Responsibilities

• Own enterprise pipeline generation across multi-channel growth (outbound, ABM, paid and content-driven inbound, events, and partnerships)
• Define what a qualified opportunity actually is and ensure programs are optimized for closable pipeline, not just meetings
• Continuously test, learn, and reallocate resources toward the channels and plays that produce the best pipeline quality and efficiency
• Design and run ABM for enterprise deals
• Identify and prioritize high-value target accounts and segment into practical tiers
• Build multi-threaded engagement strategies across core personas in operations, finance, procurement, and supply chain or logistics leadership
• Partner with Sales to penetrate, warm, and accelerate target accounts with coordinated air cover and account-specific plays
• Own GTM systems, data, and attribution, including CRM integrity and reporting with HubSpot as the center of gravity
• Build attribution and reporting that connect campaign activity to pipeline creation, progression, and revenue outcomes
• Define pipeline math, forecasting inputs, and KPI tracking that leadership can trust

Requirements

• 6 to 10+ years in B2B SaaS growth, demand generation, revenue marketing, or a closely related enterprise GTM role
• Proven ownership of enterprise pipeline generation and measurable pipeline or revenue outcomes, not just MQL volume
• Experience selling into complex organizations with multiple stakeholders and longer sales cycles
• Strong ABM, outbound, and full-funnel demand generation experience
• Deep familiarity with modern GTM systems, such as HubSpot or Salesforce, sequencing tools, enrichment and automation tools, and attribution or analytics platforms
• Demonstrated ability to work cross-functionally with Sales, Product Marketing, Product, and RevOps
• Comfort operating as a player-coach and individual contributor, not just a people manager

Preferred

• Experience in logistics, supply chain, shipping, operations-heavy SaaS, or enterprise workflows with clear ROI
• Exposure to gain-share, performance-based, or ROI-driven pricing models
• Experience supporting six-figure or higher ACV deals