Head of Enterprise Marketing

About This RoleAI processing…

Key Responsibilities

• 1
  Co-own upmarket pipeline targets with Sales, with shared accountability for sourced and influenced pipeline
• 2
  Build and execute an enterprise demand playbook: ICP definition, target account selection, channel mix, offer strategy, and campaign design and execution
• 3
  Develop a vertical prioritization framework: define which industries and enterprise segments to pursue, in what order, and with what message
• 4
  Design account-based programs with messaging and experiences calibrated to high-fit accounts
• 5
  Own and maintain an annual marketing calendar that aligns campaign activity to business milestones, seasonal growth opportunities, and pipeline targets
• 6
  Source and manage contract and agency resources as needed
• 7
  Partner with Product and Sales to identify high-fit self-serve buyers and design conversion experiments that move them toward consolidated contracts
• 8
  Build lifecycle plays that nurture individual users into team and enterprise buyers
• 9
  Develop and iterate on the plays, offers, and sequences that convert product-qualified accounts into pipeline
• 10
  Meticulously track which channels, plays, and offers are driving inbound interest and conversions, and use that intelligence to sharpen programs continuously
• 11
  Build AI-first marketing ops and measurement frameworks that give the team real visibility into what's working
• 12
  Report regularly on pipeline contribution, channel efficiency, and program performance
• 13
  Partner daily with Sales on account priorities, ABM strategy, and pipeline reviews
• 14
  Brief and align with the in-house paid advertising team on enterprise-targeted campaigns
• 15
  Co-own enterprise lifecycle with RevOps, ensuring accountability is clear and programs are coordinated
• 16
  Own the strategy for high-touch deal acceleration programs—things like executive roundtables and leadership-level events—partnering with Field Marketing on execution
• 17
  Contribute to enterprise pricing and packaging strategy alongside Product and Sales, with an eye toward what moves deals forward and expands accounts
• 18
  Launch Descript's enterprise demand motion, with a defined ICP, target account list, vertical prioritization framework, and multi-channel playbook
• 19
  Co-own and hit upmarket pipeline targets in partnership with Sales
• 20
  Build upon the existing self-serve-to-enterprise conversion experiments with Product, with measurable account progression
• 21
  Build a measurement framework that gives the team clear visibility into channel performance, conversion rates, and pipeline attributionCreate and maintain a formal marketing calendar that the broader team runs off of
• 22
  Establish a functioning enterprise lifecycle program with RevOps
• 23
  Run at least one high-touch deal acceleration program (EBC, roundtable, or CxO event) in partnership with Field Marketing

Requirements

• 8+ years of B2B marketing experience, with at least 3 years building or scaling an upmarket or enterprise demand motion
• Experience at a PLG or product-led company—you understand the self-serve-to-enterprise conversion motion and have driven it
• Consumer-to-B2B crossover experience; you know how to market to users who are also buyers
• Strong analytical skills and a track record of building measurement frameworks that actually get used
• Experience co-owning pipeline targets with Sales in an accountable, collaborative way
• Deep familiarity with modern ABM tooling and CRM/MAP integration
• Experience building, or deeply partnering with, AI-native marketing ops and workflows
• Background in SaaS, media tech, or creative tooling
• Demonstrated ability to design and run conversion experiments across PLG funnels

Perks & Benefits