VP ABM + DemandGen Marketing

Salt has partnered with a leading SaaS company to hire a Vice President, Demand Generation + ABM to join the senior leadership team. Preferrably Seattle-based, but open to qualified remote candidates. Applicants should be legally authorized to work in the US without sponsorship.

The role + responsibilities

This position will be responsible for leading a targeted demand generation strategy to drive a high volume of qualified opportunities, leading to revenue and logo growth. This position reports directly to the Chief Marketing Officer, and will drive the strategy for customer targeting for all demand channels and will lead teams executing sales-aligned ABM programs, global Field Marketing efforts, and Partner Marketing initiatives to deliver revenue growth targets. Additionally, you will oversee the Marketing Operations team, working to strengthen the backbone of the entire Marketing organization and enable data-driven decision making, continuous process improvement, and excellence in execution.

This role will require a passionate and seasoned marketer who excels in demand gen strategy and operational excellence. Critical to success will be deep collaboration with Sales, Sales Ops, Alliance & Partners, Product Management, Product Marketing, Digital Marketing, and Corporate Marketing to drive measurable outcomes. This leader will play a key role in optimizing our existing demand generation engine to deliver scalable, data-driven initiatives and campaigns.

• Responsible for design, implementation, and measurement of demand generation initiatives, tactics, and campaigns.
• Partner closely with sales leaders and reps to develop a strategy that supports strong quarterly sales pipeline and revenue goals; you’re a Sales Advocate!
• Manage overall demand generation and growth strategy, programs, and budget to cover key personas, verticals and segments.
• Lead regional Field Marketing teams in North America, EMEA and APAC; connect global campaigns with local execution and delivering pipeline and revenue objectives across the globe
• Plan, execute, scale and optimize high-performance ABM programs to deliver to our aggressive demand generation goals and sales success; support revenue expansion with targeted ABM plays focused on extending value in current customer base
• Collaborate with Product Marketing to position our features and innovation to benefit new and existing customers and differentiate the company from competition
• Lead partner marketing and co-marketing strategy, leveraging quantitative and qualitative feedback to develop and drive optimal partner marketing mix to drive demand and deliver measurable pipeline growth
• Drive alignment and collaboration with stakeholders and peers across Alliance & Partners, Sales, and Strategy teams to continue to grow and mature our partner ecosystem and improve ROI
• Manage and mature the Marketing Operations function, including data & analytics, campaign operations, and marketing automation, to continuously improve core Marketing processes and best-practices and ensure our MarTech stack is optimized to deliver outstanding business results
• Partner closely with sales leadership and Revenue Operations to continually improve and refine lead scoring, waterfall metrics, attribution, lead flow process, and ensure optimal flow through the lead life-cycle
• Regularly inform stakeholders across marketing, sales, and revenue operations of insights on marketing performance to ensure cross-functional alignment on the best possible data-driven marketing strategy.
• Drive executive reporting cadence on Demand, including campaign and channel performance, partner contribution, and pipeline growth; establish tracking and measurement to optimize programs based on real-time results, while reporting on the value delivered by our demand generation efforts.
• Continuously evaluate the performance and ROI of campaigns, adjusting demand tactics and strategy accordingly to optimize budget

Your background + experience:

• 10+ years of experience in B2B Demand Generation in an enterprise software company
• 5+ years of experience leading a global Demand Generation Team or Demand Center model
• Expertise with account-based marketing and demand funnel KPIs;using Intent Data throughout the funnel.
• Experience leading or working directly with Inside Sales a strong plus
• Expertise in understanding data, telling stories, and executing across channels to create a customer-focused experience
• Fluency in and successful demonstration of optimizing demand generation metrics for ABM, Inbound lead development, pipeline orchestration, field marketing, and partner marketing
• Passion for understanding key buyer personas to identify the optimal paths for communicating and engaging customers throughout the buyer’s journey
• Understanding of Partner Marketing strategies, partner ecosystems, and value of strategic alliance relationships
• Experience with various MarTech solutions (i.e. Demand Base, 6Sense, ZoomInfo, Drift, Pardot, Marketo) and approaches to test and optimize them.
• Experience in or leading a Marketing Operations team with competency for understanding and driving improvement in core MOPs processes, functions, and tools
• Proven track record of building, developing, and elevating a high-performing team and creating strong business stakeholder relationships
• Strong analytical and quantitative skills to track campaigns, scale success and maximize effectiveness
• Ability to review and inspect data results, guide analysis where needed, and make informed strategic and data-driven decisions.

Salt is acting as an Employment Agency in relation to this vacancy.