Responsibilities

• Translate BD pipeline goals into quarterly forecasts for Marketing Qualified Accounts (MQAs) and pipeline. Provide investment recommendations by industry and region to achieve these goals.
• Develop new sources to acquire qualified Medium advertisers through established and emerging channels, including publishers, communities, newsletters, podcasts, agencies, partners, and events.
• Design 1:many, 1:few, and 1:1 ABM outreach and activation plays, defining who each play should reach, what content or experience it should offer, and what outcome it should drive.
• Drive cross-functional delivery by establishing clear briefs, ownership, timelines, and dependencies, and aligning Content, Paid Acquisition, Events, Growth, Design, Lifecycle Marketing, BD Strategy, and BD through launch.
• Own the test roadmap for new audiences, demand sources, messages, and experiences. Set a clear hypothesis and success measure each test and turn successful tests into repeatable ABM plays.
• Lead the closed-loop partnership with Lifecycle Marketing, Growth, BD Strategy, and BD. Define the context and next step that should accompany each qualified account, then using BD outcomes to improve future targeting and ABM plays.
• Own outcomes for MQA volume, BD acceptance rate, completed BD meetings, and sourced pipeline goals. Measure performance against these goals and use the results to recommend which ABM plays to scale or improve using the results to recommend which ABM plays to scale or improve.

Requirements

• Deep knowledge of B2B demand generation and account-based marketing, including ideal customer profiles, target-account selection, account tiering, buying-group mapping, and 1:many, 1:few, and 1:1 program design.
• Strong analytical skills, including experience managing marketing funnel, forecasting quarterly pipeline, conducting scenario planning, and translating pipeline goals into MQA targets, sourced pipeline, and investment requirements.
• Experience identifying and evaluating new demand channels and partnerships based on buyer fit, qualified reach, cost, operational effort, and pipeline potential.
• Strong experimentation and measurement discipline, including hypothesis development, test design, success metrics, maturity windows, attribution limits, and the distinctions among engagement, attributed pipeline, and causal impact.
• Excellent cross-functional leadership and communication skills, with the ability to turn strategy into priorities, briefs, ownership, timelines, decisions, and tradeoffs while influencing teams without direct authority.
• Working knowledge of sales operations and processes, including account qualification, lead-to-account matching, CRM and marketing automation, source and stage definitions, contextual BD handoffs, and closed-loop reporting.
• Strong account and buyer research skills, with the ability to translate customer needs, objections, and behavior into relevant offers, and experiences.

Preferred

• Experience testing new demand channels and partnerships.
• Strong CRM, forecasting, and investment planning skills.
• Cross-functional leadership across Marketing, Growth, RevOps, and BD.

Benefits

• Our Benefits : Snap Inc. is its own community, so we’ve got your back! We do our best to make sure you and your loved ones have everything you need to be happy and healthy, on your own terms. Our benefits are built around your needs and include paid parental leave, comprehensive medical coverage, emotional and mental health support programs, and compensation packages that let you share in Snap’s long-term success!