Head of Demand Generation at Periscope
San Francisco, CA, US
DRIVE DEMAND FOR THE SYSTEM OF RECORD FOR DATA TEAMS
Periscope Data has quickly established itself as the analytics system of record with data analysts and data teams. The Marketing team’s mission is to accelerate our growth upmarket (Mid-market and Enterprise), while continuing to drive growth in our SMB business. This person will be responsible for the ownership, planning and execution of demand and lead generation programs and campaigns, aligned with our journey upmarket. Additionally they will own the tracking and reporting on results in order to make continuous improvements in the closed-loop process. Finally, the Head of Demand Generation will be responsible for the management of all demand-gen related resources, programs, and activities necessary to meet agreed upon objectives.
Own a pipeline contribution number (x% from Marketing, y% from Sales), and play a critical role in helping us move upmarket, quickly.
Drive overall demand gen strategy/tactics/metrics, and develop ABM/multi-touch/integrated programs and campaigns in alignment with buyer personas, sales force segmentation, new product launches, co-marketing campaigns, and existing product upsell and cross-sell
Develop on-going customer and prospect nurturing programs to manage pipeline opportunities in support of sales
Function as a player/coach (both a leader and doer), providing position leadership and insight, supporting company strategic objectives as well as being a hands-on member of the team
Additionally, you’ll partner with the product, sales and PMM teams for product launches, sales training and demos. You’ll be a strong B2B demand gen marketer with solid experience in SaaS, mid-market and enterprise segments. Importantly, you’ll have experience marketing to a technical audience.
WHY YOU SHOULD JOIN OUR MARKETING TEAM:
Periscope Data’s CMO has a strategic, broad-ranging enterprise software and SaaS background and has led successful marketing product marketing, and business development teams at hyper growth companies. This is a great opportunity to broaden your skills in enterprise sales and product.
Being a data driven company, we use our own product to evaluate the ROI of our campaigns. We also work very closely with our Analytics and Business Engineering teams. The opportunity to join such a rapidly growing company doesn’t present itself often -- you have the opportunity to establish the demand generation capability as a key contributor to revenue as you drive our business growth in the MM and enterprise markets.
HOW YOU’LL RAMP:
Within your first week...
Spend time with the marketing, product, and sales teams to get up-to-speed on Periscope Data’s product, value props, and sales strategy.
By Day 30...
You’ve understand the fundamentals of the Periscope Data product
You’ll have a draft of our key demand gen strategies and tactics completed around moving upmarket
You will have met extensively with the sales teams and agreed on shared and separate team metrics, including pipeline contribution
You’ve completed and sold in a complete demand gen and campaign plan
You’ve started executing key tactics and are helping drive active MQLs and pipeline
The demand gen and selling teams are joined at the hip, have a shared vision, action plan and aligned metrics.
We are landing deals due to your programs, both in our volume business as well as upmarket
WHAT YOU’VE ACCOMPLISHED SO FAR:
Led and managed numerous high-impact, B2B demand generation programs and campaigns, including building and managing a team and account based marketing programs
Demonstrated success developing a repeatable and sustainable demand and lead generation process and a pipeline of leads, conversion programs, and marketing campaigns that provide measurable improvement in topline and bottom-line growth
Achieved an advanced knowledge of best practices in B2B marketing automation, demand generation, and rules-based lead nurturing
Demonstrated proficiency with multiple formats of demand generation, including, but not limited to email, website, PPC, SEO, Social, direct mail, telemarketing, content syndication, webinars, etc.
ABOUT PERISCOPE DATA:
We're a passionate, venture-funded team with hundreds of customers working out of a office in SoMA.
We're a kind, curious, tight-knit bunch. We eat together, toast our shared accomplishments together, and often spend holidays and ski trips together.
We are on-boarding rapidly! The team grew from 20 to 69 in 2016, and will grow to 140 and beyond in 2017.
We believe strongly in a data-driven approach to all that we do. We're constantly measuring and optimizing everything about the business.
We have close relationships with our customers. We see customers several times a month, and email with them several times a week.