VP, Revenue Marketing

About the role

This leadership position will drive CaptivateIQ's revenue generation strategies, focusing on pipeline and bookings growth across all demand channels. You will build and manage a high-performing team responsible for demand generation, sales development, and marketing operations, ensuring alignment with company objectives.

Key facts

What you'll do

• Oversee pipeline and revenue targets, analyzing performance by customer segment (enterprise and mid-market).
• Establish and refine metrics for funnel velocity, channel return on investment, and customer acquisition costs, adjusting strategies based on data.
• Forecast, track, and report on the effectiveness of demand generation activities, maintaining clear communication with leadership.
• Champion the integration of AI and agentic workflows within marketing operations to redefine demand generation, operations, and BDR functions.
• Optimize the marketing technology stack, including HubSpot and UserGems, to support scalable growth without proportional increases in headcount.
• Implement a structured review process for performance and budget alignment to ensure financial accountability.
• Collaborate with Corporate Marketing and Product Marketing to translate product positioning into actionable campaigns.
• Lead the demand generation team, prioritizing impactful execution.
• Shift field engagement strategy towards high-value in-person events like executive dinners and user conferences, providing BDRs with enablement for precise prospecting.
• Guide the BDR organization, ensuring tight synchronization of outreach and messaging with demand generation and field activities, with full ownership of pipeline generation goals.
• Expand BDR responsibilities to include post-sale support for customer retention and expansion, coordinating efforts with the Customer Experience team.
• Partner with Customer Experience to develop and scale post-sale campaigns that support expansion pipeline and gross retention.

Requirements

• Over 10 years of go-to-market leadership experience, with at least 5 years focused on scaling revenue or demand generation initiatives.
• Minimum of 3 years directly managing a BDR or sales development team.
• Mandatory experience in enterprise demand generation; experience with mid-market segments is a significant advantage.
• Demonstrated ability to design and implement measurement systems and operational frameworks, including funnel metrics, channel ROI, and pipeline-to-spend analysis.
• Proven success in managing cross-functional teams and establishing operational cadences across demand generation, operations, field teams, and sales development.
• Experience integrating AI-powered workflows (e.g., Claude, GPT) into marketing operations to improve efficiency and output.
• Expertise in organizing high-impact in-person events, regional programs, and integrated prospecting strategies.
• Thorough understanding of B2B SaaS business models, particularly the land-and-expand approach and key metrics for pipeline and revenue growth.
• Experience managing external vendors and agencies.
• Strong leadership skills with a history of hiring, mentoring, and upholding high performance standards through accountability and constructive feedback.
• A builder's mentality, comfortable establishing operational systems in a fast-paced, high-growth environment.

Nice to have

• Experience with HubSpot and UserGems.

Skills & tools

• AI/Agentic Workflows (Claude, automation)
• HubSpot
• UserGems

Practical notes

• CaptivateIQ participates in E-Verify.
• Benefits include 100% medical, dental, and vision coverage for employees, with approximately 75% coverage for dependents.
• Flexible paid time off and quarterly mental health days are provided.
• Annual stipends are available for professional development and caretaking needs.
• Work anniversary bonuses are awarded annually and increase with tenure.
• A 401(k) plan is offered for US-based employees.
• Employees receive premium Apple hardware.
• Active Employee Resource Groups (ERGs) foster an inclusive community.
• All official communications will come from an @captivateiq.com email address. Be aware of recruitment scams; the company will not use free web-based email accounts, ask for payment for consideration, or request sensitive personal information before an offer is made. Offers are only extended after multiple secure video interviews.