Vice President Demand Generation and ABM
Posted on 2/11/2023

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.
Seattle, WA, USA
Experience Level
Desired Skills
Data Analysis
  • 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
  • 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