Director of Revenue Marketing (Commerce Media)

Fluent is seeking a Director of Revenue Marketing to lead and scale a data-driven B2B growth strategy that directly connects marketing investment to measurable revenue outcomes.

Lead and execute Fluent’s B2B revenue marketing strategy across a core area of the business. This is a hands-on senior marketing role responsible for generating qualified pipeline, establishing clear attribution to business goals, and equipping Sales with the insights, materials, and systems required to convert demand into revenue.

You will operate as a player–coach, setting strategy while actively driving execution in a performance-oriented, growth-focused environment. The ideal candidate brings strong B2B marketing experience within performance-driven and creator-led digital ecosystems and has managed small teams.

What You'll Do:

B2B Revenue Strategy & Demand Generation

• Translate company growth objectives into a structured B2B go-to-market strategy, defining priority segments, ICP criteria, vertical focus, and value propositions that support scalable pipeline growth.
• Establish quarterly revenue marketing plans grounded in data — incorporating historical conversion rates, sales capacity, market opportunity, and budget constraints to drive predictable demand generation.
• Plan and execute integrated, multi-channel demand programs (digital, lifecycle, events, partnerships) designed to generate qualified pipeline and accelerate deal velocity.
• Define performance benchmarks and success metrics for all demand initiatives, ensuring marketing activity is directly tied to pipeline contribution, conversion efficiency, and commercial impact.

Pipeline Performance & Attribution

• Establish an end-to-end marketing-to-sales funnel with clear stage definitions, qualification criteria, and conversion benchmarks to improve progression from MQL → SQL → Opportunity.
• Design and implement a robust attribution framework that connects marketing investment to pipeline creation, acceleration, and revenue influence — ensuring leadership has clear visibility into marketing’s commercial impact.
• Own full-funnel performance reporting, including conversion rates, velocity, cost per opportunity, and marketing-attributed pipeline contribution.
• Evaluate performance at the segment, channel, and campaign level, reallocating budget and resources toward initiatives that demonstrate the strongest pipeline yield and ROI.

Sales Enablement & Commercial Alignment

• Serve as the marketing partner to the General Manager & Sales lead, ensuring demand generation efforts align with sales capacity, target account strategy, and revenue priorities.
• Define and enforce lead qualification standards, SLAs, and feedback loops between Marketing and Sales to ensure pipeline quality and follow-through.
• Support sales with structured messaging frameworks, enablement materials, and market insights that improve conversion and deal progression.
• Translate marketing performance data into actionable insights that inform pipeline forecasting, territory prioritization, and resource planning.
• Establish a closed-loop feedback system to continuously refine targeting, messaging, and qualification criteria based on sales outcomes.

Marketing Systems & Execution Oversight

• Define and oversee the lifecycle, automation, and attribution architecture within the business unit’s HubSpot instance, partnering with Marketing Operations to ensure system integrity, reporting accuracy, and performance visibility.
• Ensure demand programs are architected as integrated, multi-touch campaigns across paid, lifecycle, events, and content aligned to defined conversion goals.
• Implement disciplined campaign planning and calendar governance to ensure sequencing, prioritization, and execution rigor across initiatives.
• Lead, mentor, and develop marketing talent, fostering a performance-driven culture grounded in accountability and measurable outcomes.

Market Expertise

• Bring experience within B2B performance marketing, creator, or digital media ecosystems.
• Understand how emerging market trends translate into qualified demand.

About Us

Fluent, Inc. (NASDAQ: FLNT) is a commerce media solutions provider connecting top-tier brands with highly engaged consumers. Leveraging diverse ad inventory, robust first-party data, and proprietary machine learning, Fluent unlocks additional revenue streams for partners and empowers advertisers to acquire their most valuable customers at scale. Founded in 2010, Fluent uses its deep expertise in performance marketing to drive monetization and increase engagement at key touchpoints across the customer journey. For more insights visit:https://www.fluentco.com/

Requirements

• 8-12+ years in B2B marketing, with strong experience in demand generation and pipeline ownership
• Experience in performance-driven, creator-led, or digital media ecosystems
• Proven accountability for pipeline and revenue (not just leads or brand metrics)
• Revenue Marketing at a B2B SaaS, AdTech, MarTech, or digital media company
• Has owned pipeline numbers tied directly to revenue goals
• Built attribution systems and funnel benchmarks
• Partnered deeply with Sales leadership
• Comfortable operating in fast-paced, performance-driven environments
• Excellent analytical thinker with operational discipline

Benefits

At Fluent, we like what we do, and we like who we do it with. Our team is a tight-knit crew of go-getters; we love to celebrate our successes! In addition, we offer a fully stocked kitchen, catered lunch, and our office manager keeps the calendar stocked with activity filled events. When we’re not eating, working out, or planning parties, Fluent folks can be found participating in networking events, and bonding across teams during quarterly outings to baseball games, fancy dinners, and a variety of activities. And we have all the practical benefits, too…

• Competitive compensation
• Ample career and professional growth opportunities
• New Headquarters with an open floor plan to drive collaboration
• Health, dental, and vision insurance
• Pre-tax savings plans and transit/parking programs
• 401K with competitive employer match
• Volunteer and philanthropic activities throughout the year
• Educational and social events
• The amazing opportunity to work for a high-flying performance marketing company!

Salary Range: $130,000 to $150,000 base, + competitive bonus. The base salary range represents the low and high end of the Fluent salary range for this position. Actual salaries will vary depending on factors including but not limited to location, experience, and performance.

Candidates may be at risk of targeting by malicious actors seeking personal information. Fluent recruiters will only reach out via LinkedIn or email with an @fluentco.com domain. Any outreach by Fluent via other sources (e.g. text, other domains etc) should be ignored.

Fluent participates in the E-Verify Program. As a participating employer, Fluent, LLC will provide the Social Security Administration (SSA) and, if necessary, the Department of Homeland Security (DHS), with information from each new employee’s Form I-9 to confirm work authorization. Fluent, LLC follows all federal regulations including those set forth by The Office of Special Counsel for Immigration-Related Unfair Employment Practices (OSC). The OSC enforces the anti-discrimination provision (§ 274B) of the Immigration and Nationality Act (INA), 8 U.S.C. § 1324b.