Growth & Partner Marketing Manager, Enterprise at Common Room

Why we need you:

We’re looking for a driven, entrepreneurial Growth & Partner Marketing Manager to join our team of Marketers to help us build out our Enterprise pipeline generation engine (companies with 500+ employees).

We’re leading out in the creation of one of the fastest-growing categories in GTM tech, winning the hearts and minds of GTM operators each day. We count ourselves lucky to serve forward-thinking brands in SaaS (Atlassian, Notion, Zapier, and more) and are now in the exciting position of being pulled up-market.

We have exciting (and ambitious) pipe-gen and revenue goals for this upcoming year and our success in the Enterprise segment will play a critical role in helping us achieve our vision.

As our Growth & Partner Marketing Manager, focused on our Enterprise segment, you’ll be relied upon to execute against our current Enterprise pipe-gen theses, while also identifying, and experimenting with new ways to generate pipeline in the Enterprise. You’ll collaborate closely with the Sales Development and Sales teams as you do so.

We believe the incremental Enterprise pipeline growth we need to unlock will come from making informed bets across a variety of channels and tactics. A few of the key levers we’d expect to be responsible for a sizable share of the incremental pipeline growth include:

• Live events: face time and building strong brand associations with two primary groups within the enterprise is critical—1) Sales and revenue leaders, 2) Revenue/Sales operations leads.
  
  
• Strategic partnerships & co-marketing:
  
  • Ecosystem / Influencer: The GTM tooling market is extremely noisy and there’s a relatively low degree of trust—customers have been burned too many times in the revenue technology space. By identifying and working with ecosystem and influencer partners (think SDRLeaders community or Pavillion) that have already built up a high degree of trust with revenue leaders working at companies within our Enterprise target account list, we’ll put ourselves in a good position to break through the noise.
  • Technology: Common Room aims to help RevOps leaders, SDRs and AEs generate pipeline efficiently and effectively. Within the pipeline generation user journey, there are other software vendors/players that pair well with our value proposition and whose audience skews towards the Enterprise (500+ employees). By identifying, prioritizing, and working with these vendors on co-marketing, and other partner-related activities, we’ll gain more and higher-value exposure. This exposure, combined with creative demand capture tactics should yield Enterprise pipeline that converts.
    
    
• Groundswell: By generating groundswell momentum, our outbound efforts will be more efficient and we will see inbound interest increase. There are two main ways we can/should consider making stronger inroads here.
  • Events, and competitions focused on end-user or team lead personas within Enterprise orgs.
  • Lightweight tools that these personas can use on a ~daily to ~weekly basis to do their jobs better

While we believe that a sizable portion of inbound Enterprise pipeline growth will be concentrated in the above areas / tactics, there are likely other areas that will contribute to creating an Enterprise engine that consistently delivers on our targets (e.g.; 1:1 ABM programs, Direct mail, hyper-targeted email programs, etc.). You will be tasked with identifying other means of generating Enterprise pipeline, testing your hypotheses in these new areas, and leaning into the experiments that work.

How you’ll contribute:

Core investment areas:

• • Events: Partner with our Marketing Programs manager to plan, recruit and execute against a set of events that are designed to generate Enterprise pipeline.
  • Partners: Build out a cohesive partner marketing program—identifying, engaging, and running joint programming with key technology and influencer partners who have influence and sway within our Enterprise audience.
  • Groundswell: Building strong inroads with our end-users (SDRs / AEs, and Revenue Ops) within our target accounts via catered events, tools, and programming.

Continuous experimentation:

• • Data-informed thesis building: Use quantitative, and qualitative methods to add to our overarching thesis on what we need to do to hit our Enterprise pipeline goals.
  • Collaboration: Develop an Enterprise-pipeline programs and experimentation roadmap with leaders and team members across Marketing, Sales Development, and Sales.
  • Own end-to-end execution: Take the lead on prioritizing, orchestrating (quarterbacking) and executing against the programs and experiments in your plan, keeping an eye on our ultimate objective–driving more Enterprise pipeline.
  • Willing and fast learner: Stretch yourself by being willing to jump feet first into running programs you may have little to no experience running.
  • Ownership mentality: Take ownership of (set up) the metrics that will be used to define the success of your programs and report back on how the experiments perform.

You will enjoy being a member of the team if you:

• Growth & Partner marketing: Have experience across both Growth and Partner marketing, with deep experience in at least one of these areas.
• First principles approach: Are a first principles thinker who works backwards from the objectives to arrive at a set of hypotheses to test.
• Entrepreneurial drive: Consider yourself and are considered by others to be “entrepreneurial” and a “self-starter”. Problems excite rather than intimidate you. You like setting and being held to clear goals and objectives, and you’re willing and even eager to try and succeed with new things.
• Data dangerous (not expert): Are data savvy with a penchant for avoiding paralysis by analysis–you’re comfortable manipulating and analyzing data in a spreadsheet. You feel confident in your ability to derive useful insights, given the level of data access we have (SFDC, HubSpot, Metabase, Google analytics, Common Room, etc)
• Bias for action: Have a “just do it” attitude with a strong bias for action and can discern when it’s time to lean on experience and intuition vs. hard data.
• Collaborative and opinionated: Thrive in a collaborative environment, and have a tendency to form and share strong opinions, based on your learnings and experience.
• Work ethic, but fun :) : You work hard but also don’t take yourself too seriously and get a lot of joy from connecting with the team around you.

Requirements (and bonus points):

Must have:

• • Relevant experience driving demand and/or partnerships for a revenue technology (SaaS) company.
  • 3+ years of related experience, owning and executing programs that have heavily contributed to enterprise growth and demand pipeline numbers in a high-growth B2B SaaS company. 
  • History of building strong partnerships and cross-team execution with Sales Development and/or Sales teams.
  • Experience managing or working with Marketing and Sales technologies– e.g. HubSpot, Marketo, Salesforce, Outreach, Sanity (or another CMS), Google Analytics, Google Tag Manager.

Bonus points:

• • Strong experience with one or several of the following: 
    • Running partner and/or co-marketing programs
    • Setting up highly targeted 1:1 account-based plays or programs
    • Driving enterprise pipeline via event sponsorships or other field marketing activities
    • Executing successful referral programs w/ ACVs of over $50k
  • Relevant experience driving Enterprise demand at series B or C startup
  • Relevant experience working at a startup with a Freemium or Free trial motion (PLG)
  • Experience using Outreach, Google Analytics, Sanity.io, A/B testing software, etc.