Sales-Marketing Cadence: Run a weekly pipeline sync with BDR leadership to review account movement, sequence performance, and intent signal escalations — ensuring marketing programs and BDR outreach are coordinated, not competing

Team Leadership & Ecosystem Coordination

• Team Management: Lead, develop, and hold accountable the Growth Media Strategist, Events Manager, and Growth Coordinator — setting clear ownership, reviewing work against defined KPIs, and creating conditions for each role to operate with genuine autonomy
• Cross-Functional Alignment: Serve as the primary demand generation voice in cross-functional planning — aligning with Lifecycle on nurture timing, Content Experience on content track priorities, Web Experience on landing page CRO needs, Strategic Partnerships on partnership activation, and Events on pipeline targeting strategy
• Ecosystem Metric Reporting: Produce and own the weekly account movement report — which target accounts advanced stage, which stalled, which showed new intent signals, and what the coordinated re-engagement play is for accounts that have gone dark