Director of Account-Based Marketing

LaunchDarkly is looking for an accomplished Director of Account-Based Marketing to be a senior member of the growing Revenue Marketing team.

Reporting to the Senior Director, Revenue Marketing, you will work side-by-side with Revenue to create, execute, track, and refine the marketing strategy in pursuit of landing key prospects and expanding LaunchDarkly’s footprint across our strategic customer accounts. We ask that you have a strong background in developing and managing integrated, highly customized, one to few and one-to-one marketing campaigns and programs including messaging/content, digital advertising, email, direct mail, live and virtual events. You will implement Account-Based Marketing (ABM) strategy with a data-driven approach, testing and evaluating success of campaigns. 

The ideal candidate is highly analytical and comfortable digging into territory, account and pipeline data to uncover opportunity areas that drive your targeted marketing strategy and activities. The Director of ABM will collaborate closely across Marketing, Revenue, and BDR teams.

Responsibilities:

• Work directly with Enterprise sales teams to gain a understanding of territories and build compelling ABX plans for top accounts (1:1, 1:Few, and 1:Many).

• execute an ABX plan that promotes LaunchDarkly’s global new business sales strategy aimed at the Enterprise segment (organizations of 1,000+ employees).

• Help design the future-state Enterprise ABX marketing function, including building and developing a team of marketing talent to more deeply impact the Enterprise segment.

• Own and leverage our ABM martech stack including 6Sense, Qualified, and others to drive engagement and pipeline from target accounts.

• Conduct deep analysis of existing Enterprise accounts to define high expansion potential accounts. Identify opportunities within top accounts through predictive analytics and intent tools to target the right individual, line of business, division in your ABM plans.

• Adapt global campaigns and content for account-specific activities. In collaboration with Regional Field Marketing Managers, Integrated Campaign Managers, Sales, and BDRs; strategize, build and execute integrated lead gen campaigns for target accounts that include events, email, direct-mail, digital, paid & organic search, video, blog and other audience-specific content.

• Partner with content marketing, customer marketing, product marketing and sales to create materials that highlight customer successes and stories that can be used to build demand in similar accounts.

• Apply an experimentation mindset to ABM campaigns to drive, test, learn, and improve.

• Provide consistent reporting, campaign insights and pacing toward goals to stakeholders.
  

What you’ll need to be successful:

• Sympathy: You are eager to understand customer mindset and pain points to create an advertising strategy that achieves business goals and meets customer needs.

• Team-Oriented: You thrive when collaborating and navigate easily between different partners, product development and marketing teams.

• Great Communication: You have natural relationship building skills to successfully work with cross-functional team members. You are a master of the written word, with excellent attention to detail

• Certitude: You understand that technology can simplify, delight and enhance our lives and hope to build transformative innovation through your career.

• Startup Mentality: You thrive in a high-intensity environment where you balance multiple projects and can prioritize your work both short and long term.

• Drive: You are motivated to achieve success both at work and in your personal life.

• Commercially Aware: You understand how content ties to our goals, understand target audience profiles and insights, and incorporate these into effective UX and marketing copy

Qualifications:

• 7+ years of Business-to-business (B2B) marketing experience (demand generation, field marketing, digital marketing) with 3+ years of hands-on ABM experience

• 1+ years of team management experience

• Experience in account-based marketing; field/regional marketing, event marketing, demand generation, or marketing ops.

• Experience and comfort working directly with sales leadership and regional sales teams to jointly pursue new pipeline, accelerate deals and close business.

• Existing experience with Salesforce and Marketo, and ABM tools like 6Sense, DemandBase, Uberflip, etc. (6Sense experience preferred).

• Ability to measure the impact and effectiveness of campaigns and recommend changes that result in higher engagement, conversions, and pipeline generation.

• Prior event and direct-mail experience, especially white-glove executive programs.

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