Vice President Demand Generation and ABM @ Icertis

Vice President Demand Generation and ABM

Posted on 2/11/2023

INACTIVE

1,001-5,000 employees

Contract management software

Company Overview

Icertis wants to be the contract intelligence platform of the world. With unmatched technology and category-defining innovation, Icertis pushes the boundaries of what’s possible with contract lifecycle management (CLM). The AI-powered, analyst-validated Icertis Contract Intelligence (ICI) platform turns contracts from static documents into strategic advantage by structuring and connecting the critical contract information that defines how an organization runs.

Locations

Seattle, WA, USA

Experience Level

Entry

Junior

Mid

Senior

Expert

Desired Skills

Data Analysis

Marketing

Sales

Requirements

10+ years of experience in B2B Demand Generation in a mid to large size enterprise software company
5+ years of experience leading a global Demand Generation Team or Demand Center model
Expertise with account-based marketing and demand funnel KPIs. Experience using Intent Data throughout the funnel. Demonstrable expertise in ABM strategy and execution
Experience leading or working directly with Inside Sales a strong plus
Expertise in understanding data, telling stories, and executing across channels to create a customer-focused experience
Proven track record of maximizing results and optimizing Demand Generation programs using modern marketing tools and channels
Fluency in and successful demonstration of optimizing demand generation metrics for ABM, Inbound lead development, pipeline orchestration, field marketing, and partner marketing
Passion for understanding key buyer personas and the Icertis platform to identify the optimal paths for communicating and engaging customers throughout the buyer's journey
Understanding of Partner Marketing strategies, partner ecosystems, and value of strategic alliance relationships
Experience with various MarTech solutions such as Demand Base, 6Sense, ZoomInfo, Drift, Pardot, Marketo, as well as approaches to test and optimize them
Experience in or leading a Marketing Operations team with competency for understanding and driving improvement in core MOps processes, functions, and tools
Gumption: leads with a high degree of proactivity and accountability. Proactively collaborates with executives and stakeholders frequently and instills this mindset in their teams
Proven track record of building, developing, and elevating a high-performing team and creating strong business stakeholder relationships
Strong analytical and quantitative skills to track campaigns, scale success and maximize effectiveness
Strong ability to review and inspect data results, guide analysis where needed, and make data-driven decisions and strategy
FORTE: embodies and consistently demonstrates the Icertis values of Fairness, Openness, Respect, Teamwork and Execution

Responsibilities

Responsible for design, implementation, and measurement of demand generation initiatives, tactics, and campaigns
Partner closely with vertically-organized sales leaders and reps to develop a strategy that supports strong quarterly sales pipeline and revenue goals. Advocate for what sales needs, and keep sales informed on marketing priorities
Manage overall demand generation and growth strategy, programs, and budget to cover key personas, verticals and segments
Lead regional Field Marketing teams in North America, EMEA and India / APAC, connecting global campaigns with local execution and delivering pipeline and revenue objectives across the globe
Plan, execute, scale and optimize high-performance ABM programs to deliver to our aggressive demand generation goals and sales success. Support revenue expansion with targeted ABM plays focused on extending value in current customer base
Align specific, measurable outbound campaign motions for Inside Sales team members to generate demand. Ensure Inside Sales team follows-up and nurture activities are swiftly and expertly executed to yield highly qualified opportunities
Collaborate with Product Marketing to position our features and innovation to benefit new and existing customers and differentiate the company from competition
Lead partner marketing and co-marketing strategy, leveraging quantitative and qualitative feedback to develop and drive optimal partner marketing mix to drive demand and deliver measurable pipeline growth
Drive alignment and collaboration with stakeholders and peers across Alliance & Partners, Sales, and Strategy teams to continue to grow and mature our partner ecosystem and improve ROI
Manage and mature our Marketing Operations function, including data & analytics, campaign operations, and marketing automation, to continuously improve core Marketing processes and best-practices and ensure our MarTech stack is optimized to deliver outstanding business results
Partner closely with sales leadership and Revenue Operations to continually improve and refine lead scoring, waterfall metrics, attribution, lead flow process, and ensure optimal flow through the lead lifecycle
Regularly inform stakeholders across marketing, sales, and revenue operations of insights on marketing performance to ensure cross-functional alignment on the best possible data-driven marketing strategy
Drive executive reporting cadence on Demand, including campaign and channel performance, partner contribution, and pipeline growth. Establish tracking and measurement to optimize programs based on real-time results, while reporting on the value delivered by our demand generation efforts
Continuously evaluate the performance and ROI of campaigns, adjusting demand tactics and strategy accordingly to optimize budget

With unmatched technology and category-defining innovation, Icertis pushes the boundaries of what’s possible with contract lifecycle management (CLM). The AI-powered, analyst-validated Icertis Contract Intelligence (ICI) platform turns contracts from static documents into strategic advantage by structuring and connecting the critical contract information that defines how an organization runs. Today, the world’s most iconic brands and disruptive innovators trust Icertis to fully realize the intent of their combined 7.5 million+ contracts worth more than $1 trillion, in 40+ languages and 90+ countries.

Who we are: Icertis is the only contract intelligence platform companies trust to keep them out in front, now and in the future. Our unwavering commitment to contract intelligence is grounded in our FORTE values—Fairness, Openness, Respect, Teamwork and Execution—which guide all our interactions with employees, customers, partners and stakeholders. Because in our mission to be the contract intelligence platform of the world, we believe how we get there is as important as the destination

Icertis is searching for a dynamic, high energy and results driven Vice President, Demand Management to join our senior leadership team. The successful candidate will be responsible for leading a targeted demand generation strategy to drive a high volume of highly qualified opportunities, resulting in revenue and logo growth. Reporting to the Chief Marketing Officer, this passionate DG expert will drive the strategy for customer targeting for all demand channels and will lead teams executing sales-aligned ABM programs, global Field Marketing efforts, and Partner Marketing initiatives to deliver revenue growth targets. Responsibility also includes oversight of the Marketing Operations team, working to fortify the backbone of the Icertis Marketing organization and enable data-driven decision making, continuous process improvement, and excellence in execution. This leader will also support alignment of the Inside Sales outbound motions.

This role will require a passionate and seasoned marketer who excels in demand gen strategy and operational excellence. Critical to success will be deep collaboration with Sales, Sales Ops, Alliance & Partners, Product Management, Product Marketing, Digital Marketing, and Corporate Marketing to drive measurable outcomes. This leader will play a key role in optimizing our existing demand generation engine to deliver scalable, data-driven initiatives and campaigns. Seattle area highly preferred but will consider remote.  #LI-remote

What you will do:

Responsible for design, implementation, and measurement of demand generation initiatives, tactics, and campaigns.
Partner closely with vertically-organized sales leaders and reps to develop a strategy that supports strong quarterly sales pipeline and revenue goals. Advocate for what sales needs, and keep sales informed on marketing priorities.
Manage overall demand generation and growth strategy, programs, and budget to cover key personas, verticals and segments.
Lead regional Field Marketing teams in North America, EMEA and India / APAC, connecting global campaigns with local execution and delivering pipeline and revenue objectives across the globe
Plan, execute, scale and optimize high-performance ABM programs to deliver to our aggressive demand generation goals and sales success. Support revenue expansion with targeted ABM plays focused on extending value in current customer base.
Align specific, measurable outbound campaign motions for Inside Sales team members to generate demand. Ensure Inside Sales team follows-up and nurture activities are swiftly and expertly executed to yield highly qualified opportunities.
Collaborate with Product Marketing to position our features and innovation to benefit new and existing customers and differentiate the company from competition
Lead partner marketing and co-marketing strategy, leveraging quantitative and qualitative feedback to develop and drive optimal partner marketing mix to drive demand and deliver measurable pipeline growth
Drive alignment and collaboration with stakeholders and peers across Alliance & Partners, Sales, and Strategy teams to continue to grow and mature our partner ecosystem and improve ROI
Manage and mature our Marketing Operations function, including data & analytics, campaign operations, and marketing automation, to continuously improve core Marketing processes and best-practices and ensure our MarTech stack is optimized to deliver outstanding business results
Partner closely with sales leadership and Revenue Operations to continually improve and refine lead scoring, waterfall metrics, attribution, lead flow process, and ensure optimal flow through the lead lifecycle.
Regularly inform stakeholders across marketing, sales, and revenue operations of insights on marketing performance to ensure cross-functional alignment on the best possible data-driven marketing strategy.
Drive executive reporting cadence on Demand, including campaign and channel performance, partner contribution, and pipeline growth. Establish tracking and measurement to optimize programs based on real-time results, while reporting on the value delivered by our demand generation efforts.
Continuously evaluate the performance and ROI of campaigns, adjusting demand tactics and strategy accordingly to optimize budget.

What you will bring:

10+ years of experience in B2B Demand Generation in a mid to large size enterprise software company
5+ years of experience leading a global Demand Generation Team or Demand Center model
Expertise with account-based marketing and demand funnel KPIs.  Experience using Intent Data throughout the funnel. Demonstrable expertise in ABM strategy and execution.
Experience leading or working directly with Inside Sales a strong plus
Expertise in understanding data, telling stories, and executing across channels to create a customer-focused experience
Proven track record of maximizing results and optimizing Demand Generation programs using modern marketing tools and channels
Fluency in and successful demonstration of optimizing demand generation metrics for ABM, Inbound lead development, pipeline orchestration, field marketing, and partner marketing
Passion for understanding key buyer personas and the Icertis platform to identify the optimal paths for communicating and engaging customers throughout the buyer’s journey
Understanding of Partner Marketing strategies, partner ecosystems, and value of strategic alliance relationships
Experience with various MarTech solutions such as Demand Base, 6Sense, ZoomInfo, Drift, Pardot, Marketo, as well as approaches to test and optimize them
Experience in or leading a Marketing Operations team with competency for understanding and driving improvement in core MOps processes, functions, and tools
Gumption: leads with a high degree of proactivity and accountability. Proactively collaborates with executives and stakeholders frequently and instills this mindset in their teams
Proven track record of building, developing, and elevating a high-performing team and creating strong business stakeholder relationships
Strong analytical and quantitative skills to track campaigns, scale success and maximize effectiveness
Strong ability to review and inspect data results, guide analysis where needed, and make data-driven decisions and strategy
FORTE: embodies and consistently demonstrates the Icertis values of Fairness, Openness, Respect, Teamwork and Execution

What we offer:

We are committed to the health and well-being of all Icertians, their families, the communities they live in, and our customers. This commitment is represented in the Icertis “Four Rings of Responsibility”: Take Care of Self, Take Care of Family, Take Care of Community, and Take Care of Business, in that order.

To support these commitments, Icertis offers excellent health and welfare benefits, a generous 401k match, and a robust paid time off program. Here are some of the other reasons we’ve been named a Top Company to Work for by Seattle Business Magazine for the sixth year in a row!

• Equity (RSUs) and shared ownership in the company

• Flexible work location (role dependent)

• Paid maternity and paternity leave

• 7 Days for Humanity in 2023 – paid volunteer days

• Generous holidays including the 4th of July week off – paid

• Extensive remote onboarding program and virtual employee engagement events

This specific role might not be for you, but maybe you have a friend who would be a perfect fit. Please forward this opportunity to anyone who wants to help Transform the Foundation of Commerce!

Base Salary Compensation:

Min $ 222,500

Max $ 333,500

Pay offered will vary based on job-related factors such as location, experience, training, skills, and abilities.

In addition to the base salary an annual target bonus and equity component is included in the compensation package.

Icertis, Inc. provides Equal Employment Opportunity to all employees and applicants for employment without regard to race, color, religion, gender identity or expression, sex, sexual orientation, national origin, age, disability, genetic information, marital status, amnesty, or status as a covered veteran in accordance with applicable federal, state and local laws. Icertis, Inc. complies with applicable state and local laws governing non-discrimination in employment in every location in which the company has facilities. If you are in need of accommodation or special assistance to navigate our website or to complete your application, please send an e-mail with your request to [email protected] or get in touch with your recruiter.

By submitting your application you acknowledge that you have read Icertis’s Privacy Policy (https://www.icertis.com/privacy-statement/)

Icertis is not open to third party solicitation or resumes for our posted FTE positions. Resumes received from third party agencies that are unsolicited will be considered complimentary.