Director of Demand Generation, ABM

Summary

Join SmartBear's growing demand generation team as the Director of Demand Generation, ABM, NA, leading North America demand generation, ABM, and event marketing. You will drive multi-channel marketing programs to generate, attract, and nurture demand within key market segments. Lead a team in creating strategies to achieve lead, SQL, and pipeline coverage objectives, managing a defined budget and optimizing ROI. Execute the demand generation strategy using a multi-channel marketing mix and collaborate with cross-functional stakeholders. The ideal candidate is a skilled leader and mentor with experience in ABM programs and digital marketing, capable of maximizing marketing spend and driving results.

Requirements

• 8+ years experience managing demand generation experience at a high growth B2B SaaS / software company
• Strong leader with proven ability to recruit, motivate, mentor and manage a team towards goals
• Extensive experience in Marketing Automation and CRM (Salesforce.com preferred) systems
• Ability to work in a fast-paced environment while balancing both strategic and tactical responsibilities
• Superior project management and organizational skills to execute complex campaigns, while also managing and motivating your team and internal stakeholders to strict timelines
• Strong analytical and quantitative skills, including Excel proficiency and proven ability to interpret and analyze performance data, report on top-to-bottom funnel metrics, and interpret results with an eye for continuously improving demand generation operations
• A confident and proactive self-starter with a passion for learning, problem solving, and making data-driven decisions
• Exceptional attention to detail, ability to prioritize and multi-task while driving results
• Strong written, oral, and cross-functional communication skills
• A team player with a great sense of humor

Responsibilities

• Deliver Go-to-Market strategy and compelling organic and paid marketing programs that achieve lead, SQL, and pipeline, while maximizing marketing ROI
• Manages program marketing budget and business plans
• Leverage a multi-channel market approach to reach our target personas within the target industries and specific target accounts
• Develop and execute an integrated mix of marketing tactics, including Retargeting, Content Syndication, Podcasts, Webinars, Email, ABM, Events and Direct Mail
• Partner with Sales leadership and Sales Development team to increase marketing contribution, improve messaging and campaigns, and lead follow up processes
• Collaborate with Web team to build demand generation functions and content into the website, driving conversion from visitors to MQLs
• Listen carefully to provided information and asks clarifying questions. Actively listen as a learner rather than a passive recipient of information
• Perform work with (internal and external) customer satisfaction in mind, while not compromising the integrity of the work
• Track and report on demand generation performance metrics, using this data to continually optimize campaign performance
• Manage successful vendor relationships that increase marketing performance and ROI
• Leadership of demand gen team, including scaling the team, campaign strategy, priorities and escalation. Proactively identify and implement process efficiencies, innovative campaign ideas, and other training and support opportunities

Benefits

• You can grow your career at every level
• We invest in your success as well as the spaces where our teams come together to work, collaborate, and have fun
• We love celebrating our SmartBears; we even encourage our crew to take their birthdays off
• We are guided by a People and Culture organization - an important distinction for us. We think about our team holistically – the whole person
• We celebrate our differences in experiences, viewpoints, and identities because we know it leads to better outcomes