CloudOne Digital Careers

Description

• You enjoy solving puzzles with clues, like an escape room. You don't see a spike in 6sense intent as a "lead"; you see it as a clue that needs to be solved by connecting the right stakeholder with the right content.
• You think in workflows and "if/then" statements in everyday life. You find yourself automating your own life and constantly looking for the most efficient path from A to B.
• You feel like the Sales team is an extension rather than another team. You understand that Marketing only wins if the Sales floor is winning. You view BDRs and AEs as your primary customers.
• You create personalized gifts for friends and family. You hate generic. You understand that in Enterprise sales, a deeply personal "hook" beats a high-volume blast every single time.
• You often predict the endings of movies. Your brain naturally maps out trajectories. You can see where a buyer is headed based on the trail of digital breadcrumbs they leave behind.
• You start things before you fully understand them. You have a bias for action. You’d rather design a pilot in 6Sense and optimize the strategy on the fly than wait for a "perfect" plan that never ships.

Core Responsibilities

1. Operationalizing Predictive GTM (6sense, ZoomInfo, Nooks, Sales Navigator)

• Strategic Translation: Translate Product Marketing's high-level ICP and market focus into specific, actionable 6sense segments and keyword universes.
• Intent-to-Action Architecture: Design the systemic triggers that turn "Dark Funnel" signals into prioritized sales motions within Nooks and Sales Navigator to be built by the Marketing Technology Manager.
• Committee Engagement Logic: Architect the multi-threaded engagement tracks that ensure we are influencing the correct personas (CFO, CTO, Ops) at the right time.

2. Lifecycle & Journey Frameworks (HubSpot)

• Full Funnel Strategy: Develop the strategic logic for account-based lifecycle stages and manage Lifecycle Marketing Manager’s roadmap.
• MQA & 6QA Governance: Establish and refine the qualification criteria for 6sense Qualified Accounts (6QAs), ensuring the sales team receives only high-intent, high-fit opportunities for prospecting.
• Journey Mapping: Collaborate with Product Marketing and Lifecycle Marketing to map the "Ideal Buyer Journey," identifying where automated nurturing ends and high-touch sales intervention begins.

3. Content Experience Strategy (PathFactory)

• Diagnostic Journey Mapping: Architect the PathFactory "Content Tracks" to reflect our Framework Sale methodology. You define the sequence of information; the Content Experience team manages the assets.
• Intelligence-Driven Refinement: Analyze PathFactory consumption data to provide the Content Team insights on content performance, suggesting strategic pivots to address "Intent Gaps."
• Personalization Logic: Define the rules for onsite personalization that allow our digital presence to shift dynamically based on account behavior and industry.

4. Sales Enablement & Cross-Functional Alignment

• Sales-Marketing Bridge: Ensure the Sales organization is equipped to execute the GTM plays you’ve designed, focusing on the adoption of Sales Intelligence, Nooks and Sales Navigator.
• Campaign Enablement: Define how we launch campaigns and inform Sales/CS teams along with Product and Lifecycle Marketing
• Performance Synthesis: Monitor the "Intent Loop" performance and provide synthesized reporting on Pipeline Velocity, Account Penetration, and Stack ROI.

Experience Requirements.

• You have successfully held previous roles in (any of):
• Account-Based Marketing (ABM): You know how to hunt accounts, not just fish for leads.
• Personalization: You have designed dynamic experiences that pivot based on account identity.
• Sales Enablement: You have a proven track record of increasing adoption among busy sellers.
• Product Management: You have taken ideas from user story to launch for several stakeholders.
• Predictive GTM Proficiency: Proven experience utilizing 6sense (or equivalent intent data) to drive measurable pipeline growth.
• Systems Thinking: The ability to take a high-level strategy and break it down into the technical logic and process steps required for a team to execute it.
• Technical Fluency: A "Strategist’s understanding" of revenue technology—knowing exactly what the tools are capable of to design valid frameworks.
• Collaborative Leadership: Ability to work closely with Growth Team Leadership while effectively managing Lifecycle, Performance, and Content specialists.

Key Performance Indicators (KPIs)

• Pipeline Velocity: Speed of account progression through the 6sense buying stages.
• Account Penetration: Breadth of engagement across the buying committee in target segments.
• Content Influence: The impact of PathFactory-curated journeys on deal progression and win rates.
• Playbook Execution: The successful adoption and conversion rate of orchestrated GTM plays by the Sales team.

Work Environment

• While performing the essential duties of this job, the individual is regularly required to speak and hear
• While performing the essential duties of this job, the individual is regularly required to use hands for keyboarding, gross manipulation, and fine manipulation
• Works at a desk and computer screen for extended periods of time
• Works in a traditional climate controlled office environment or from home
• Works in a highly stressful environment dealing with a wide variety of challenges, deadlines and diverse employee population