Head of Enterprise Marketing

This is a fully remote position, open to applicants in California.

📋 Description

• Take ownership of the enterprise marketing process from start to finish.

• Collaborate with Sales to co-manage upmarket pipeline objectives.

• Develop and implement an enterprise demand playbook that includes defining Ideal Customer Profiles (ICP), selecting target accounts, determining channel mix, strategizing offers, and orchestrating campaigns.

• Create frameworks for prioritizing verticals across industries and enterprise segments.

• Design account-based marketing programs tailored for high-fit accounts.

• Keep an annual marketing calendar that aligns with business milestones, seasonal opportunities, and pipeline goals.

• Source and oversee contract and agency resources as necessary.

• Collaborate with Product and Sales on experiments aimed at converting self-serve users to enterprise clients.

• Develop lifecycle strategies that nurture individual users into team and enterprise purchasers.

• Create plays, offers, and sequences that convert product-qualified accounts into active pipeline.

• Monitor performance across channels, plays, and offers, and refine programs accordingly.

• Establish AI-driven marketing operations and measurement frameworks.

• Report on contributions to pipeline, channel efficiency, and overall program performance.

• Work closely with Sales on account priorities, ABM strategies, and pipeline assessments.

• Coordinate with the paid advertising team on enterprise-focused campaigns.

• Co-manage the enterprise lifecycle in conjunction with Revenue Operations (RevOps).

• Lead high-touch deal acceleration initiatives alongside Field Marketing.

• Assist in shaping the enterprise pricing and packaging strategies with Product and Sales teams.

• Initiate Descript's enterprise demand efforts and establish associated measurement, lifecycle, and deal acceleration programs.

⛳️ Requirements

• Over 8 years of experience in B2B marketing.

• Minimum of 3 years spent building or scaling upmarket or enterprise demand strategies.

• Experience in a Product-Led Growth (PLG) or product-focused company.

• Proven track record in driving conversions from self-serve to enterprise.

• Experience in transitioning from consumer to B2B marketing.

• Strong analytical capabilities.

• Proven history of developing effective measurement frameworks.

• Experience in co-managing pipeline targets alongside Sales.

• Extensive knowledge of modern Account-Based Marketing (ABM) tools and CRM/MAP integration is preferred.

• Experience in building or closely collaborating with AI-driven marketing operations and workflows is preferred.

• Background in SaaS, media technology, or creative tools is preferred.

• Ability to design and execute conversion experiments across PLG funnels is preferred.

🏝️ Benefits

• Comprehensive healthcare package.

• 401k matching program.

• Catered lunches.

• Flexible vacation policy.

• Opportunities for in-person collaboration throughout the year for remote team members.

• Flexible hybrid work options; no mandatory daily office presence.