Senior Director of Revenue Marketing - Remote

CaptivateIQ

Anywhere Remote only

Full time

May 3

Created by a team with decades of commissions experience, CaptivateIQ is pioneering the new standard in commission management and enabling companies to reclaim the power of incentives.

Calculating commissions is mission-critical. And it’s really, really hard. Each company has a unique commission structure that involves far more calculations and data than a typical salary payroll — and for many, commission is one of the largest expenses on the P&L statement.

When CaptivateIQ was founded in 2017, compensation leaders were tracking and managing sales data using costly legacy software or, in the worst cases, a single spreadsheet. There were no other options but to use opaque, error-prone processes to manage commissions. Our founders knew this could be better. So they created the solution that they’d want to use: CaptivateIQ.

Today, the best teams use CaptivateIQ to strategically manage and maximize the power of incentives. Twenty-eight of the Forbes Cloud 100, including leading brands like Amplitude, Gong, and Hopin, use CaptivateIQ to power their commission programs. We have over $164.6M in funding from ICONIQ, Sequoia, Accel, Workday Ventures, Sapphire, Y Combinator, Amity Ventures, GTMFund, S28 Capital, and other top investors. We’ve grown over 3x by all measures in the past year – including revenue, customers, and employees – and we’re searching for more great folks such as yourself to help us transform the world of commission management.

We’re proud of our 5.0 rating on Glassdoor. Our remote team comes from diverse backgrounds and experiences, which helps us better serve our customers and each other. People are at the heart of our open and inclusive organization, and we bring transparency, humility, and respect to everything that we do.

About the Role

As Senior Director, Revenue Marketing, you will hold a high-impact, high-visibility role that is responsible for setting the strategy and overseeing the execution of full funnel demand generation tactics including digital advertising, growth marketing, integrated programs, lifecycle marketing, and events.

You will build and lead the revenue marketing organization and contribute to forming a world-class marketing team that drives revenue and innovation throughout the business.

This role will report directly to the VP of Marketing and will partner closely with our Sales, Content, Brand, Business Development, Product Marketing, Community and Marketing Operations teams to bring the CaptivateIQ story to life across all channels and translate that into pipeline and revenue.

This is an opportunity to play a critical role to build and scale a modern demand generation engine driven by a deep understanding of buyer/customer needs and mapped to a holistic demand strategy. You’ll be a key leader on the marketing team and will get to shape the future of the company and the industry as a whole.

Responsibilities:

  • Build a modern, world-class revenue marketing function powered by a best-in-class demand engine to drive demand across all stages of awareness through to revenue.
  • Lead, grow, and develop the revenue marketing team to achieve business targets, cultivate a growth mindset, practice operational excellence, and experience significant professional growth.
  • Create a holistic demand strategy in partnership with the Content, Brand, Product Marketing, Community, and Marketing Operations teams to tell the CaptivateIQ story in a consistent, cohesive, and compelling way across all channels.
  • Cultivate a results-driven culture where everyone is inspired and equipped to achieve aggressive goals and do the best work of their careers.
  • Manage priorities, develop effective processes, and partner with leaders across all levels to drive cross-functional initiatives.
  • Partner deeply with the Sales and Business Development leaders to build trust, create accountability, and foster productive relationships.
  • Create forecasts and partner with Finance to create targets that allow us to achieve business objectives.
  • Everything above and more to help contribute to the team’s main goal of maximizing qualified opportunities and building our brand.
  • Develop and lead a fully-integrated campaign calendar, including paid and organic opportunities, with the goal of generating qualified leads and growing the sales pipeline.
  • Work closely with Content and Brand to ensure the brand narrative is being enacted consistently and delivering valuable ROI.

Key functions of the Revenue Marketing team include:

  • Demand Strategy: Develop and lead our overall growth marketing strategy––focused on conceptualizing, prioritizing, and activating campaigns that generate qualified leads and grow the sales pipeline and marketing’s ARR contribution. Work with Finance to define Marketing contribution and set targets for website traffic, marketing qualified leads, and pipeline. Create accurate forecasts that allow us to achieve our targets.
  • Performance Marketing: Expand our digital marketing strategy by working with others across the marketing team to maximize qualified traffic and leads from paid search, paid and organic social, SEO, and content syndication. 
  • Lifecycle Marketing: Develop tactics targeting various personas to accelerate in-pipeline deals into signed customers. Give strategic guidance to strengthen our lead scoring and nurturing programs––optimizing to expedite opportunity creation, pipeline acceleration, and closed-won revenue.
  • Reporting & Analytics: Partner with Marketing Operations to oversee refinement of marketing attribution models, and continually analyze the effectiveness of all demand-generating marketing channels to determine which efforts to scale or adjust.
  • Marketing Systems: Partner with Marketing Operations to identify, onboard, and leverage new marketing technologies and vendors that will improve our marketing reach and efficiency.

Qualifications:

  • 10+ years of relevant B2B SaaS marketing experience in a high-growth environment (3+ years in marketing leadership reporting to the head of marketing).
  • 5+ years of experience directly managing and growing a marketing team.
  • Proven track record for developing B2B growth marketing strategies that deliver tangible business results at scale.
  • Team player with a “do-er” mentality––a mix of large company (operating at scale) and small company (scrappy execution) experiences.
  • Ability to tie marketing investment and performance to sales pipeline results.
  • Clear, concise communicator with excellent writing skills and ability to adapt communication style for executive-level, field sales, and general company audiences.
  • Experience with Salesforce CRM required; experience with Hubspot and/or Marketo marketing automation, Bizible or Calibermind attribution, and ABM platforms is preferred.

Characteristics:

  • A dynamic, forward-thinking marketer who will bring high intensity and commitment to rapidly scaling the business.
  • Highly inquisitive and curious first-principles thinker.
  • Manages a culture of experimentation and expansion to try new things, but knows that methodical discipline and proactive planning are the keys to success.
  • Deep empathy for sales teams and a strong grasp of how to communicate with sellers.
  • Deep buyer empathy with a customer mindset to create effective, relevant campaigns.
  • Highly effective at creating collaborative relationships across a rapidly growing organization.
  • Motivated to set and reach ambitious metrics and goals.
  • High-energy, passionate, innovative, creative, exceptional influencer.
  • Maintain left-brain/right-brain harmony to ride the line between qualitative and quantitative results. You’re a quant jock but know that numbers don’t tell the whole story.
  • Key skills: campaign strategy, campaign planning, budget management, channel strategy, reporting and analytics, full-funnel engagement.

Benefits:

  • (US-ONLY) 100% of medical, dental, and vision covered including 75% for dependents
  • Unlimited vacation days and quarterly mental health days so you can recharge
  • $1,000 to explore your dream destination on your work anniversary
  • $500 annual professional development stipend to continue growing and learning
  • $500 home office stipend to decorate your home office
  • $1,000 caretaker stipend to make sure our parent colleagues are being supported
  • Virtual team lunches to keep you connected
  • (US-ONLY) 401k plan to participate in and save towards the future
  • Newest hardware and tools for the job
  • Employee Resource Groups (ERGs) to support and celebrate the shared identities and life experiences of communities within CaptivateIQ. ERGs directly support our company-wide DEI goals as a space for developing and retaining diverse talent.

Notice for Prospective Candidates:

  • We are aware of active recruitment scams using the CaptivateIQ name, in which individuals pose as our recruiters and post fake remote job openings and make fake job offers on the Internet. Please note, we will never do the following:
  • Attempt to correspond with a candidate using a free web-based account, such as an email address that ends in @gmail.com, @yahoo.com, @hotmail.com, etc.
  • Make an offer of employment without conducting multiple rounds of interviews face-to-face using secure video-conferencing technology.
  • Ask candidates to cash checks to buy equipment on behalf of CaptivateIQ.
  • Ask candidates to make a payment in order to be considered for a position.
  • Make early requests for the candidate's personal information such as date of birth, passport details, credit card numbers, bank details, social security number, etc.

Please note that we’ll only ask for more sensitive personal information in connection with background checks after an offer is made.

#BI-Remote

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CaptivateIQ

Design better incentives for today's workforce

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