Growth & Partner Marketing Manager, Common Room

• 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
• 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

Desirable

• 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
• 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
• 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