Director of Revenue Marketing

Director of Revenue Marketing

We are looking for a Director of Revenue Marketing to own the strategy and execution of marketing programs that generate qualified pipeline for sales. This role sits at the center of revenue marketing and will lead integrated demand generation programs across target accounts, segments, channels, and buying stages.

This person will be responsible for building and running the marketing engine that turns positioning, campaigns, and content into measurable pipeline. The right candidate is equal parts strategist and operator: strong in demand generation, ABM, campaign planning, sales alignment, and performance analysis. This person is fluent in applying AI tools to work smarter, move faster, and personalize at scale, and driven by a genuine curiosity to test new approaches and adopt emerging capabilities before they become standard practice.

This is not a broad brand role. It is a revenue role with clear accountability for pipeline contribution, lead quality, campaign performance, and alignment with sales.

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.