Responsibilities

• Own marketing strategy and outcomes for the Observability business.
• Lead and grow a multi-disciplinary marketing team (5 direct reports / ~22 total).
• Drive demand and expansion through digital, outbound, and partner channels.
• Define and optimize the end-to-end marketing funnel and measurement.
• Partner cross-functionally to shape product strategy, GTM, and sales plays.
• Represent Observability marketing in senior-level and cross-functional forums—bringing a clear point of view on where to invest and how to grow.
• Own full-funnel performance for the Observability business: awareness, demand creation, demand capture, SQOs, pipeline, new ARR, expansion/upsell, and cross sell.
• Increase high-value opportunities and closed-won revenue through integrated campaigns across digital, programs, partners, and sales-led motions.
• Lead demand generation strategies for both new customer acquisition and customer expansion (cross-sell, upsell, conversion from legacy products) across SMB, mid-market, and enterprise segments.
• Shape the sales playbook and outbound motions (including ABX) in partnership with Sales and SDR/BDR leadership—aligning plays to segments, personas, and buying committees.

Requirements

• 10+ years leading marketing organizations or major product lines, with meaningful time spent in B2B software with $500M to $1B+ in revenue.
• Proven ability to manage and influence cross-functional teams through persuasion, negotiation, and consensus building.
• Exacting writer and communicator across a variety of mediums (presentations, briefs, emails, external-facing content).
• Demonstrated success across new sale, cross-sell, and upsell funnels, ideally in a recurring revenue business.
• Deep understanding of value drivers in subscription and recurring revenue models (ARR, NRR, LTV/CAC, payback).
• Strong analytical and process-oriented mindset; comfortable using data to drive decisions and forecast outcomes.
• Demonstrated desire for continuous learning and improvement—for yourself, your team, and your programs.
• Enthusiastic, creative leader who can set a compelling vision, rally stakeholders, and inspire high performance.
• Relevant Bachelor’s degree or equivalent experience.