Responsibilities

• Manage our tradeshow motion end-to-end. Select, negotiate, and plan Otter's sponsorship strategy across industry events in priority verticals - finance, healthcare, technology, and education. Define what earns a yes, manage budget and logistics, and build pre/during/post-event plays that convert event presence into qualified pipeline.
• Run field events that progress pipeline. Design and execute executive roundtables, field dinners, and hosted events in target markets with the precision of an ABM program. Every event should have a defined account list, a clear ask, and a measurable outcome - whether that’s pipeline generation, pipeline progression, or improvements in win-rate.
• Manage our ABM motion. Work with Sales to run account-based programs targeting our highest-priority accounts. Own the strategy for how we reach, warm, and advance named accounts from awareness to active pipeline.
• Lay the groundwork for a user conference. Map what Otter's first owned event looks like, including audience, format, and purpose - and build the internal case for it. Own the execution when it's time to go.
• Make the field-to-pipeline handoff clean. Define what Sales needs to act fast after every event and ABM program. Build the briefs, talking points, and plays that let reps follow up without reinventing the wheel.
• Measure what earns budget. Build reports that connect field investment to pipeline creation, deal velocity, and revenue. Every program has an owner, a goal, and a post-mortem.
• Partner cross-functionally to drive execution. Know the accounts Sales is working and where deals are stalling. Design programs that move them.

Requirements

• 5+ years in B2B field marketing or demand generation with direct ownership of event programs.
• Has managed tradeshow programs as a primary owner - including booth strategy, vendor negotiation, pre/post-event plays, and ROI accountability.
• Has run account-based programs targeting named accounts and can show how they move pipeline.
• Has planned and executed owned events (hosted dinners, roundtables, or conferences) end-to-end.
• Can use data to make the case for where to invest and when to cut - connecting event spend to pipeline and bookings impact.
• Works well in ambiguity and doesn't need a playbook to get started.
• Strong project management instincts, and can run multiple programs simultaneously without dropping quality.
• Earns Sales' trust by showing up with context, and delivering on follow-through.