Director of Revenue Marketing

Job Title

Director of Revenue Marketing

Classification

Full-time, Exempt

Reports to

Chief Marketing Officer

Location

Washington, DC or East Coast preferred

Target salary range

$155,000 to $175,000 + variable (5%-10%)

What you'll do

Own pipeline-generating marketing strategy

• Build and manage the quarterly and annual revenue marketing plan in partnership with the CMO
• Develop segment-based and ICP-based campaign strategies designed to drive qualified pipeline
• Create and manage integrated campaigns across paid, email, webinars, virtual events, retargeting, partner motions, and outbound-assisted plays
• Translate company growth targets into campaign plans, channel mix, and pipeline goals
• Use AI tools to accelerate planning cycles, identify market patterns, and stress-test campaign assumptions

Lead account-based and sales-aligned marketing programs

• Define target account and target segment priorities with sales leadership
• Build and run practical ABM programs, with a focus on one-to-few and high-fit segment plays
• Leverage AI-driven intent signals, account scoring, and behavioral data to prioritize accounts and personalize outreach at scale
• Partner closely with SDRs and AEs to improve follow-up, account engagement, meeting creation, and conversion — using AI-assisted workflows where they improve speed and quality
• Lead regular pipeline reviews with sales to assess lead quality, campaign performance, and account progression

Drive campaign execution and performance

• Own campaign calendars, offer strategy, audience targeting, and go-to-market execution
• Partner with the Senior Director of Communications to turn core messaging and content into revenue-driving campaign programs
• Work with external content resources to produce campaign assets such as landing pages, webinar materials, sales enablement assets, and solution-focused content
• Apply AI tools to personalize campaign assets by segment, persona, and buying stage — improving relevance without multiplying production overhead
• Optimize programs based on performance, pipeline impact, and sales feedback

Manage reporting and optimization

• Partner with the Marketing Operations & Lifecycle Manager to define funnel metrics, attribution, scoring, and reporting needs
• Use AI-assisted analytics to surface trends, flag underperforming programs, and identify pipeline acceleration opportunities faster
• Monitor performance across key funnel stages, including inquiry-to-MQL or MQA, SAL, SQL, opportunity, and pipeline
• Make budget and channel decisions based on pipeline efficiency and conversion quality, not just volume
• Report on marketing-sourced and marketing-influenced pipeline, conversion rates, account engagement, and campaign ROI

Required experience

• 5-7+ years in B2B SaaS marketing, with strong experience in demand generation, revenue marketing, or growth marketing
• Proven track record of generating qualified pipeline in a competitive B2B environment
• Experience supporting sales teams with integrated campaigns and ABM programs
• Strong working knowledge of paid media, email marketing, webinars, landing page strategy, campaign planning, and funnel performance
• Experience partnering with sales leadership and SDR teams
• Strong analytical and decision-making skills with the ability to connect programs to pipeline and revenue outcomes
• Experience working with marketing automation and CRM platforms, in close partnership with marketing operations
• Demonstrated use of AI tools to improve marketing productivity, personalization, or performance analysis

Current tech stack

You'll inherit and build on an existing marketing and revenue technology stack, including: Salesforce, HubSpot, Chili Piper, ZoomInfo, G2, PathFactory, Allego, SEMrush, and Claude. Familiarity with these tools — or their close equivalents — is a plus.

Preferred experience

• Experience in companies with ACVs in the mid-market B2B SaaS range
• Experience in organizations with defined ICPs, segmented GTM motions, and multi-touch sales cycles
• Familiarity with intent data, account targeting, lead-to-account workflows, and revenue attribution
• Hands-on experience with AI-powered marketing tools (e.g., for account scoring, content personalization, pipeline analytics, or workflow automation)
• Experience managing contractors, freelancers, or agency partners

Ideal candidate profile

• Commercially minded and highly accountable
• Strong enough strategically to shape the plan, and hands-on enough to drive it
• Comfortable pushing for clarity and rigor with sales
• Curious, data-driven, and not reliant on stale playbooks
• Actively uses AI to move faster, personalize smarter, and make better decisions — not as a novelty, but as a standard part of how they work
• Able to prioritize a few high-impact programs instead of chasing every shiny object

Key performance indicators

• Marketing-sourced pipeline
• Marketing-influenced pipeline
• Qualified pipeline from target accounts and target segments
• MQL/MQA to SAL conversion
• SAL to opportunity conversion
• Cost per qualified opportunity
• Campaign contribution to pipeline and revenue
• Pipeline generated by channel, segment, and campaign

About ChurnZero

ChurnZero is the AI-powered platform and partner for customer growth, engineered for customer teams to deliver more recurring revenue and customer value at scale. ChurnZero's customer growth software connects proprietary Customer Success AI™, analysis, and automation to the customer experience, enabling personalized in-app communication, advanced health scoring, actionable reporting, accurate revenue forecasting, and scalability across every stage of team maturity. ChurnZero's team prides itself on being a top-rated partner, consultant, and coach to customer teams worldwide. Founded in 2015, ChurnZero is a remote-first company with headquarters in Washington, D.C.