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Director, Growth and Field Marketing

Company: Accela, Inc.
Location: San Ramon
Posted on: February 25, 2021

Job Description:

In short, the Director, Growth & Field Marketing at Accela is responsible for creating and accelerating recurring revenue pipeline for the U.S. and Canada. You will develop revenue-driving strategies, programs, and campaigns that sit at the intersection of sales and marketing -- helping capture the company's growth opportunity at a critical inflection point. You will achieve this by collaborating with go-to-market stakeholders including sales and sales management, partner marketing, product marketing, as well as marketing ops and sales ops to identify the highest-value targets, then work with field marketers, events, digital marketing and teleprospecting resources to execute and optimize both regional and solutions-specific programs against those targets. Target audiences include prospects (acquisition) and customers (upsell/cross-sell) -- for government agencies with a population of 25K+. Directly fueling pipeline for AEs (customer) and BDEs (new business) is a primary focus, but core to growth acceleration and scale will be leveraging our partner ecosystem and leading highly coordinated sales / marketing plays. You will be responsible for driving campaign strategy, setting priorities, expanding marketing outcomes and accountability, and delivering on ambitious revenue goals. While the geographical focus initially is the U.S. and Canada, you will be building a center of excellence for scale into other markets. This role is an outstanding and unique opportunity for a passionate go-to-market professional, and reports to the Senior Vice President of Marketing. We seek someone who has the capability and willingness to roll up their sleeves as we scale, and most of all provide vision and guidance as we hire additional staff reporting to you. Impact you will make in the role (Responsibilities): 1. Increase demand for Accela's Civic Platform and portfolio of Civic Applications
--- Develop, execute, and measure innovative demand creation programs across the buying cycle to generate new inquiries, qualify and convert prospects, drive sales meetings, and grow the sales pipeline (as measured by opportunities). Leverage agencies as warranted.
--- Work with marketing communications, product marketing and external resources to produce content that will support inbound strategies and outbound campaigns.
--- Work with the program management, marketing operations, and event management teams to set and achieve program goals, monitor results, deliver quality execution, and optimize for business impact.
--- Leverage the teleprospecting resources successfully generate sales opportunities, and ensure they have clear targets and effective plays. 2. Drive account-targeted growth in the US and Canada
--- Partner with sales (Account Executives for cross-sell/upsell, Business Development Executives for new targets) to develop growth plans for territories and accounts.
--- Identify market segments, target accounts and key personas that will create the highest yield from effort and investment to grow existing customer accounts and drive new business.
--- Leverage marketing data and sales insights to curate a deep understanding of those targets, including needs, their purchase process, and how they consume communications to ensure the most effective outreach.
--- Create a mix of tactics (including creative use of virtual events, email, paid, community, partner co-marketing) that creates leads for sales pursuit and/or progresses deals.
--- Lead team of 2 (East/West) field marketers to execute the plans in market.
--- Understand the product portfolio to ensure campaigns communicate differentiated value. 3. Lead accountability for marketing effectiveness
--- Own marketing sourced pipeline targets. This position will be measured primarily on meeting AQL and MQL objectives, and conversion to sales opportunities.
--- Work with marketing and sales ops to leverage salesforce.com, Marketo, and other tools to measure and report on campaign KPIs and pipeline results including AQLs, MQLs, opps created, CPL, etc.
--- Hold team and sales responsible for their respective roles in progressing leads. 4. Build process for scale, efficiency, and maximum results
--- Create a business-case driven approach to allocating marketing investment across channels (spend levels, media mix, and creative development components), using account insights, financial data, testing, and analytics from sales and marketing ops.
--- Manage repeatable, cyclical feedback loops with sales that will improve conversion rates, win rates, and deal velocity.
--- Work with your team of 2 field marketers as well as sales enablement to train sales and hold them accountable for their campaign responsibilities. Expertise you'll bring (Skills and Qualifications): --- Demonstrated experience growing pipeline via account-targeted and performance marketing within a B2B technology or services company. Experience with government or other regulated industries a plus.
--- Inspirational leadership and effective management skills.
--- Maturity and skill in working with senior executives, customers, and sales teams to align on goals and work through business challenges.
--- You must be highly motivated by the prospect of accelerating growth of a market leader.
--- You must have a strong bias for action and the ability to foster a results-driven mentality across marketing and sales.
--- Proven success at creating and executing B2B campaigns - both general demand generation and account-based marketing.
--- Deep familiarity with salesforce.com, Marketo and ability to recommend other technologies in support of demand gen and ABM.
--- Proficiency and enthusiasm for analyzing results, customer data, and market trends.
--- Adept at orchestrating complex programs across targets and solutions, while working withing a budget and critical timelines.
--- Excellent written and verbal communication skills.
--- B.A. required in relevant field, M.B.A. preferred.
--- Minimum 10 years experience.
About us: Accela is the industry pioneer in government licensing, permitting, service request, and inspection solutions, with more than 20 years of experience. We offer cloud based Civic Applications and a robust, scalable solutions platform informed by industry best practices. In short, Accela helps governments innovate, so they can improve the business and citizen experience, promoting community development and creating an environment where citizens and businesses thrive. At Accela, employees enjoy a culture that emphasizes performance, productivity and collaboration. You can't help but feel empowered and motivated when you work with like-minded individuals who are passionate about contributing to a market-leading, high-growth software organization with proven technology. Accela is a place where everyone can grow. So however you identify and whatever background you bring with you, please apply if this is a role that would make you excited to come into work every day. All qualified applicants will receive consideration for employment--without regard to race, sex, color, religion,--national origin, protected veteran status, or on the basis of disability, gender identity, and sexual orientation. U.S. Equal Opportunity Employment Information (Completion is voluntary) Individuals seeking employment at Accela are considered without regards to race, color, religion, national origin, age, sex, marital status, ancestry, physical or mental disability, veteran status, gender identity, or sexual orientation. You are being given the opportunity to provide the following information in order to help us comply with federal and state Equal Employment Opportunity/Affirmative Action record keeping, reporting, and other legal requirements. Completion of the form is entirely voluntary. Whatever your decision, it will not be considered in the hiring process or thereafter. Any information that you do provide will be recorded and maintained in a confidential file. Gender Please select Are you Hispanic/Latino? Please select Race & Ethnicity Definitions If you believe you belong to any of the categories of protected veterans listed below, please indicate by making the appropriate selection. As a government contractor subject to Vietnam Era Veterans Readjustment Assistance Act (VEVRAA), we request this information in order to measure the effectiveness of the outreach and positive recruitment efforts we undertake pursuant to VEVRAA. Classification of protected categories is as follows: A "disabled veteran" is one of the following: a veteran of the U.S. military, ground, naval or air service who is entitled to compensation (or who but for the receipt of military retired pay would be entitled to compensation) under laws administered by the Secretary of Veterans Affairs; or a person who was discharged or released from active duty because of a service-connected disability. A "recently separated veteran" means any veteran during the three-year period beginning on the date of such veteran's discharge or release from active duty in the U.S. military, ground, naval, or air service. An "active duty wartime or campaign badge veteran" means a veteran who served on active duty in the U.S. military, ground, naval or air service during a war, or in a campaign or expedition for which a campaign badge has been authorized under the laws administered by the Department of Defense. An "Armed forces service medal veteran" means a veteran who, while serving on active duty in the U.S. military, ground, naval or air service, participated in a United States military operation for which an Armed Forces service medal was awarded pursuant to Executive Order 12985. Veteran Status Please select Form CC-305 OMB Control Number 1250-0005 Expires 05/31/2023 Voluntary Self-Identification of DisabilityWhy are you being asked to complete this form? We are a federal contractor or subcontractor required by law to provide equal employment opportunity to qualified people with disabilities. We are also required to measure our progress toward having at least 7% of our workforce be individuals with disabilities. To do this, we must ask applicants and employees if they have a disability or have ever had a disability. Because a person may become disabled at any time, we ask all of our employees to update their information at least every five years. Identifying yourself as an individual with a disability is voluntary, and we hope that you will choose to do so. Your answer will be maintained confidentially and not be seen by selecting officials or anyone else involved in making personnel decisions. Completing the form will not negatively impact you in any way, regardless of whether you have self-identified in the past. For more information about this form or the equal employment obligations of federal contractors under Section 503 of the Rehabilitation Act, visit the U.S. Department of Labor's Office of Federal Contract Compliance Programs (OFCCP) website at www.dol.gov/ofccp . How do you know if you have a disability? You are considered to have a disability if you have a physical or mental impairment or medical condition that substantially limits a major life activity, or if you have a history or record of such an impairment or medical condition. Disabilities include, but are not limited to:

  • Autism
  • Autoimmune disorder, for example, lupus, fibromyalgia, rheumatoid arthritis, or HIV/AIDS
  • Blind or low vision
  • Cancer
  • Cardiovascular or heart disease
  • Celiac disease
  • Cerebral palsy
  • Deaf or hard of hearing
  • Depression or anxiety
  • Diabetes
  • Epilepsy
  • Gastrointestinal disorders, for example, Crohn's Disease, or irritable bowel syndrome
  • Intellectual disability
  • Missing limbs or partially missing limbs
  • Nervous system condition for example, migraine headaches, Parkinson's disease, or Multiple sclerosis (MS)
  • Psychiatric condition, for example, bipolar disorder, schizophrenia, PTSD, or major depression Disability Status Please select 1 Section 503 of the Rehabilitation Act of 1973, as amended. For more information about this form or the equal employment obligations of Federal contractors, visit the U.S. Department of Labor's Office of Federal Contract Compliance Programs (OFCCP) website at www.dol.gov/ofccp . PUBLIC BURDEN STATEMENT: According to the Paperwork Reduction Act of 1995 no persons are required to respond to a collection of information unless such collection displays a valid OMB control number. This survey should take about 5 minutes to complete.

Keywords: Accela, Inc., San Ramon , Director, Growth and Field Marketing, Executive , San Ramon, California

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