CloudOne Digital Careers

Description

• You think in accounts, not leads. A spike in MQLs doesn't excite you unless those MQLs are coming from the accounts you've decided to pursue. You've built named account lists before and you know the difference between inbound volume and qualified pipeline.
• You treat the BDR team as your primary customer. You don't hand sequences to Sales and hope for the best. You design the targeting logic, brief the messaging, monitor the performance, and iterate alongside the BDR team. Their win rate is your win rate.
• You've built a GTM playbook that people actually used. Not a slide deck. A living document with ICP segmentation, channel mix by deal type, messaging by persona, and Framemaking-style sales enablement assets that the BDR team pulled from because they worked.
• You make binary decisions fast. You give every program a defined runway and a clear success metric. When it's not working at the 6-week mark, you kill it without attachment to sunk cost. When it's working, you scale it without waiting for permission.
• You see the dark funnel and you're not afraid of it. You understand that most of your best accounts are researching Nexcess before they ever raise their hand. You know how to use 6sense, Bombora, and Pathfactory engagement data to find them, prioritize them, and escalate the right ones to the BDR team at exactly the right moment.
• You manage managers the way you'd want to be managed. You give your team clear ownership, genuine autonomy, and specific feedback. You don't micromanage execution — you set the strategy, align the resources, and hold the outcome.

Core Responsibilities

1. GTM Strategy & Playbook Development

• ICP Segmentation: Own the segment — defining target account clusters by ICP segment, firmographic profile, technographic signal, and buying stage — in close partnership with the Director, PMM, and Strategic Partnerships Manager
• GTM Playbook Architecture: Build and maintain the GTM playbook by ICP segment and deal type, covering channel mix, messaging framework, Framemaking motion by persona, ABX play design, and event pipeline strategy — updated quarterly against performance data
• Whitespace Expansion: Define whitespace account clusters within the existing customer base quarterly, feeding expansion plays to the Lifecycle Manager and flagging high-priority accounts to AEs with context and recommended next actions
• Signal Threshold Governance: Define what constitutes an at-risk churn signal vs. a whitespace expansion signal, establish SLAs with CS and AE teams for how fast they respond to alerts, and hold those teams accountable to the agreed response windows

2. Account-Based Programs & Pipeline Execution

• ABM Program Ownership: Design and run account-based programs across the named account list — coordinating target account selection, channel activation with the Growth Media Strategist, content routing through Pathfactory, and BDR sequence timing with the Growth Coordinator
• ABX Play Design: Design coordinated, multi-channel account-level experiences in partnership with the Growth Media Strategist — ensuring dark funnel channel activation, intent signal monitoring, direct mail timing, and BDR outreach land in a sequenced arc rather than as disconnected touches
• Pipeline Forecast: Own the marketing-generated pipeline forecast — producing weekly account movement updates, monthly CGO-ready pipeline reports, and quarterly program retrospectives with kill-or-scale recommendations for every active program
• Campaign Governance: Set the program calendar, define launch checklists, and ensure no campaign goes live without a defined hypothesis, success metric, attribution methodology, and 6-week decision point

3. BDR Strategy & Sales Enablement

• BDR Targeting Strategy: Define the outbound targeting logic for the BDR team — which accounts to pursue, in what order, with what persona prioritization — based on intent data, account fit scoring, and marketing program signals
• Sequence Strategy: Design the messaging framework and sequence logic for all BDR outbound programs, briefing the Growth Coordinator to build and maintain sequences in Salesloft or Outreach
• Sales Enablement Assets: Own the strategic brief for all sales enablement assets — battle cards, objection handling guides, Consensus Toolkit decks, competitive positioning — produced in partnership with PMM and Content Experience Manager
• Sales-Marketing Cadence: Run a weekly pipeline sync with BDR leadership to review account movement, sequence performance, and intent signal escalations — ensuring marketing programs and BDR outreach are coordinated, not competing

4. Team Leadership & Ecosystem Coordination

• Team Management: Lead, develop, and hold accountable the Growth Media Strategist, Events Manager, and Growth Coordinator — setting clear ownership, reviewing work against defined KPIs, and creating conditions for each role to operate with genuine autonomy
• Cross-Functional Alignment: Serve as the primary demand generation voice in cross-functional planning — aligning with Lifecycle on nurture timing, Content Experience on content track priorities, Web Experience on landing page CRO needs, Strategic Partnerships on partnership activation, and Events on pipeline targeting strategy
• Ecosystem Metric Reporting: Produce and own the weekly account movement report — which target accounts advanced stage, which stalled, which showed new intent signals, and what the coordinated re-engagement play is for accounts that have gone dark

Experience Requirements

• You have successfully held previous roles in (any of):
• Demand Generation Leadership: You have owned a marketing-generated pipeline target — not a lead volume goal — and hit it by building programs, not by running campaigns
• Account-Based Marketing: You have built named account lists, designed multi-channel ABM programs, and measured success at the account level rather than the lead level
• GTM Strategy: You have written GTM playbooks that execution teams actually used — with ICP segmentation, channel logic, messaging frameworks, and sales enablement assets built in
• Sales Enablement Ownership: You have designed the BDR targeting strategy and sequence logic, not just handed off a list and hoped for the best
• Intent Data Proficiency: Proven experience using 6sense, Bombora, or equivalent intent platforms to prioritize accounts, design escalation triggers, and measure the dark funnel lift of marketing programs
• Pipeline Accountability: Has been held to a marketing-generated pipeline number before — understands the difference between pipeline sourced, pipeline influenced, and pipeline at risk, and can defend each figure to a CFO
• Systems Thinking: Can design the logic of a GTM play — the if/then trigger architecture, the signal threshold, the escalation path, the attribution model — without needing a technical team to translate it
• People Leadership: Has managed a team of 2–4 ICs in a marketing function, with direct accountability for their output quality and professional development

Key Performance Indicators (KPIs)

• Marketing-generated pipeline: Total pipeline where lead source is not outbound SDR — the primary measure of this role's contribution to the business
• Target account coverage %: % of the named account list touched by at least one marketing channel in the last 30 days — the primary leading indicator of pipeline health
• Account stage progression rate: % of target accounts advancing through buying journey stages month over month — the measure of ecosystem velocity
• BDR meeting rate from target accounts: % of named accounts generating a BDR-booked meeting within a defined program window — the bridge metric between marketing activation and sales conversion
• Playbook adoption rate: % of GTM plays designed by this role that are actively executed by the BDR and AE teams — the measure of sales-marketing alignment quality

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