What we are looking for: Aprimo looking for a strategic, data-driven, and ambitious Director of Demand Generation and Growth Marketing reporting direct to the CMO. With a team of highly specialized marketing experts, you will be responsible for building upon and improving our demand engine by establishing a scalable lead generation strategy and building a close partnership with the business development and sales teams to take demand generation at Aprimo to the next level. You are an experienced demand generation leader who has helped scale a fast-growing SaaS business, and successfully led and mentored a team. You are highly focused on driving revenue and demand generation programs, drawing from your experience, SaaS demand generation best practices, experimentation, and iteration. You understand the B2B SaaS technology buyer - from C-Suite and down, across Marketing, IT, Digital and eCommerce teams. You have marketed products to one or more of these B2B buyer personas.
ESSENTIAL DUTIES & RESPONSIBILITIES- Set a clear direction and demand generation strategy that can fuel our ambitious growth targets.
- Lead a team of marketing experts to execute a multi-channel demand generation strategy and drive key business results (MQLs, SQLs, Opportunities and Customer Expansion) tracking and reducing CAC over time.
- Manage the development and execution of all lead generation programs and optimize funnel conversion rates
- Build and execute on a scalable Account Based Marketing (ABM) program.
- Track and report on key metrics to ensure constant improvement of demand initiatives.
- Collaborate with Content, Brand Experience, Revenue Operations, Product Marketing, and Sales to develop compelling marketing initiatives to drive demand.
- Implement new processes and technology to continuously improve our demand generation operations.
- Leverage demand generation and nurturing tactics to accelerate existing pipeline and help to close revenue faster.
- Apply international Go-To-Market tactics and manage across a highly virtual team.
- Monitor campaigns and make recommendations for optimization, long tail strategies and future enhancements for maximum engagement.
- Management of project related budgets and responsibility for tracking and monitoring campaign performance and spend.
- Share analytics and results with the broader team on a regular basis.
- Additional responsibilities and duties may be assigned as required.
About You- 7+ years of experience with enterprise B2B SaaS marketing.
- Strong knowledge and experience with Account-Based Marketing.
- Extensive experience in managing a B2B demand generation team.
- Previous experience working closely with a B2B sales team to achieve revenue goals.
- Strong track record of driving leads and funnel conversion programs.
- Strategic thinker who can set the overall direction for the demand initiatives.
- Deep understanding of various marketing channels including events, webinars, paid search, SEO, ABM, paid social, nurturing, etc.
- Technical expertise in the MarTech Stack including technologies like; Salesforce, Pardot, 6sense, Drift, ZoomInfo, etc.
- Growth mindset with results-driven approach to marketing (testing, measuring, iterating).
- Team player and dedicated people manager passionate about learning and coaching.
- You have previous experience with hiring, training and scaling demand generation teams.
- You are deeply analytical, and metrics driven.
The successful candidate will possess:
- Self-starter mentality with the ability to work independently
- Ability to communicate effectively and promptly
- Collaboration and communication, including strong relationship skills inside and outside the company demonstrating positive attitude and focus on teamwork
- Willing to take calculated risks to drive big results/outcomes
- Excellent organizational, presentation, and writing skills
- Proven ability to drive for results, in a fast paced work environment
- Analytical mindset, with the ability to capture and share key data and insights and use data to drive key marketing strategies and decisions
Physical Requirements:
- Must be able to remain in stationary position 50% of time
- Must be able to move 50% of time
- Must be able to lift up to 30 lbs. on occasion
- The worker is required to have close visual awareness to perform an activity such as: preparing and analyzing data and figures; transcribing; viewing a computer terminal; extensive reading.
- Ability to receive detailed information through oral communication at normal speaking levels
- Must be able to convey detailed or important spoken instructions to others accurately, loudly, or quickly
- This job operates in a professional office environment. This role routinely uses standard office equipment such as computers, phones, photocopiers, filing cabinets, and fax machines.
