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TITLE

 

Director of SMB Growth & Marketing Analytics

COMPANY

 

Sojern

LOCATION

 

San Francisco, CA, US

Description

Want to join a company on the cutting edge of technology and travel? Want to be part of a fantastic and fun company that’s revolutionizing the online travel advertising space?

Built on a decade of expertise analyzing the complete traveler path to purchase, Sojern drives travelers from dream to destination. The company delivered $13B in bookings for its clients to date by activating multi-channel branding and performance solutions on the Sojern Traveler Platform.

Recognized on the Top Company Cultures list by Entrepreneur Magazine, Sojern is headquartered in San Francisco, with teams based in Dubai, Dublin, Hong Kong, London, Mexico City, New York, Omaha, Paris, Singapore, Sydney, and Istanbul.

 

The role:

As the Director of SMB Growth & Marketing Analytics, you’ll architect and manage Sojern’s demand funnel, marketing automation, lead nurturing, and measurement and analytics, with an emphasis on growing our Small Business revenue with ROI positive campaigns. You’ll work cross functionally to ensure we have the right infrastructure and attribution models to analyze lead flow and funnel economics. You’ll partner with sales to optimize conversions, deliver key insights and recommendations, and set MQL, SQL, and revenue targets each quarter. 

The ideal candidate is an experienced hands-on operator who’s built and scaled revenue via demand generation and database marketing activities on a global level. This role is based in San Francisco, California, reporting to the VP Marketing. You’ll be a key partner and advisor to the marketing, sales, finance, and executive teams, and you’ll work with a really smart, fun group of people. You’ll also work for a leader who “gets” marketing ops and has experience building industry-leading teams.

 

Responsibilities:

  • Manage global SMB marketing strategy and programs execution to acquire, qualify, and nurture inbound leads and opportunities aligning with sales revenue targets at our target CAC / LTV ratio

  • Build reports and dashboards to provide visibility into marketing results and campaign effectiveness including lead and opportunity stages, pipeline contribution, multi-touch attribution and ROI

  • Expertly identify profitable revenue generation opportunities; evangelize the relationship between $1 of spend and $1 of revenue and a predictable model that can be used as a key strategic lever to scale the business

  • Own the life-of-a-lead process, including lead scoring, lead nurturing, and lead distribution; partner with Sales teams globally to establish SLAs and drive SDR and BDR productivity

  • Build and optimize trigger-based messages over the customer lifecycle to improve onboarding, retention, and product upsell rates

  • Drive a culture of rapid test and learn to discover new and innovative ways to scale revenue and improve ROI

  • Oversee all SMB online and offline channel marketing programs and tactics; develop and expand your team as the company grows

  • Lead technical aspects of marketing and sales system integrations including the marketing automation platform (Marketo), analytics (Tableau, Google Analytics), SFDC, internal databases and external data providers

  • Manage third party vendors, contractors, and internal resources

  • Network outside the company to benchmark our operations and ensure best-in-class practices

  • Be the in-house expert on marketing data analytics; coach and mentor team members on data-driven marketing and reporting frameworks

 

What you bring to the table:

  • BA or BS degree

  • 8+ years of progressive career experience and leadership in marketing operations, demand generation, customer acquisition, saas marketing, and/or analytics / BI 

  • Proven success building full-stack B2B marketing funnels and exceeding ROI targets at a growing startup with imperfect data

  • Expert in Marketo, Google Analytics, Tableau, SFDC 

  • Deep knowledge of demand generation strategies and testing methodologies

  • Passion for putting structure to chaotic data in order to derive insight and create value

  • Team player with strong cross-functional skills

  • Strategic thinker, but hands-on and ready to jump in and get your hands dirty

 

Perks:

  • Opportunities: Be part of a growing team with training and support to help you grow

  • Ownership: Lead creative and challenging projects

  • Give Back: We give 40 hours a year to volunteer and organize office volunteer programs with local organizations

  • Culture: Strong core business values, focus on teamwork, vibrant, social and fun environment

  • Snacks: Variety of snacks in the office

  • Meals: Monthly catered lunches & happy hours

  • Competitive Localized Benefits

  • Time Off: Flexible vacation days

 

At Sojern, we value diversity and always treat all employees and job applicants based on merit, qualifications, competence, and talent. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.

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