Sr. Demand Generation Manager

Job Description

Job Description

Please note. This role is based in NY with a hybrid schedule

Compensation : $140-165K OTE

Company overview

Jones is a Series A SaaS company that solves insurance compliance for the commercial real estate and construction industries.

We are a 100% sales-led organization focusing on mid-market and enterprise sales, with a 3-6 month sales cycle. In a world where marketing can be divided into fuel and engine functions, you will partner with the fuel teammates (Product Marketer and Content Marketer) and focus on the engine part all the channels and processes needed to get the fuel (copy, content, videos, you name it) to our ICP.

Position overview

As a Sr. Demand Generation Manager , you will lead our demand creation, demand capture, and distribution efforts and have a direct impact on the company revenue pipeline.

This role implies a very close collaboration with the Revenue leaders (VP of Revenue, Manager of the SDR team, etc.) and reports to the VP of Marketing.

In this role, you will eventually be responsible for owning the quarterly goal (Marketing-generated and influenced pipeline), devising demand creation & demand capture strategies, and picking channels that help Jones to achieve our ambitious pipeline and revenue goals.

In the first 3-6 months, you will most likely focus on the following two areas where we’ve already seen traction : campaigns and ABM

What you'll do

• Strategize, own, and execute on outbound marketing campaigns from start to finish.
• Mastermind campaign ideas and project manage campaign execution, collaborating with our Content Marketing Manager and Product Marketing Manager and leveraging support from Sales when necessary
• Manage orchestration of marketing efforts to ensure that the right content and offers are served to the right audience at the right stage of their buying journey via the right channels
• Kick start and own our first ABM campaigns for high-priority accounts, with a focus on experimentation and proving the concept : conducting research, aligning on a buying committee, leveraging channels that have proven productivity (personalized content, direct, gifting, etc.

and testing new out-of-the-box channels (which most likely will NOT be running targeted ads to a list of accounts).

• Get ABM from 0 to 1 and demonstrate traction before doubling down on what works. (We do not currently work with ABM agencies and do everything in-house, so knowing how to distribute assets will be critical.)
• Co-own marketing strategy for our integrations (Jones integrates with some of the largest Proptech and Contech software solutions such as Procore and MRI Software) in partnership with our Product Marketing Manager, you will focusing on the distribution aspect.

Some channels you might want to explore could be email, webinars, partner communities, partner sales teams, etc.)

Who you are

• Prior experience in SaaS with a strong sales-led GTM motion is a must
• 5+ years of experience building marketing campaigns and reporting on results
• Prior experience with ABM for Enterprise accounts is a must
• Prior experience in early-stage companies (Series A-B) is highly desirable
• Experience marketing to enterprise accounts with large buying committees and long sales cycles is highly desirable
• Intellectual curiosity, critical thinking, and superb project management skills
• Demonstrated experience in owning and achieving revenue and pipeline goals
• Strong experience in working closely with Sales, improving funnel metrics and helping accelerate the sales cycle
• Expert in demand creation and demand capture tactics that work for mid-market and Enterprise
• Experience with CRM and automation tools (we use Hubspot)
• Experience with paid is nice-to-have but not required we run LinkedIn ads or search ads occasionally but haven’t seen a lot of results and rely on other channels
• Background in Proptech and Contech (e.g. Procore) selling into Commercial Real Estate, Construction, and General Contractors is a plus

Success Metrics

You will help inform key success metrics that will measure the ROI on your efforts, but some of the KPIs you would impact are :

• MKT-generated pipeline
• MKT-influenced pipeline

Why join Jones

This is an exciting time to join our team as Jones has seen 300% growth in the MoM MKT-generated pipeline in the past year and is ready to take our demand generation efforts to the next level.

We have a talented team of Sales led by a VP of Revenue who gets marketing and a solid marketing team that checks all the marketing foundation boxes MOps and reporting infrastructure, product marketing, and a strong content function.

Our culture

Our goal is to build a company where people feel ownership of their role and are able to grow and enrich their skills and experience.

We also want to create an environment where people are challenged and encouraged to be entrepreneurial. We rely on our team to help identify and take action on initiatives that can move our business forward.

Elements of our culture that can be seen in every one of our people are the following :

• Fall in love with problems
• Give help generously
• Own super lean
• Take care of yourself
• Build trust everywhere

EEO Statement

Jones is an equal opportunity employer. We are committed to creating an inclusive environment for all employees and applicants.

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, veteran status, genetic information, or any other characteristic protected by applicable law.

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