ABOUT THE ROLEDescript is at an inflection point. We have 50M+ users, genuine product-market fit, and a real opportunity to move upmarket-converting high-fit self-serve users into consolidated enterprise contracts and going after the accounts that belong in our pipeline. As Head of Enterprise Marketing, you'll own that motion end-to-end.
This is a builder role for someone who's done it before: someone who can meticulously understand what's driving inbound interest, identify which accounts to go after and why, and design the campaigns, lifecycle plays, and conversion experiments to bring them in. You'll co-own upmarket pipeline with Sales, partner with Product on the self-serve-to-enterprise conversion motion, and partner with our in-house Growth/Paid team and RevOps to make sure the whole system is instrumented and accountable.
The raw materials are here-a passionate user community, a strong product, and a large market. This hire shapes what we do with them upmarket.
WHAT YOU'LL DOPipeline Strategy & Execution
- Co-own upmarket pipeline targets with Sales, with shared accountability for sourced and influenced pipeline
- Build and execute an enterprise demand playbook: ICP definition, target account selection, channel mix, offer strategy, and campaign design and execution
- Develop a vertical prioritization framework: define which industries and enterprise segments to pursue, in what order, and with what message
- Design account-based programs with messaging and experiences calibrated to high-fit accounts
- Own and maintain an annual marketing calendar that aligns campaign activity to business milestones, seasonal growth opportunities, and pipeline targets
- Source and manage contract and agency resources as needed
Self-Serve to Enterprise Conversion
- Partner with Product and Sales to identify high-fit self-serve buyers and design conversion experiments that move them toward consolidated contracts
- Build lifecycle plays that nurture individual users into team and enterprise buyers
- Develop and iterate on the plays, offers, and sequences that convert product-qualified accounts into pipeline
Performance & Measurement
- Meticulously track which channels, plays, and offers are driving inbound interest and conversions, and use that intelligence to sharpen programs continuously
- Build AI-first marketing ops and measurement frameworks that give the team real visibility into what's working
- Report regularly on pipeline contribution, channel efficiency, and program performance
Sales & Cross-functional Partnership
- Partner daily with Sales on account priorities, ABM strategy, and pipeline reviews
- Brief and align with the in-house paid advertising team on enterprise-targeted campaigns
- Co-own enterprise lifecycle with RevOps, ensuring accountability is clear and programs are coordinated
- Own the strategy for high-touch deal acceleration programs-things like executive roundtables and leadership-level events-partnering with Field Marketing on execution
- Contribute to enterprise pricing and packaging strategy alongside Product and Sales, with an eye toward what moves deals forward and expands accounts
WHAT YOU BRINGMinimum Qualifications
- 8+ years of B2B marketing experience, with at least 3 years building or scaling an upmarket or enterprise demand motion
- Experience at a PLG or product-led company-you understand the self-serve-to-enterprise conversion motion and have driven it
- Consumer-to-B2B crossover experience; you know how to market to users who are also buyers
- Strong analytical skills and a track record of building measurement frameworks that actually get used
- Experience co-owning pipeline targets with Sales in an accountable, collaborative way
Preferred Qualifications
- Deep familiarity with modern ABM tooling and CRM/MAP integration
- Experience building, or deeply partnering with, AI-native marketing ops and workflows
- Background in SaaS, media tech, or creative tooling
- Demonstrated ability to design and run conversion experiments across PLG funnels
SUCCESS IN THIS ROLEWithin your first 12 months, you will:
- Launch Descript's enterprise demand motion, with a defined ICP, target account list, vertical prioritization framework, and multi-channel playbook
- Co-own and hit upmarket pipeline targets in partnership with Sales
- Build upon the existing self-serve-to-enterprise conversion experiments with Product, with measurable account progression
- Build a measurement framework that gives the team clear visibility into channel performance, conversion rates, and pipeline attributionCreate and maintain a formal marketing calendar that the broader team runs off of
- Establish a functioning enterprise lifecycle program with RevOps
- Run at least one high-touch deal acceleration program (EBC, roundtable, or CxO event) in partnership with Field Marketing
The base salary range for this role is $210k - $230k/year. Final offer amounts will carefully consider multiple factors, including prior experience, expertise, location, level, and may vary from the amount above.
Benefits include a generous healthcare package, 401k matching program, catered lunches, and flexible vacation time. Our headquarters are located in the Mission District of San Francisco, CA. We're hiring for a mix of remote roles and hybrid roles. For those who are remote, we have a handful of opportunities throughout the year for in person collaboration. For our hybrid roles, we're flexible, and you're an adult-we don't expect or mandate that you're in the office every day. We do believe there are valuable and serendipitous moments of discovery and collaboration that come from working together in person.
