Director of Demand Generation, ABM, NA

Company Overview

At SmartBear, we believe building great software starts with quality—and we’re helping our customers make that happen every day. Our solution hubs—SmartBear API Hub, SmartBear Insight Hub, and SmartBear Test Hub, featuring HaloAI, bring visibility and automation to software development, making it easier for teams to deliver high-quality software faster. SmartBear is trusted by over 16 million developers, testers, and software engineers at 32,000+ organizations – including innovators like Adobe, JetBlue, FedEx, and Microsoft.

Position Overview

The Director of Demand Generation, ABM, NA will join the SmartBear team as a central member of a rapidly growing, modern B2B demand generation team. This individual will lead North America demand generation, ABM, and event marketing for SmartBear.

This individual will drive multi-channel marketing programs designed to generate, attract, and nurture demand within our highest growing market segments. In this role, you will lead a growing team of marketers in creating program strategies to achieve quarterly lead, SQL, and pipeline coverage objectives, across the entire SmartBear product portfolio, while managing a defined budget with a focus on optimizing processes and constantly improving ROI. You will execute the demand generation strategy incorporating a multi-channel marketing mix to drive pipeline coverage. Additionally, you will coordinate and collaborate with a cross-functional team of stakeholders across multiple departments. You and your team are responsible for project management, vendor management, and execution of program activities.

The ideal candidate understands how to invest marketing programs spend to maximize results, enjoys incorporating innovative campaign elements, has experience and expertise managing digital and inbound elements, and has built and executed ABM programs. You are experienced and have a background as a skilled leader and mentor who enjoys balancing his or her time as a highly effective hands-on executor.

Key Responsibilities

• Deliver Go-to-Market strategy and compelling organic and paid marketing programs that achieve lead, SQL, and pipeline, while maximizing marketing ROI.
• Manages program marketing budget and business plans.
• Leverage a multi-channel market approach to reach our target personas within the target industries and specific target accounts.
• Develop and execute an integrated mix of marketing tactics, including Retargeting, Content Syndication, Podcasts, Webinars, Email, ABM, Events, and Direct Mail.
• Partner with Sales leadership and Sales Development team to increase marketing contribution, improve messaging and campaigns, and lead follow-up processes.
• Collaborate with Web team to build demand generation functions and content into the website, driving conversion from visitors to MQLs.
• Listen carefully to provided information and asks clarifying questions. Actively listen as a learner rather than a passive recipient of information.
• Perform work with (internal and external) customer satisfaction in mind, while not compromising the integrity of the work.
• Track and report on demand generation performance metrics, using this data to continually optimize campaign performance.
• Manage successful vendor relationships that increase marketing performance and ROI.
• Leadership of demand gen team, including scaling the team, campaign strategy, priorities, and escalation. Proactively identify and implement process efficiencies, innovative campaign ideas, and other training and support opportunities.

Qualifications

• 8+ years of experience managing demand generation at a high-growth B2B SaaS/software company.
• Strong leader with proven ability to recruit, motivate, mentor, and manage a team towards goals.
• Extensive experience in Marketing Automation and CRM (Salesforce.com preferred) systems.
• Ability to work in a fast-paced environment while balancing both strategic and tactical responsibilities.
• Superior project management skills.