Responsibilities

• Own SEM strategy and business outcomes: Lead strategy, planning, and hands-on execution for your product portfolio. Take accountability for qualified pipeline, revenue contribution, efficiency, and budget management.
• Build and drive your roadmap: Translate business objectives into annual plans and quarterly priorities. Proactively identify opportunities, size their potential impact, and lead initiatives from diagnosis through execution without waiting for detailed direction.
• Allocate investment based on marginal returns: Develop and independently apply a framework for determining where the next dollar will generate the greatest incremental value. Reallocate budgets across campaigns and products, evaluate opportunity costs, and manage forecasts and pacing.
• Lead experimentation and measure incrementality: Design tests that answer meaningful business questions across bidding, targeting, creative, landing pages, and investment levels. Distinguish attributed performance from incremental growth, communicate uncertainty, and scale approaches supported by evidence.
• Strengthen B2B measurement and bidding signals: Partner with Growth Operations and Analytics to connect CRM outcomes to reporting and optimization. Improve offline conversion imports, signal quality, and conversion goals for longer sales cycles, including predictive value-based bidding where appropriate.
• Apply expert judgment to structure and automation: Continuously improve account architecture, bidding portfolios, and campaign strategy. Evaluate capabilities such as AI Max, Performance Max, and automated bidding, using clear hypotheses and appropriate controls to improve business results.
• Improve the full acquisition funnel: Work with CRO, Web, Product Marketing, and Sales to improve messaging, landing page relevance, conversion rates, and downstream lead quality. Turn customer and sales feedback into actionable improvements.
• Lead stakeholder communication: Proactively communicate opportunities, recommendations, performance trends, and risks. Explain SEM clearly to technical and nontechnical audiences, align stakeholders on tradeoffs, and constructively challenge requests when another approach would create more value.
• Raise the team’s capabilities and operating standards: Mentor teammates and serve as an established source of SEM expertise. Build shared frameworks, QA safeguards, and AI-assisted workflows that improve execution quality, accelerate analysis, and make successful approaches repeatable.

Requirements

• Substantial B2B SEM experience: Typically 10+ years in SEM or performance marketing, including significant hands-on ownership of B2B paid search programs. Experience with sales-assisted acquisition and longer buying cycles is required.
• Deep platform expertise: Advanced knowledge of Google Ads and Microsoft Ads, including campaign architecture, targeting, automated bidding, conversion goals, experimentation, and reporting. Ability to explain the reasoning behind platform decisions and evaluate their business impact.
• A record of independent ownership: Demonstrated success managing substantial, multi-million-dollar budgets and improving qualified pipeline, revenue, and efficiency. Experience setting strategy, creating your own roadmap, and delivering results in complex or ambiguous environments.
• Strong investment judgment: A practical understanding of marginal returns, opportunity costs, and incrementality, with experience applying these concepts to budget allocation and prioritization. Ability to make defensible decisions when data is incomplete or outcomes are delayed.
• B2B measurement expertise: Experience using CRM data, offline conversion imports, and measurement across longer sales cycles to inform bidding and investment decisions. Understanding of conversion lag, signal quality, and the tradeoffs between conversion volume and downstream value.
• Analytical and technical fluency: Strong Excel or Google Sheets skills, with proficiency in SQL or demonstrated ability to use AI tools and agents to query data, automate analysis, and validate outputs. Working knowledge of Google Analytics and Google Tag Manager, plus familiarity with conversion APIs, enhanced conversions, and server-side tracking.
• Excellent communication and stakeholder management: Ability to turn complex analysis into clear recommendations for technical and nontechnical audiences. Experience influencing senior stakeholders, communicating risks early, and building alignment around priorities and tradeoffs.
• Leadership through expertise: Experience mentoring other marketers, improving shared processes, and raising execution standards without relying on formal management authority. Strong accountability for campaign QA, measurement reliability, and budget discipline.

Preferred

• Marketing Finance or IT software, including spend management, payroll, identity, or device management.
• Direct partnership with Sales or SDR teams to improve qualification, funnel conversion, and feedback loops.
• Experience with Contentful or similar content management systems to support landing page development and experimentation.