Responsibilities

• Establish a startup-segment positioning and content framework used consistently across priority sales, partner, developer, field, and demand-generation programs, with adoption measured through program usage and stakeholder feedback.
• Meet or exceed agreed pipeline and consumption targets for priority startup accounts through integrated account-based, partner, venture, demand-generation, and field programs.
• Build an active venture and accelerator ecosystem that generates measurable portfolio reach, co-marketing activity, qualified opportunities, and sourced or influenced pipeline.
• Improve the conversion of startup evaluations into committed production spend by optimizing credits, trials, free-tier, and other product-led motions, measured through activation, conversion, and expansion rates.
• Increase awareness and technical credibility with startup founders, developers, and technical leaders, measured through target-audience engagement, community participation, content-assisted opportunities, and event outcomes.
• Equip go-to-market teams with startup-specific messaging, technical proof points, sales plays, and enablement that improve seller adoption and segment performance, including conversion, win rate, or sales-cycle metrics.
• Expand the segment’s customer and community proof through credible startup stories, technical content, speaking engagements, and investor or developer events that contribute to reach, engagement, and pipeline.

Requirements

• 7+ years of experience marketing technology to startups, developers, or the venture ecosystem, or equivalent experience building and scaling a venture-backed startup.
• A proven record of owning marketing strategy for a segment, product line, or go-to-market motion and delivering measurable pipeline, adoption, consumption, or revenue outcomes.
• Experience developing positioning, messaging, and content for complex technical B2B products and translating cloud, data, analytics, or AI/ML capabilities into clear customer use cases and business outcomes.
• Technical fluency in modern data and AI architectures, including the technologies and buying considerations relevant to model providers, agent frameworks, vector search, evaluation tooling, and production workloads.
• Demonstrated success building relationships with venture firms, accelerators, incubators, startup communities, customers, or strategic partners to drive awareness, co-marketing, adoption, or pipeline.
• Working knowledge of venture-backed company buying dynamics, including funding stages, budget and runway pressures, buying authority, and triggers that accelerate or stop infrastructure and AI platform decisions.
• Experience with product-led and consumption-based growth motions, including self-serve funnels, trials, credits, free tiers, and the path from technical evaluation to committed spend.
• Experience leading cross-functional programs and presenting credibly to founders, technical leaders, investors, sales teams, and partners while balancing strategic direction with fast, hands-on execution.