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Director, Revenue Marketing

HUMAN

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See open jobs at HUMAN.See open jobs similar to "Director, Revenue Marketing" NightDragon.

Marketing & Communications

United States

Posted 6+ months ago

HUMAN was founded in 2012 in a Brooklyn sci-fi bookstore by Tamer Hassan, Michael Tiffany, Dan Kaminsky, and Ash Kalb. Our humble beginnings led to the creation of the Human Defense Platform, the backbone of all our products that safeguards enterprises from sophisticated bots, fraud, and account abuse. Today we verify the humanity of more than 20 trillion interactions per week for some of the largest companies and internet platforms.

Our hacker roots still permeate everything we do. You will be a part of the HUMAN front line in our commitment to protecting companies (and in turn, their customers) from both revenue and reputation risk caused by digital attacks. However, HUMAN is not the center of this story. Humans like yourself are. We firmly believe in putting people first. This approach spans our extensive total rewards package, inclusive of competitive compensation, benefits, stipends - as well as our day-to-day culture - to ensure every human is empowered to do the best work of their life. We want to hear about the marathon you’re training for. We want to see pictures of your pets. We want to know your favorite robot (we have many).

Even if you’re not a conventional “hacker” we can assure you that you are a hacker in your own right. We want to work with people like you who break down problems to build up better solutions. That’s what makes us HUMAN.

You’ll be joining us at an exciting moment in the HUMAN story: we joined forces with PerimeterX in a market-changing merger, as well as recently acquired clean.io to enhance the Human Defense Platform. Together under the HUMAN brand, we will disrupt the economics of cybercrime. We hope you can join us in that mission.

We are seeking a Director of Revenue Marketing to join our team. This "player-coach" role is key to driving revenue growth, acceleration, and enablement by leveraging the power of strategic Account-Based Marketing (ABM) in close alignment with Sales and Marketing to deliver coordinated buyer experiences. The ideal candidate will also have a strong performance marketing background in order to manage campaign effectiveness in the context of pipeline stage productivity and efficiency, through to CAC and LTV. Deep understanding of the marketing-sales funnel, and an adeptness at leveraging analytics for strategic decision-making is critical. Your success will be supported, and achieved, through close collaboration with Product Marketing, Sales Development, Account Executives (AEs), and Customer Success teams.

Player Responsibilities:

Develop and execute ABM strategies in collaboration with strategy and Sales teams, driving revenue growth and funnel efficiency.
Lead the relationship with the agency managing the digital demand budget.
Enhance prospect experiences across ABM channels.
Collaborate with Sales to improve lead quality, conversion rates, and overall funnel efficiency.
Leverage data for insights, content recommendations, and campaign enhancements, with a focus on KPIs including channel conversion rates, CAC and LTV.

Coach Responsibilities:

Establish a set of efficient, repeatable cross-functional processes to enable teams to work smarter and more strategically.
Align messaging of ABM programs based on customer journey segmentation, in partnership with Product and Corporate Marketing Teams and Sales. Advise on content needs (format, type, channel) by journey stage for an overall connected digital experience.
Oversee ABM and non-ABM channel effectiveness, ensuring optimal marketing spend distribution against KPIs such as qualified pipeline, revenue, CAC, and LTV.
Supervise the tracking of funnel efficiency and performance metrics within the marketing revenue framework.
Partner closely with Marketing Operations and Web Experience teams to ensure implementation of SFDC campaign architectures and that your efforts support inbound growth goals from target accounts.
Lead performance reviews, showcasing the impact of investments and engagements on pipeline, stage-level conversion, revenue and topline metrics such as CAC and LTV.
Cultivate a culture of continuous learning and improvement in the Marketing team.

Systems and Technology Experience:

Must have: CRM Systems (e.g., Salesforce): Leveraging CRM to track campaign health, opp tracking, and sales funnel analysis
ABM Platforms (e.g., 6sense, Demandbase): Identifying and targeting key accounts, building and managing audience segments, and gauging ABM campaign coverage
Analytics and BI Tools (e.g., Clari, Domo, Looker): Drawing actionable insights from data, maintaining visibility into funnel progression and proactively identifying areas of funnel that need support
Workplace Productivity (e.g. Google Sheets, Docs, Slides): Working within productivity tools to plan, document and present
Project Management Tools (e.g., Asana, Monday): Overseeing workflows, tracking project progression, and fostering team collaboration for on-time delivery
Collaboration Tools (e.g., Slack, Microsoft Teams): Stay connected, keep teams updated and leverage to offset need for “those” unnecessary meetings
Nice-to-have: SEO Tools (e.g., SEMRush, SimilarWeb): Be able to conduct keyword research and competitor strategies to help inform your program strategies
Marketing Automation Platforms (e.g., Marketo, HubSpot): Advise on email strategy, connectedness with campaign touchpoints, ensuring sales and marketing alignment.
Sales Enablement Tools (e.g., Seismic, Highspot): Partner with PMM team to align marketing and sales efforts with strategic utilization of marketing resources in the sales process.

Who you are:

8+ years in B2B SaaS marketing, including 2+ years in leadership
Experience drawing actionable insights from data, maintaining visibility into funnel progression and proactively identifying areas of funnel that need support
Expertise in executing ABM programs and segmentation strategies that drive revenue
Experience managing performance marketing channels focusing on new logo pipeline and revenue; customer expansion familiarity is a bonus
Comprehensive understanding of the B2B SaaS customer journey and marketing's role at each funnel stage
Strong analytical skills with a data-driven approach, including funnel efficiency and key metrics such as lead conversion to opportunity rate, stage-to-stage conversion rate, CAC and LTV
Extensive collaboration with Sales, Partner, Product Marketing, Corporate Marketing, and Customer Success teams

HUMAN prides itself on being an equal opportunity workplace. We firmly believe in putting people first regardless of who you are, where you come from, how you identify, or who your favorite robot is (we have many). We are on a mission to protect the integrity of the internet for everyone, so we welcome all individuals to come to share their unique experiences and perspectives as we fight against cybercrime together!With Humans located in all parts of the world, we’ve fully embraced our diversity of thought and are always looking for innovative ways to connect with one another - even in virtual reality! Although New York City is our HQ, with teams in London, Virginia, and Victoria, we trust our Humans in choosing where they work and how they work. The benefits package we provide reflects our remote-first culture and our commitment to our Humans’ personal career development, which includes annual stipends for home office setup, wellbeing, and learning & development. We also offer flexible time off, no-meeting Fridays, R2D2 days, sabbatical programs, and so much more.

We’re constantly trying to anticipate the needs of our Humans to ensure each one of us is equally prepared to do some of the best work of our life. Taking care of one another is part of the HUMAN experience and how we build true HUMAN connections.

If you are an individual with a disability or special need that requires accommodation, please contact us directly.

The base pay range for this position is $175,000-$185,000, which can include additional on-target commission pay/bonus. The base pay offered may vary depending on job-related knowledge, skills, and experience. Stock options and other incentive pay may be provided as part of the compensation package, in addition to a full range of medical, financial, and/or other benefits, depending on the position ultimately offered.