Head of Enterprise Marketing

WHAT YOU'LL DO

Pipeline Strategy & Execution

• Co-own upmarket pipeline targets with Sales, with shared accountability for sourced and influenced pipeline
• Build and execute an enterprise demand playbook: ICP definition, target account selection, channel mix, offer strategy, and campaign design and execution
• Develop a vertical prioritization framework: define which industries and enterprise segments to pursue, in what order, and with what message
• Design account-based programs with messaging and experiences calibrated to high-fit accounts
• Own and maintain an annual marketing calendar that aligns campaign activity to business milestones, seasonal growth opportunities, and pipeline targets
• Source and manage contract and agency resources as needed

Self-Serve to Enterprise Conversion

• Partner with Product and Sales to identify high-fit self-serve buyers and design conversion experiments that move them toward consolidated contracts
• Build lifecycle plays that nurture individual users into team and enterprise buyers
• Develop and iterate on the plays, offers, and sequences that convert product-qualified accounts into pipeline

Performance & Measurement

• Meticulously track which channels, plays, and offers are driving inbound interest and conversions, and use that intelligence to sharpen programs continuously
• Build AI-first marketing ops and measurement frameworks that give the team real visibility into what's working
• Report regularly on pipeline contribution, channel efficiency, and program performance

Sales & Cross-functional Partnership

• Partner daily with Sales on account priorities, ABM strategy, and pipeline reviews
• Brief and align with the in-house paid advertising team on enterprise-targeted campaigns
• Co-own enterprise lifecycle with RevOps, ensuring accountability is clear and programs are coordinated
• Own the strategy for high-touch deal acceleration programs—things like executive roundtables and leadership-level events—partnering with Field Marketing on execution
• Contribute to enterprise pricing and packaging strategy alongside Product and Sales, with an eye toward what moves deals forward and expands accounts

WHAT YOU BRING

Minimum Qualifications

• 8+ years of B2B marketing experience, with at least 3 years building or scaling an upmarket or enterprise demand motion
• Experience at a PLG or product-led company—you understand the self-serve-to-enterprise conversion motion and have driven it
• Consumer-to-B2B crossover experience; you know how to market to users who are also buyers
• Strong analytical skills and a track record of building measurement frameworks that actually get used
• Experience co-owning pipeline targets with Sales in an accountable, collaborative way

Preferred Qualifications

• Deep familiarity with modern ABM tooling and CRM/MAP integration
• Experience building, or deeply partnering with, AI-native marketing ops and workflows
• Background in SaaS, media tech, or creative tooling
• Demonstrated ability to design and run conversion experiments across PLG funnels

SUCCESS IN THIS ROLE

Within your first 12 months, you will:

• Launch Descript's enterprise demand motion, with a defined ICP, target account list, vertical prioritization framework, and multi-channel playbook
• Co-own and hit upmarket pipeline targets in partnership with Sales
• Build upon the existing self-serve-to-enterprise conversion experiments with Product, with measurable account progression
• Build a measurement framework that gives the team clear visibility into channel performance, conversion rates, and pipeline attribution
• Create and maintain a formal marketing calendar that the broader team runs off of
• Establish a functioning enterprise lifecycle program with RevOps
• Run at least one high-touch deal acceleration program (EBC, roundtable, or CxO event) in partnership with Field Marketing

The base salary range for this role is $210k - $230k/year.