Growth Marketing Manager, Enterprise

Why we need you:

We’re looking for a driven, entrepreneurial Growth Marketing Manager to join our small (and growing), but mighty team of Marketers to help us build out and execute our Enterprise pipeline generation motion.

We’re leading out in the creation of one of the fastest-growing categories in GTM tech, winning the hearts and minds of GTM operators each day. We count ourselves lucky to serve forward-thinking brands in SaaS (Atlassian, Notion, Zapier, and more) and are now in the exciting position of being pulled up-market.

We have exciting (and ambitious) pipe-gen and revenue goals for this upcoming year and our success in the Enterprise segment will play a critical role in helping us achieve our vision.

As our Growth Marketing Manager, focused on our Enterprise segment, you’ll be relied upon to develop, communicate and test our Enterprise-pipeline hypotheses. You’ll ruthlessly cut the ideas and experiments that don’t pan out and lean into the ones that do. You’ll collaborate with the Sales Development, Sales, and Customer Success teams to align on an overarching Enterprise pipeline strategy and take ownership over executing against it.

As part of that execution, you’ll be tasked with orchestrating and executing various programs that may include but would not be limited to some of the following: cross-functional ABM programs, field marketing events, digital ads campaigns (esp. on LinkedIn), direct mail programs, referral partner programs, executive warm-intro programs, email campaigns in HubSpot, etc.

Ultimately, we need someone who’s willing to own the challenge at hand–building a strong Enterprise pipeline motion to help us reach our next stage of growth.

How you’ll contribute:

• Use quantitative, and qualitative methods to develop an overarching thesis on what we need to do–across Marketing and the broader GTM team–to hit our Enterprise pipeline goals and build a plan and roadmap of how we’ll get there.
• Collaborate and align on an Enterprise-pipeline experiment roadmap with leaders and team members across Marketing, Sales Development, Sales, and Customer success.
• Take the lead on prioritizing, orchestrating (quarterbacking) and executing against the set of experiments that you and your colleagues come up with, keeping an eye on our ultimate objective–driving more Enterprise pipeline.
• Stretch yourself by being willing to jump feet first into running programs you may have little to no experience running in service of our goal.
• Take ownership of (set up) the metrics that will be used to define the success of your programs and report back on how the experiments perform.

You will enjoy being a member of the team if you:

• Are a first principles thinker who works backwards from the objectives to arrive at possibly novel (not always) hypotheses around what might help us get to where we want to go.
• Are data savvy with a penchant for avoiding analysis paralysis–you’re comfortable manipulating and analyzing data in a spreadsheet. You feel confident in your ability to derive useful insights, given the level of data access we have (SFDC, HubSpot, Metabase, Google analytics, Common Room, etc)
• Find joy in using a scientific approach to solving problems while also having a strong bias towards action and can discern when it’s time to lean on experience and intuition instead of data.
• Thrive in a collaborative environment, but have a tendency to form and share strong opinions, based on your learnings and experience.
• Consider yourself and are considered by others to be “entrepreneurial” and a “self-starter”. Problems excite rather than intimidate you. You like setting and being held to clear goals and objectives, and you’re willing and even eager to try and succeed with new things.
• Have strong experience in at least one area of Growth marketing or Demand gen with broad experience across others.
• You’ve succeeded in highly autonomous roles in the past (you’ve possibly consulted, run your own gig, took on a really large project you had no business taking on, etc.).
• You work hard but also don’t take yourself too seriously and get a lot of joy from connecting with the team around you.
• Have a “just do it” attitude with a strong bias for action.

Requirements (and bonus points):

Must have:

• 5+ years of related experience, owning and executing programs that have heavily contributed to enterprise growth and demand pipeline numbers in a high-growth B2B SaaS company. 
• Relevant experience driving demand for either a GTM, Sales, or Marketing tech SaaS company.
• History of building strong partnerships and cross-team execution with Sales Development and/or Sales teams.
• Experience managing or working with Marketing and Sales technologies– e.g. HubSpot, Marketo, Salesforce, Outreach, Sanity (or another CMS), Google Analytics, Google Tag Manager.
• Experience using Salesforce and/or HubSpot reporting and excel functionality and analytical approaches with spreadsheets such as pivot tables, cohort analysis, etc.

Bonus points:

• Experience using Outreach, Google Analytics, Sanity.io, A/B testing software, etc.
• Strong experience with one or several of the following:
  • Setting up highly targeted 1:1 account-based plays or programs
  • Driving enterprise pipeline via event sponsorships or other field marketing activities
  • Running partner and/or co-marketing programs
  • Executing successful referral programs w/ ACVs of over $50k
• Relevant experience driving Enterprise demand at series B or C startup
• Relevant experience working at a startup with a Freemium or Free trial motion (PLG)