Manager, Demand Generation

Executive Summary:   

Kaseya is looking for a marketer in SaaS B2B Lead Generation. You must demonstrate ability to measure outcomes in segmenting, reaching, and converting audiences at all stages of the funnel via multi-channel marketing campaigns using combinations of 1^st party data and/or 3^rd party data (demographics, firmographics, technographics, intent data, etc.). You must work effectively under pressure within a fast-paced, distributed marketing team across offices and time zones in North America, Europe, and India. You will take ownership of integrated campaigns to generate demand, uncover new opportunities, and move quickly with a strong appetite for growth.  

What You’re Accountable For  

• Lead Generation 
• Acquire and nurture qualified marketing leads via multi-channel, integrated campaigns. You must be successful managing the delivery and optimization of campaigns through your supporting teams (Creative, Social, Digital, Content, Operations, Sales and 3rd party vendors). 
• Sales Opportunity Creation 
• While your primary metric is lead generation (MQLs), you must be successful in partnering with Sales to help them appropriately follow up with leads generated by your campaigns and ultimately leads to opportunities. 

  
 Primary Responsibilities  

• Executing and measuring a quarterly marketing plan focused on net new customer acquisition
• Executing all aspects of marketing outreach programs; strategies must employ a multi-touch approach integrating channels such as paid media, SEO/SEM, website, webinars, e-blasts, online media, social media, content, direct mail and tradeshows
• Managing and executing a comprehensive webinar program (turnkey with 3^rd parties and internally hosted), including creating schedules, booking presenters, writing pre- and post-event communications, and conducting post-event follow-up analysis plans
• Executing a tier-based approach to ABM programs to scale, including list criteria and management, audience building, target messaging, design and content creation including A/B variations, platform management (Marketing OS) and reporting campaign KPIs, engagement and conversion rates 
• Managing the design, production and delivery of various marketing, communication and promotional materials, including eBooks, playbooks, infographics, reports advertisements, and PowerPoint presentations 
• Developing lead flow strategies to move prospects through the lead cycle and optimize funnel velocity through collaboration of cross-functional marketing and sales teams, as well as outline appropriate qualification criteria and triggers for engagement
• Overseeing engagement campaigns, including retargeting strategies, email marketing and post-event follow-up to help further qualify marketing leads and re-activate cold leads and opportunities
• Working cross-functionally with specialized teams including product marketing for content development for targeted ICPs, digital team for online advertising strategies including review sites (G2, Capterra), MOPs team for email execution including email strategy formulation, campaign definition, A/B testing, editing content, email and landing page design, deliverability testing, scheduling and analysis
• Researching and working closely with third-party vendors, trade publications and industry associations for marketing sponsorship opportunities
• Partnering with sales, providing campaign guidance and insights to optimize lead nurture and follow-up based on campaign intent and objectives
• Project managing the delivery of campaign deliverables and marketing activities through a project management system (Wrike) 
• Managing a calendar of events and keeping team on track with effective communications of any changes
• Providing accurate project reports and analytics to senior management and key stakeholders, as appropriate
• Driving CRM data stewardship, ensuring integrity of account records in the CRM, including lead data and opportunities 
• Creating and maintaining a campaign calendar outlining marketing programs and results and provide reports for leadership team
• Analyzing and reporting on all campaign metrics
• Managing event logistics, as needed
• Supporting social media and corporate blogging initiatives
• Assisting with marketing research, as needed
• Other support duties, as needed

Desired Attributes  

• Accountable: You take ownership over problems and situations regardless of who’s fault it is and are your own worst critic - you regularly think ‘what could I have done better?’ to improve the outcome next time. 
• Team Player: You don’t stop after you’ve met your individual responsibilities, you look for and seize opportunities to help your teammates without being told to do so and add value beyond your explicit job description to the growth and development of the team. 
• Positive: You outwardly express optimism and look at challenges as opportunities to learn, develop, and grow. You have a fun, energetic, creative approach with a “willing to do whatever it takes” attitude. 
• Resourceful: You find ways to get things done without having all ideal tools, techniques, or conditions readily available (progress over perfection). You regularly read and share industry news, opinions, books, and articles to keep your skills sharp. 
• Confident: You speak with authority and demonstrate your domain expertise in every meeting. You consistently lead even though you’re not in charge. You are comfortable admitting when you don’t know the answer and then going to figure it out. 
• Detail Oriented: You are extremely organized and can keep track of several programs, campaigns, or tasks in motion at the same time, and ensure their timelines and delivery are well managed. 
• Work Well Under Pressure: You are effective at juggling priorities. You can apply focus to the most critical deadlines to make the biggest impact toward your goals. 

Skills & Experience Needed  
  

• University Degree in Marketing, Business, Communications, Advertising, or related field
• Minimum 5 years of marketing experience, ideally in the software industry, preferably B2B & SaaS
• Demonstrated ability and achievement in managing B2B demand generation programs: lead management, lead conversion and lead nurturing
• Experience with marketing automation systems (Marketo considered an asset) and CRM systems (Salesforce considered an asset)
• Excellent computer skills with proficiencies in Excel and PowerPoint; Adobe CS skills considered an asset
• Experience with digital, paid media and SEO/SEM platforms and techniques (Google Analytics, Google Ads, MOZ etc.)
• Strong analytical and quantitative capabilities, with the ability to determine program effectiveness, ROI, and forecasting
• Ability to think strategically, but also have exceptional attention to detail
• Excellent organizational, time management, and problem-solving skills
• Great writing skills, with the proven ability to write persuasive marketing copy
• Confident, positive, energetic, professional and team-oriented attitude
• Self-motivated to work independently, prioritize and manage multiple and competing demands in fast paced environment, and able to pivot at a moment’s notice, when needed
• Able to work in an environment where tight timelines are common
• Excellent interpersonal and communication skills, working across teams and functions for collaboration
• A can-do, get it done, never quit attitude who plays to win, is critical for success!

 
How We Invest In Our People  
  

• Flexible time off 
• PTO and paid holidays 
• Medical, dental, and vision coverage 
• 401K program 
• Career development 
• Tuition reimbursement 
• Employee referral program