Director, Revenue Marketing

Key Responsibilities:

Revenue and Pipeline Ownership

• Own quarterly and annual pipeline targets aligned to sales quota.
• Marketing-sourced and Marketing-influenced pipeline contribution to bookings — the headline number
• Quarterly pipeline forecasting and weekly variance reporting

 

ABM Strategy & Execution

• Partner with sales leadership on the Top 100 and Mid-Market account plans
• Run the integrated planning cycle quarterly: target accounts, plays, channels, content, measurement

 

Demand Engine

• Set the operating rhythm for the team — weekly pipeline review, bi-weekly play retrospectives, monthly performance reviews
• Deploy and own the AI agents that augment the team (Account Briefing, Content Atomization, Pipeline Hygiene, Workflow Audit)

 

Marketing-Sales Alignment

• Be marketing's primary partner to SDR and AE leadership, improving marketing-to-sales feedback loops.
• Own the SFDC Engagement Cockpit operating rules with Marketing Ops and SDR managers
• Drive the SAL-to-SQL accountability conversation with sales — using data, not opinion
• Co-own the Acceleration Plan execution with the CRO's office.
• Establish dashboard visibility into speed-to-lead and campaign influence.

 

Tech Stack and AI Leverage

• Day-to-day ownership of HubSpot, HG Insights, ZoomInfo Marketing, Metadata.io, and the SFDC Engagement Cockpit
• Deploy Account Briefing Agent (P1, first 30 days)
• Deploy and operate Pipeline Hygiene Agent and Workflow Audit Agent
• Continuous evaluation of new tools and AI capabilities; recommend additions or replacements quarterly

 

Team Leadership

• Manage direct reports across Campaign Management, Paid Media, Content Operations, and Field Marketing
• Establish execution cadence and accountability frameworks.
• Prioritize based on revenue impact and resource constraints.
• Develop and mentor team members into strategic operators.

Required Skills:

• 8+ years in B2B marketing with at least 4 years owning pipeline as a primary metric
• Direct experience running an ABM-first marketing function at a B2B enterprise software company in the $50M to $300M ARR range
• Proven track record managing a team of 5+ marketing professionals across multiple specialties (campaign, paid, content, field)
• Demonstrated SAL-to-SQL or equivalent funnel-conversion improvement at scale
• Deep fluency in: SFDC, HubSpot (or equivalent MAP), HG Insights or 6sense or Demandbase, ZoomInfo, Metadata.io or equivalent ABM orchestration
• Demonstrated AI/agent fluency — has built or operated AI workflows that delivered measurable productivity or quality lift
• Experience working in lockstep with sales and SDR leadership on shared pipeline accountability

Preferred

• Legal tech, ELM, CLM, or adjacent enterprise B2B segment experience
• Experience replacing an MQL-oriented model with an account-engagement-oriented model
• Prior experience with Reddit Ads, programmatic content syndication, or other emerging channels
• Experience operating in a CRO-led GTM organization