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Director Enterprise Marketing

Company: Outreach
Location: San Francisco
Posted on: March 20, 2023

Job Description:

Our success is reliant on building teams that include people from different backgrounds and experiences who can elevate assumptions and ideas with fresh perspectives. We're dedicated to hiring the whole human, not just a resume. To that end, we look for a diverse pool of applicants-including those from historically marginalized groups. We would like to invite you to apply even if you don't think you meet all of the requirements listed below. We don't want a few lines in a job description to get between us and the opportunity to meet you.About the TeamOur Revenue Marketing team is a dynamic and collaborative group of individuals, including Field Marketing, Demand Generation, Campaign and ABM superstars. We share a commitment to achieve operational and pipeline excellence, and we work closely together to drive results and support each other along the way. In this role, you will have the opportunity to lead the Enterprise Marketing motion and be a key leader on our team.If you are a strategic thinker with a passion for Enterprise Field Marketing and ABM, and have a track record of delivering results, we would love to hear from you.About the RoleAs the Director of Enterprise Marketing, you will be responsible for directly partnering with Enterprise Sales Leadership to penetrate target accounts, generate a steadily increasing flow of qualified pipeline, and deliver the awareness and education air cover that Outreach reps need to help them close more deals in high value accounts. Reporting to the VP of Revenue Marketing, you will lead an Enterprise marketing team consisting of Field Marketing, ABM and Industry Marketing, and High Touch Deal Support senior individual contributors. You will partner with Enterprise sales, RevOps, PMM, Corporate Events, and Demand Gen to design marketing programs that drive engagement with target contacts and generate demand for overall pipeline success.You are an innovative thinker who understands the levers available to drive growth and knows how to partner across an organization to deliver results. You bring a deep understanding of ABM and field marketing and will lead the design and execution of impactful programs and intent-based industry campaigns that speak to the needs of our Enterprise Segment. Pipeline creation and ARR will be your ultimate measure of success.Your Daily Adventures Will Include:

  • Primary Marketing Business Partner to Sales. You will design and orchestrate marketing programs alongside the sales team - tailored to the Enterprise buying cycle. You will serve as their primary marketing business partner and align all marketing air cover and ground activations to grow our existing base and acquire new customers. You will be accountable for the segment's pipeline generation and will work cross-functionally across Demand Generation and Campaigns to ensure that your strategy spends the budget to deliver pipeline & ARR growth.
  • Ensure we are focused on the highest-value accounts. You will work closely with the Enterprise Sales and RevOps teams to identify target accounts, develop go-to-market plans, and execute impactful programs to drive pipeline and revenue growth. Your team will manage and regularly update the ABM target accounts lists based on Outreach's ideal customer profile (ICP), propensity analysis, and surging intent signals indicating that accounts are "in the market". You and your team will be responsible for enabling the enterprise sales teams on your ABM programs and partnering with them to activate the programs for their target accounts.
  • Develop scalable ABM and Field Marketing programs to drive new pipeline generation through targeted, personalized marketing programs. Your team will design the Enterprise marketing strategy and orchestrate the development, execution, and optimization of ABM programs and events. Your team will map and deliver programs across customer journeys that engage our target audiences at the right time with the right messages leading into the right experiences. Success will be increasing engagement in "cold" and "warm" target accounts, sourcing new sales opportunities, and influencing and accelerating existing pipeline. This is inclusive of compelling 1:1 and 1:few experiences and events for Target Accounts.
  • Analyze and report on the performance of enterprise pipeline programs to measure impact and refine future programs. In this role, you will oversee and report out on overall program performance, leverage analytics and data to spot areas of opportunity and influence decisions. You are data-driven and able to optimize marketing levers on the fly. In addition, you will also present out on monthly and quarterly marketing performance and provide thoughtful insights to the extended team.
  • Work cross functionally to get things done.In this role, you will drive cross-functional activations to ensure that our marketing programs are representative of all marketing deliverables and that the team's segment programs align with overall marketing and sales goals and objectives. You will also develop and maintain relationships with key stakeholders, including customers, partners, and industry influencers.
  • Serve as the 'Last Mile' to Drive Scale, Adoption of Programs and ABM Tools. You will embed your team into the daily workflow of our sales teams and SDRs to establish reliable communication channels so that the teams are always enabled with the latest program details, events, sequences, incentives, and marketing news. You will serve as a feedback loop to all of marketing and will be leveraged as the conduit for all 'last mile' to sales needs.Qualifications
    • 10+ years of experience in ABM, Field Marketing and Demand Generation, with a focus on B2B SaaS
    • 5+ years of experience directly managing and growing a marketing team.
    • Strong understanding of marketing technologies and tools, including marketing automation platforms, ABM Platforms, Analytical tools and CRM systems.
    • Excellent communication and interpersonal skills, with the ability to effectively collaborate with cross-functional teams.
    • Strong analytical skills, with the ability to measure and report on the impact of campaigns and tie performance to sales pipeline results.
    • Bachelor's degree in Marketing, Business, or a related field.Compensation for this role is comprised of a base salary and a variable component, ranging between $130,000 - $220,000. You may also be offered incentive compensation, restricted stock units, and benefits. Actual compensation is based on factors such as the candidate's skills, qualifications, and experience. We have a location-based compensation structure; there may be a different range for candidates in other locations.#LI-JR1 #LI-remoteWhy You'll Love It Here--- Generous medical, dental, and vision coverage for full-time employees and their dependents --- Flexible time off --- 401k to help you save for the future--- Company-organized and personal paid volunteer days to support the community that supports us--- Fun company and team outings (or virtual events these days!) because we play just as hard as we work--- Diversity and inclusion programs that promote employee resource groups like OWN (Outreach Women's Network), AAPI, Rainbow (LGBTQIA+), Gender+, LatinX, Black Excellence, Disability Community, and Veterans--- A parental leave program that includes not just extended time off but options for a paid night nurse, gradual return to work, and the Gottman Institute's Bringing Home Baby course for new parents--- Employee referral bonuses to encourage the addition of great new people to the team--- Plus, unlimited snacks and beverages in our kitchen --- We're an equal opportunity employer. All applicants will be considered for employment without attention to race, color, religion, sex, sexual orientation, gender identity, national origin, veteran or disability status

Keywords: Outreach, San Francisco , Director Enterprise Marketing, Advertising , San Francisco, California

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