Director of Demand Generation

| Greater Boston Area
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Office: Boston, MA, San Francisco, CA, Tampa, FL or Remote


About Drift

Drift is the Revenue Acceleration platform that uses Conversational Marketing and Conversational Sales to help companies grow revenue and increase customer lifetime value, faster. More than 50,000 businesses use Drift to align sales and marketing on a single platform to deliver a unified customer experience where people are free to have a conversation with a business at any time, on their terms. Our mission is to use conversations to make business buying frictionless, more enjoyable, and more human.As the Director of Demand Generation you will lead the entire marketing team in defining the quarterly/bi-annual campaign planning process that aligns the content, creative and web teams on priorities for each quarter. Align with the digital marketing team in order to ensure messages and offers we’re using in our campaigns are also being executed through all digital channels.


What You’ll Do as the Director of Demand Generation:


Identify key levers of growth for each business unit and communicate these levers across the entire marketing team in order to grow pipeline, while at the same time maximize conversion points across the customer journey. Identify and outline the customer journey from awareness to justification for a new customer of Drift. Work closely with Marketing Operations and Analytics to pull insights across the customer journey of our customers. Collaborate with the product marketing team to develop marketing and sales personas for each business unit that clearly inform the entire marketing team the differences between what enterprise personas care about vs what Midmarket and Growth personas care about.
Manage the campaigns and ABM team providing direction on messaging and key initiatives that will power the outcomes required to achieve the revenue plan.Present to the senior leadership team on key trends we’re seeing across all business units. Create and manage the budget needed in order to achieve pipeline targets for each of the campaigns.  Report back to the entire marketing team on what campaigns are resonating best with the market keying in on the messages we should double down on and which we should change for better outcomes moving forward.
Oversee the implementation and execution of the ABM platform chosen aligning with the SDR organization and the sales organization in order to increase conversion of leads surfaced to the team as well as existing opportunities to closed won business. Define sales and marketing alignment at Drift in order to ensure that we are providing relevant information to both sales leadership as well as the field of sales reps.
Build a staffing plan for the campaigns team that scales for future growth of the business in order to ensure

In the first 30 days you will:

  • Learn the problems that Revenue Acceleration solves for Revenue teams.
  • Interview and outline the buying process of 5 enterprise customers to learn the journey these companies took in deciding to implement
  • Revenue Acceleration within their organization.
  • Gain an understanding of the existing campaigns planning and execution process. Understanding how the team interfaces with other key disciplines within marketing in order to execute campaigns and programs throughout the quarter.
  • Understand the workflow process across the marketing team to learn how the team is working well together as well as where there are areas of improvement.
  • Dig into the data provided within our marketing attribution system to understand what is fueling growth of the business.

In the first 90 days you will:

  • Have lead the team through the quarterly campaign planning process by coordinating efforts across the entire team including product marketing, PR, digital marketing and content marketing on expectations of what will be brought into the process to make informed decisions on how to plan for the next 3-6 months.
  • Collaborate with product marketing to orchestrate the “lightning strike” for the quarter that is a coordinated effort and aligns with the product announcement of the quarter.
  • Become familiar with the team you manage understanding their motivators, strengths and areas of development that will be critical to propelling their career growth.
  • Built key relationships with sales leadership built on trust and transparency.
  • Have an understanding of the types of offers and programs that are on brand for Drift vs those that are not.

In the first 6 months you will:

  • Emerge as the thought leader on all things demand generation within the marketing organization and across the entire company.
  • Build strong relationships with sales leadership, understanding where marketing efforts can be best utilized in order to help sales win more.
  • Earn the trust of your employees so that they feel comfortable surfacing issues to you and knowing you will help them work through these challenges in order to move the business forward.
  • Have a clear grasp of where the business is and is going and what the key strategic initiatives are that need to be completed in order to drive the business forward.

Drift is committed to being an equal opportunity employer.

We know that applying for a new job can be intimidating. But guess what? At Drift, there is no such thing as an “ideal candidate.” We believe in the power of teamwork -- and in the desire to learn something new every day. We believe in hiring people, not just skills. Take it from our CEO.
If this sounds like a company you would like to join and a role you would thrive in, please don’t hold back from applying! Whatever skills you bring to the table or background you’re coming from, we welcome you to start a conversation with us. We need your unique perspective for our continued innovation and success. We’re looking forward to learning more about you!
Drift is committed to providing reasonable accommodations for candidates with disabilities in our recruiting process. If you need any assistance or accommodations due to a disability, please let us know at [email protected]

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Technology we use

  • Engineering
  • Product
    • JavaLanguages
    • JavascriptLanguages
    • PythonLanguages
    • SqlLanguages
    • AngularJSFrameworks
    • DjangoFrameworks
    • Node.jsFrameworks
    • MySQLDatabases
    • PostgreSQLDatabases
    • RedisDatabases
    • SketchDesign
    • ConfluenceManagement
    • JIRAManagement

Location

Right in the heart of Back Bay 🙏

An Insider's view of Drift

What are some social events your company does?

Every summer we take a few days as a team and head to Western Massachusetts for Camp Drift! Camp is an amazing weekend where we take a moment to celebrate what we have accomplished, and set goals for the coming year.

Lacey

Public Relations

How do you collaborate with other teams in the company?

I feel really lucky because I get to work with the Sales, Customer Success, Product, and Ops team on a regular basis. We say "One team, one dream" un-ironically and are always willing to hop into anything that benefits the customer.

Sara

Conversational Marketing Specialist

What makes someone successful on your team?

Our leadership principles are the core of who we are and how we operate every day. Bringing these in to your actions, decisions, and how you deliver results is the surest way to be successful here. Walk the talk. Focus on the customer. Deliver results every single day.

Kari

Director of Learning and Development

What is your vision for the company?

Today, all of our lives run in real-time. As a result, our expectations for how we communicate with businesses have changed: we expect answers in real-time too. Customers have all of the power today, and that’s why we put a premium on how we’re treated. Businesses need to adapt to this shift in order to thrive today, and that’s what we focus on.

David

CEO, Co-Founder

What’s the vibe like in the office?

High-energy! From sales, to marketing, to customer success and beyond everyone rallies around one common goal which is putting the customer first. End of month is always exciting for this reason.

Amanda

Customer Success Manager

What are Drift Perks + Benefits

Drift Benefits Overview

Our employees are our greatest asset. To take care of you and your family we offer an extensive employee benefit plan. On top of comprehensive health, dental, and vision plans, we also offer generous PTO, parental leave for primary and secondary caregivers, 401K matching, wellness perks and discounts, free lunch, snacks and coffee every day, the Drift book club (one free book of your choosing a month!), a mentor series, and more.

Culture
Volunteer in local community
Partners with Nonprofits
Friends outside of work
Eat lunch together
Open door policy
Team owned deliverables
Team based strategic planning
Pair programming
Open office floor plan
Diversity
Documented equal pay policy
Dedicated Diversity/Inclusion Staff
Highly diverse management team
Unconscious bias training
Diversity manifesto
Someone's primary function is managing the company’s diversity and inclusion initiatives
Diversity Employee Resource Groups
At Drift we have eight different Employee Resource Groups for people of similar backgrounds or interests to promote inclusion.
Hiring Practices that Promote Diversity
We have a recruiter devoted to diversity sourcing to help us reach our diversity related hiring goals.
Health Insurance & Wellness Benefits
Flexible Spending Account (FSA)
Dental Benefits
Vision Benefits
Health Insurance Benefits
Wellness Programs
Team workouts
Every other week Inner City Weightlifting comes to the office to teach a fitness class to Drift employees.
Retirement & Stock Options Benefits
401(K)
401(K) Matching
Company Equity
Employee Stock Purchase Plan
Child Care & Parental Leave Benefits
Generous Parental Leave
Remote Work Program
Return-to-work program post parental leave
Company sponsored family events
Acme co. sponsors family oriented events Annually.
Vacation & Time Off Benefits
Generous PTO
Sabbatical
After working at Drift for three years, all Drift employees are eligible for a month-long sabbatical.
Paid Holidays
Paid Sick Days
Perks & Discounts
Beer on Tap
Casual Dress
Company Outings
Free Daily Meals
Stocked Kitchen
Happy Hours
Recreational Clubs
Fitness Subsidies
Professional Development Benefits
Promote from within
Mentorship program
We believe in the power of mentorship and regularly bring external guests into our office to teach us.
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