Senior Director of Audience Strategy & GTM Programs, Gong
$243.8-362k
AI OS for revenue teams
Be an early applicant
AI OS for revenue teams
1001+ employees
Be an early applicant
$243.8-362k
1001+ employees
Company mission
To empower companies to unlock their full revenue potential.
Role
Who you are
- 10+ years in B2B marketing with deep expertise in lifecycle marketing, marketing automation, and demand generation, with 3+ years in senior or director-level roles leading teams and strategy
- Proven track record building and scaling programs in high-growth SaaS or enterprise software companies, with demonstrable impact on MQL volume, conversion rates, and pipeline generation
- Expert-level proficiency with marketing automation platforms (Marketo, Salesforce, ZoomInfo, 6sense, or similar signal-based GTM platforms)
- Strong strategic thinking combined with hands-on execution capability—comfortable setting vision while diving into campaign details, segmentation logic, and data analysis
- Deep understanding of B2B buyer journeys, funnel dynamics, and the interplay between marketing touchpoints and sales engagement in complex, multi-stakeholder sales cycles
- Demonstrated ability to use data and analytics to drive decisions, with experience establishing KPIs, building dashboards, and translating insights into action
- Systems thinker who builds scalable, repeatable programs; data-driven decision maker who balances rigor with judgment; pragmatic innovator who evolves programs thoughtfully
- Strong cross-functional collaborator who builds alignment and influence without direct authority; excellent communicator who articulates strategy to executives and coaches team members
- Experience in revenue intelligence, sales enablement, or adjacent categories; track record of program transformation strongly preferred
What the job involves
- As Senior Director of Audience Strategy & GTM Programs, you'll own how we interpret buyer behavior, decide when to engage, and orchestrate email and automation programs that drive meaningful conversion
- We're seeking a strategic leader to fully reimagine how Gong engages prospects and customers throughout their journey. You'll lead a lean, high-impact team focused on improving MQL volume, accelerating MQL-to-opportunity conversion rates, and ultimately fueling aggressive pipeline growth to meet current and future revenue goals
- This is a critical leadership role reporting to the VP of Growth & Demand Generation, with direct influence on Marketing's contribution to revenue
- You'll partner closely with Revenue Operations, Sales Development, Product Marketing, and Marketing Operations to build scalable, data-driven programs that protect our audience while driving results
- Define and execute Gong's audience strategy and customer engagement framework, establishing rules for who gets contacted, why, and when based on behavioral signals, intent data, and engagement patterns
- Own the strategic vision for signal-led marketing, determining which first-, second-, and third-party signals drive engagement decisions, leveraging AI to surface actionable patterns
- Own the strategy for contact acquisition to ensure we have a healthy database of key personas to target
- Audit, optimize, and rebuild Gong's nurture program portfolio, reimagining current programs and launching new, AI-first high-impact marketing flows that reengage lost opportunities, accelerate leads to meetings, and increase velocity to opportunity creation
- Serve as the Customer Zero leader for Engage and Enrich for marketing, partnering with Product to design and execute internal demand generation and engagement programs, validate audience strategies, and influence product roadmap through direct ownership of Gong’s GTM deployment
- Design and implement audience segmentation frameworks that enable precise targeting across buying stages, account priorities, personas, and behavioral triggers
- Drive funnel performance metrics including MQL volume, MQL-to-SQL conversion rates, pipeline sourced, and buying signal creation, establishing testing frameworks and continuous optimization practices
- Set engagement rules, suppression logic, and guardrails to protect audience health while maximizing conversion opportunities across all funnel stages
- Build and lead a team of individual contributors responsible for marketing automation and agentic workflows, audience segmentation, campaign operations, email strategy, copywriting, testing, and deliverability
- Develop a clear system to track program influence on pipeline quality and velocity, using data to inform strategic decisions and optimize engagement timing
- Foster a culture of intentional engagement, systems-first thinking, and outcome-driven execution while enabling team members to leverage AI for optimization and insight generation
Our take
In the world of sales, relying on traditional methods like CRM notes for customer insights can be a time-consuming nightmare. Sales reps often spend hours sifting through data, yet crucial details get lost and decisions end up being based on guesswork. Recognizing this challenge, Gong founders saw the potential of AI to bridge the information gap.
Gong's innovative solution goes beyond simply recording customer interactions, it analyzes them as well. Gong identifies potential red flags and offers recommendations on the fly, helping reps navigate conversations toward successful closures.
With a proven track record and a global customer base that includes tech giants like LinkedIn, Slack, and Shopify, Gong is making its mark on the industry. The company is now focused on expanding its reach internationally and forging new partnerships, solidifying its position as a leader in AI-powered sales intelligence.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
8% employee growth in 12 months
Company
Funding (last 2 of 8 rounds)
Jun 2021
$250m
SERIES E
Aug 2020
$200m
SERIES D
Total funding: $586m
Company benefits
- Mental health support resources
- Flexible wellness fund
- Work from home stipend
- Generous vacation days
- Quarterly recharge company shutdowns
- Parental leave
- Employee equity
- Retirement savings
- Commuter & parking benefits
- Training & development programs
- Employee resource groups
- Mentorship opportunities
Company HQ
The East Cut, San Francisco, CA
Leadership
Amit Bendov
(Co-Founder & CEO)Prior to co-founding Gong in 2015, Amit spent nearly 3 years as the CEO of SiSense and 5 years as CMO at Panaya.
Eilon Reshef
(Co-FOunder & CPO)Initially served as CTO at the company before transitioning into their current role. Co-founder and former VP of Webcollage (acquired by Answers in 2013).
Salary benchmarks
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