Director, Field & Channel Marketing

Director, Field & Channel Marketing

We are seeking a Director, Field & Channel Marketing to join our Marketing team at Critical Start. Reporting to the VP of Marketing, the Director of Field & Channel Marketing will lead field marketing and channel strategies that drive demand, accelerate pipeline, and enable the sales organization—including oversight of the Business Development Representative (BDR) team. This role requires a strategic leader who can design programs that resonate locally, scale globally, and bring together sales, channel partners, and marketing under a unified growth strategy.

This is an exciting opportunity to shape and lead a high-impact function at the intersection of field marketing, partner programs, and business development. The role combines strategic vision with hands-on execution, leveraging expertise in the partner ecosystem and strong team leadership to deliver results. The ideal candidate will thrive in a fast-paced, growth-focused environment, balancing tactical delivery with long-term strategy, and working collaboratively with sales, BDRs, partners, and cross-functional teams to drive measurable business outcomes and support company growth.

Leadership & Strategy

• Collaborate with the VP of Marketing to define and execute integrated Field, Channel, and BDR strategies that align with corporate objectives, go-to-market initiatives, and sales priorities.

• Lead and support a high-performing team of Field & Channel Marketers and BDRs, fostering a culture of accountability, innovation, and measurable results.

• Partner with sales and channel leadership to ensure strong cross-functional alignment on goals, pipeline metrics, and initiatives.

BDR Team Management

• Guide and enable the BDR function in partnership with sales leadership, ensuring alignment on target accounts, outreach strategies, and follow-up practices.

• Build BDR cadences connected to campaigns, ABM plays, partner programs, and field events to maximize conversion of leads into qualified opportunities.

• Define and monitor KPIs for lead generation, conversion, and sales support.

• Provide coaching and development to enhance messaging, outreach effectiveness, and overall sales readiness.

Channel & Partner Marketing

• Contribute to defining and executing the global partner marketing strategy in alignment with company objectives and partner go-to-market motions.

• Co-develop partner marketing initiatives, MDF utilization strategies, and enablement programs with key channel partners.

• Drive co-branded campaigns, joint events, and integrated demand-generation programs across the partner ecosystem, ensuring measurable partner-sourced and partner-influenced pipeline.

• Build scalable partner marketing frameworks to strengthen engagement and support joint pipeline growth.

Field Marketing Programs

• Lead execution of demand-generation activities, including regional events, partner summits, trade shows, roadshows, and executive roundtables.

• Apply account-based marketing (ABM) strategies and tailored content to maximize ROI in target accounts.

• Establish clear frameworks to measure campaign effectiveness, ROI, BDR contribution, and sales pipeline acceleration.

Operations & Insights

• Manage Field & Channel Marketing budgets and investments, ensuring efficient allocation and measurable business impact.

• Utilize Salesforce, Marketo, ABM tools, and reporting dashboards to generate actionable insights for leadership.

• Share performance metrics and market feedback with executive stakeholders to inform strategy and decision-making.

What You Will Bring?

Required Qualifications:

• 10+ years of experience in B2B marketing, with at least 5 years leading Field and/or Channel teams.

• Demonstrated ability to build, scale, and empower high-performing teams across field, channel, and BDR functions.

• Experience managing partner go-to-market programs (distribution, resellers, MSSPs).

• Proven expertise in ABM, integrated campaign planning, event strategy, and partner/channel marketing.

• Knowledge of ABM strategies and MarTech platforms such as Salesforce, Marketo, Terminus/6Sense, Outreach, or Salesloft.

• Strong history of collaboration with Sales, Channel, and Marketing leadership to achieve shared goals.

• Data-driven mindset with experience defining KPIs, optimizing pipeline contribution, and translating insights into strategy.

Desired Qualifications:

• Experience managing BDR/SDR programs is a plus.
• Background in cybersecurity or B2B SaaS marketing strongly preferred.

• Event management expertise, from planning through execution, with proven ability to deliver measurable ROI.

• Familiarity with the cybersecurity landscape and partner ecosystem.

What It's Like Working Here

Imagine a dynamic, enjoyable, and rewarding work environment. We are professionals, and the work we do holds immense significance, like saving our customers from potential disasters. However, we believe in not taking ourselves too seriously.

Prefer a casual dress code every day? No problem, as we find comfort enhances our thinking.

Our workplace in Plano, TX offers open offices, collaborative meeting spaces, phone rooms, and wellness rooms. In the breakroom, friendly competition arises with games like ping-pong, bubble hockey machine, foosball, or the gaming machine. What harm does a little healthy competition among friends do?

What does our Compensation and Benefits package entail?

• Competitive salary with bonus potential
• 100% employee coverage for healthcare/50% coverage for dependents
• Unlimited PTO (Paid Time Off) policy
• Paid Parental and Military Leave
• Dental and Vision Plan
• Employer-provided Life Insurance, Long-Term Disability, and Short-Term Disability coverage
• Additional Voluntary Life Insurance coverage
• 401(k) Plan with Matching Program
• Mines Employee Assistance Program
• Monthly Wellness Initiatives
• Optional Pet Benefits Discount Plan

We prioritize your privacy and security. Please note that Critical Start will never request financial information or sensitive personal data during the interview process. If you encounter any suspicious requests, do not respond and contact us directly at View email address on click.appcast.io. Thank you for helping us maintain a safe and trustworthy hiring experience.

Critical Start welcomes people from all backgrounds and walks of life. One of our core values is to "Do what's best for our employees," and that starts with the hiring process by finding the best candidates and providing an environment that upholds equal employment opportunities for all employees and applicants, strictly prohibiting any form of discrimination or harassment based on race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state, or local laws.

This policy encompasses all aspects of employment, including recruitment, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training.

Mental and Physical Requirements

It's important to note that specific physical and mental requirements may vary depending on the nature of the office job, organization, and individual responsibilities.

Physical:

• Stationary position for extended periods of time.
• Constantly operate a computer.
• Occasionally you may be required to move equipment or other items up to 20 lbs.
• The ability to communicate information and ideas so others will understand. Must be able to exchange accurate information in these situations.

Mental:

• Must be able to apply established protocols in a timely manner.
• Make timely decisions in the context of workflow.
• Ability to complete tasks and perform in situations requiring speed deadlines, or productivity quota.
• Ability to work effectively and efficiently in high stress situations.
• Ability to simultaneously address multiple complex problems.

For positions that can or will be performed, in whole or in part, remotely within the U.S., range and benefits information for this position are being included in accordance with