Responsibilities

• Forecast and own the demand plan: build and maintain a rolling pipeline forecast by channel and segment.
• Design and lead the Strategic team's ABM program: define account tiers, map buying committees, and orchestrate coordinated outreach across paid, direct, and sales-assisted channels in partnership with Strategic sales leadership.
• Direct paid media strategy: own budget and performance across SEM, paid social, and display, and make disciplined investment decisions grounded in lead quality and pipeline efficiency.
• Partner with content on SEO/AEO strategy, bringing conversion and revenue data to keyword, topic, and page prioritization so organic and AI-search investment is judged on pipeline contribution, not just traffic or rankings.
• Optimize the full funnel with precision: identify conversion drop-off at each stage, sales-assisted and self-serve alike, and lead the experimentation, page changes, and process improvements required to close the gap.
• Partner on product-led growth: work cross functionally to define and act on product-qualified lead signals, connecting self-serve activity to the broader pipeline plan.
• Own pipeline and conversion as the measure of success: set and deliver targets for qualified pipeline generated and influenced across both sales-assisted and self-serve motions, anchored to opportunity creation, product-qualified conversion, and win rate.
• Own efficiency metrics: track and improve CAC (blended and by channel/segment), pipeline velocity, and marketing-sourced/influenced revenue as a percentage of spend, and use those numbers to make the case for where the budget should and shouldn't go.
• Embed AI into the operating model: apply Claude and MCP-connected data sources to streamline reporting and campaign QA, increasing team output.

Requirements

• 10+ years of progressive experience in demand generation, growth, or performance marketing, with a track record of owning the function within a B2B SaaS organization that sells through both sales-assisted and self-serve motions.
• Experience owning pipeline forecasting and being held to it, comfortable presenting a forecast to leadership and explaining variance.
• Fluency with CAC, LTV:CAC, and pipeline efficiency metrics as core operating KPIs, with a track record of using them to reallocate budget.
• Demonstrated success building and running a Strategic/enterprise ABM program, with fluency in account tiering, ABM technology, and multi-channel orchestration.
• Working fluency in PLG mechanics — product-qualified leads, self-serve conversion, usage-based triggers — and how they operate alongside a Strategic sales funnel.
• A proven record of managing SEM, paid social, and display at scale, with the judgment to reallocate or cut spend based on performance.
• Strong command of SEO fundamentals and current knowledge of AEO/answer-engine optimization, with experience owning a website's conversion performance.
• Sophisticated fluency in attribution and funnel analytics, with the judgment to act on data.
• Hands-on experience with marketing automation and CRM platforms (HubSpot, Marketo, Salesforce, or equivalent) and the reporting infrastructure built on them.
• Demonstrated people leadership, having built and developed a high-performing demand generation or growth team.

Preferred

• Demonstrated use of AI tools to work more efficiently—whether professionally or personally—and a curiosity for finding new ways to apply them.
• Comfort integrating generative AI into day-to-day workflows to boost productivity, quality, and output.

Benefits

• Competitive salary
• Fully remote
• Excellent benefits
• Medical, dental and vision coverage as well as flexible time off, 401K and equity awards for certain roles