About the Position

We are looking for a Director of Marketing to own our marketing strategy & drive outcomes for the SolarWinds ITSM business. This role includes responsibilities for all marketing related activities (e.g., digital marketing, event strategy, product go-to-markets, etc.) along with business outcomes (e.g. sales pipeline, closed won revenue, customer NPS, etc). You will get to create and refine our metrics and help define what success looks like for our business. With these "desired outcomes" in mind, you will orchestrate multiple processes and work across matrix resources to drive programs and campaigns to attract customers to the ITSM portfolio of products.

About You

You care deeply about marketing, and your passion inspires others in the organization to care about it. You understand SaaS, on-prem, and recurring revenue models really well and have a successful history of accelerating a company's ability to grow across a variety of markets. You are a curious experimenter, structured thinker, and have a relentless drive to grow a complex, multi-faceted business that spans both SMB and Enterprise buying motions.

Preferred Time Zone: CST & EST

Core Leadership Principles

Execution & Ownership

• Sets pace and drives accountability across the organization
• Owns business outcomes and delivers against committed targets
• Operates with urgency and follows through despite ambiguity

Structured & Analytical Thinking

• Approaches problems with rigor, clarity, and data-driven thinking
• Translates complexity into clear priorities and measurable plans
• Builds scalable processes that enable consistent execution

Leadership & Influence

• Builds and develops high-performing teams
• Leads cross-functionally to align stakeholders and drive outcomes
• Balances strategic direction with hands-on leadership

Responsibilities

Own Pipeline & Revenue Outcomes

• Own marketing's contribution to pipeline, sales opportunities, and closed-won revenue
• Build predictable demand generation programs that drive efficient pipeline growth and CAC
• Drive acquisition and expansion revenue across new business, cross-sell, and upsell motions
• Partner with Sales to improve conversion rates, funnel velocity, and win rates

Lead Go-to-Market Strategy

• Own end-to-end GTM strategy including positioning, messaging, and product launches
• Define ICPs, segmentation, and personas across SMB and Enterprise markets
• Develop pricing, packaging, and promotion strategies aligned to growth goals
• Expand into new markets and verticals through targeted channel strategies

Build & Optimize the Full Funnel

• Design and optimize the end-to-end funnel from lead capture through closed-won and expansion
• Establish lead qualification and segmentation frameworks to improve pipeline quality
• Partner with Sales and RevOps to ensure effective handoff, attribution, and accountability
• Implement lifecycle marketing to improve conversion, retention, and LTV

Drive Measurement & Reporting

• Define and track key performance metrics (pipeline, conversion, CAC, LTV, ROI)
• Build reporting frameworks and forecasts for pipeline contribution
• Lead performance reviews and ongoing optimization
• Communicate results and insights to executive leadership and board stakeholders

Leverage Technology & Data

• Own and optimize the marketing tech stack (CRM, automation, analytics)
• Use data and segmentation to improve targeting and campaign performance
• Ensure data integrity and attribution accuracy in partnership with RevOps

Build & Lead the Team

• Hire, develop, and scale a high-performing marketing team
• Establish a culture of accountability and continuous improvement
• Align team priorities to business outcomes and growth objectives

Required Qualifications

• 10+ years of B2B marketing experience, including at least one Director-level (or equivalent) leadership role
• Proven ownership of revenue-impacting marketing strategy at the product line or business unit level
• Experience operating in a SaaS or hybrid SaaS + on-prem environment
• Demonstrated track record of driving measurable outcomes (e.g., pipeline generation, revenue growth, conversion rates, CAC efficiency)
• Experience leading and managing marketing teams, including hiring, developing, and scaling talent
• Bachelor's degree in a relevant fieldor equivalent practical experience