Director, Demand Generation & Growth Marketing

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:

1. Must be able to remain in stationary position 50% of time
2. Must be able to move 50% of time
3. Must be able to lift up to 30 lbs. on occasion
4. 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.
5. Ability to receive detailed information through oral communication at normal speaking levels
6. Must be able to convey detailed or important spoken instructions to others accurately, loudly, or quickly
7. 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. 

EEO

Aprimo provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, gender identification, national origin, age, disability or genetics. In addition to federal law requirements, Aprimo complies with applicable state and local laws governing nondiscrimination in employment in every location in which the company has facilities. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training.

ADA

Aprimo is required to make a reasonable accommodation to the known disability of a qualified applicant or employee if it would not impose an "undue hardship" on the operation of the employer's business. Undue hardship is defined as an action requiring significant difficulty or expense when considered in light of factors such as an employer's size, financial resources and the nature and structure of its operation.