The RoleWe are seeking a strategic, results-driven
Sr. Director, NA Field Marketing to lead the development and execution of multi-channel field marketing programs that accelerate demand, deepen customer relationships, and drive measurable pipeline across regions and named accounts. This role owns the strategy for the full field marketing mix; including ABM, executive engagement, partner co-marketing, regional digital, content activation, customer acceleration, and events. You will build a unified, locally-relevant demand engine that aligns with sales priorities and corporate demand campaign narratives.
This is a senior role that requires both strategic vision and hands-on program leadership. You will lead a team of regional field marketers, partner closely with Sales, Partner Marketing, Marketing Operations, SDR's and Demand Generation, and serve as a critical bridge between corporate marketing strategy and field execution. The right candidate has deep experience building high-performing field marketing functions in B2B technology companies and a clear point of view on how modern field marketing has evolved beyond event execution to a multi-channel, insight-driven discipline.
Responsibilities include:Multi-Channel Field Marketing Strategy- Build and own the multi-channel field marketing strategy, integrating ABM, executive engagement, partner co-marketing, regional digital, content activation, pipeline acceleration, and events into a unified playbook.
- Develop field marketing plans with your team aligned to regional sales priorities, named account strategies, and corporate campaign narratives.
- Establish field marketing as a strategic driver of pipeline, not just a tactical execution arm. Champion the shift from event-heavy to insight-driven, multi-touch engagement that reaches buyers where they are.
Team Leadership & Development- Lead, mentor, and develop a team of regional field marketers across multiple geographies.
- Establish best practices, set performance standards, and provide coaching to ensure consistent execution across regions.
- Foster a collaborative, high-performing team culture focused on sales alignment, measurable impact, and continuous improvement.
- Attract, retain, and develop top talent; invest in professional development and build capabilities across the field marketing function.
Pipeline & Revenue Impact- Own field marketing contribution to pipeline targets across regions and named accounts (marketing-sourced and marketing-influenced).
- Partner with Sales leadership to align on territory priorities, account-based plays, and pipeline goals.
- Measure and report on field marketing performance, including engagement, pipeline created, pipeline influenced, and ROI.
Budget Management & ROI Optimization- Manage a consolidated MDF field marketing budget across programs, territories, and events.
- Allocate resources strategically, track spend against plan, and continuously optimize investments based on performance data.
- Provide executive-level reporting on marketing contribution to pipeline and revenue, demonstrating clear ROI against investment.
Cross-Functional Collaboration- Partner with Demand Generation to ensure field activations complement and amplify corporate campaigns.
- Partner with Product Marketing to ensure field messaging aligns with solution positioning and key narratives.
- Partner with Channel/Partner Marketing to co-develop joint programs with strategic technology partners and leverage MDF for field campaigns.
- Partner with key stakeholders to activate customers as references, speakers, and advocates.
- Collaborate with Marketing Operations, Communications, and Customer Success to ensure integrated programs and consistent messaging.
Programs & Tactics (Multi-Channel Mix Strategy)- ABM & Named Account Programs: build 1:1, 1:few, and 1:many ABM plays in partnership with sales and demand gen.
- Executive Engagement: design and lead a year-round executive programs targeting C-level customers and prospects; create frameworks for topic selection, attendee curation, and content development that strengthen relationships with key decision-makers and advance enterprise opportunities.
- Partner Co-Marketing: joint programs with strategic technology partners (hyperscalers, ISVs, OEMs).
- Regional Digital: guide the team on how to implement geo-targeted paid, email, and social programs that supplement corporate campaigns.
- Content Activation: Help build localized content programs, customer stories, and vertical-specific assets.
- Customer Advocacy: Integrate reference programs, customer advisory boards, case study development into activity mix.
- Events: Act as partner to Corporate events and help support Field Marketers in trade shows, proprietary events, regional meetups, with a focus on ROI criteria and pipeline attribution.
Vendor & Agency Management- Oversee relationships with event production companies, creative agencies, registration platforms (e.g. Splash), and other key vendors.
- Negotiate contracts and ensure vendor performance meets quality, timeline, and cost standards.
- Build vendor partnerships that enable world-class execution across field programs.
Insights & Optimization- Use account, campaign, and pipeline data to continuously improve field marketing effectiveness.
- Stay current on B2B field marketing best practices and emerging technologies; pilot new formats and evolve programs to maximize engagement and impact.
- Build and evolve the field marketing playbook based on what's working across regions.
- Establish metrics and analytics frameworks that enable data-driven decision making.
Key Metrics You'll Own- Marketing-influenced pipeline and revenue by territory and region
- Field marketing program ROI across the full tactic mix
- Team retention and professional development benchmarks
- Budget management and spend efficiency against plan
Required Skills:- 10+ years of B2B field marketing experience in technology companies, with at least 5 years leading field marketing teams.
- Proven track record building and executing multi-channel field marketing programs that drive measurable pipeline, not just event management.
- Strong understanding of ABM, executive engagement, partner co-marketing, and modern field marketing tactics.
- Experience partnering closely with enterprise sales organizations and aligning marketing to territory and revenue goals.
- Strong leadership and people management skills, including leading geographically distributed teams.
- Executive presence and comfort presenting to C-level audiences and senior sales leadership.
- Business acumen with demonstrated budget management and P&L experience.
- Excellent project management and organizational skills; proven ability to manage complex, multi-workstream initiatives.
- Strong data-driven mindset with expertise in marketing metrics, attribution, and performance measurement.
Additional Desired Skills: - Experience in IT services, managed services, or technology channel environments.
- Familiarity with ABM platforms (6sense, Demandbase), marketing automation (Pardot, Marketo), and CRM (Salesforce).
- Experience with event management platforms (Cvent, Bizzabo, Splash, or similar).
- Experience building or scaling a field marketing function.
Education and Experience: - Bachelor's degree in Marketing, Business, or a related field.
- 10+ years of B2B marketing experience with a focus on field marketing.
- 5+ years managing marketing teams, including geographically distributed team structures.
