The Role
The Director of Revenue Marketing is a commercially-minded leader responsible for building and scaling Aiven’s global revenue engine. This role is responsible for driving top-of-funnel acquisition, nurturing leads, and accelerating deal velocity. You will lead a high-performance team of field marketers, demand generation managers, and digital specialists to drive aggressive net-new logo acquisition and customer expansion. This is a high-velocity role that requires a deep understanding of how to balance a frictionless PLG motion with a sophisticated, high-touch SLG enterprise sales cycle. You are an expert at breaking through the noise, thinking outside the box, and delivering measurable revenue impact.
Key Responsibilities
- Develop and execute comprehensive demand generation strategies to drive signups and trials for the PLG motion and high-value pipeline for the SLG sales team.
- Ensure a seamless handoff to the Growth team for activation and monetization and close alignment on revenue outcomes to optimize top of funnel efforts.
- Develop and launch integrated, multi-channel campaigns that target both technical users (developers/engineers) and senior executive audiences (CTOs/VPs). You will own the strategy from initial awareness through to mid-funnel sales plays.
- Work in lockstep with Sales leadership to develop and amplify sales plays, ABM strategies, and field marketing initiatives that accelerate deal velocity and increase win rates.
- Maintain a relentless focus on data. You will own the revenue marketing budget and be responsible for optimizing marketing contribution to pipeline and revenue and ROI. You must be able to translate complex data into actionable growth strategies.
- Establish robust reporting and attribution models to track campaign performance, pipeline and revenue contribution.
- Act as the connective tissue between Sales, Product Marketing, and the Content & Community teams to drive revenue. You will ensure that Aiven’s technical thought leadership is effectively weaponized into demand-driving campaigns.
- Recruit, mentor, and lead a world-class team. You are a high-energy coach who sets a high bar for excellence, fosters a culture of experimentation, and drives a fast-paced work environment.
Requirements
- 8+ years of experience in demand generation or revenue marketing within a high-growth B2B SaaS company, with a proven track record of managing hybrid PLG/SLG motions.
- You think in terms of ARR and pipeline, not just clicks and leads. You have a deep understanding of sales cycles and how marketing can best support account executives and inside sales.
- Deep understanding of both PLG and SLG funnels and how they intersect.
- Strong analytical skills and a master of the marketing tech stack to prove marketing’s impact. .
- You have a "growth hacker" mindset and are constantly looking for unconventional ways to differentiate Aiven and break through the noise in a competitive market.
- You thrive in fast-paced environments, possess high energy, and have a bias for action. You are an exceptional communicator and a natural builder of high-performing teams.
