VP of Demand Generation

Description

Why Birdeye?

Once upon a time, local businesses could attract customers through advertising and word of mouth. But today consumers choose businesses based on online reputation and digital experiences. The modern marketer must deliver exceptional experiences that create repeat customers, and they need a platform that can do this at scale. Local businesses often struggle to overcome the complexity and inefficiencies that come from using multiple applications to manage and optimize their marketing and customer experience operations. They often find that their use of fragmented point solutions keeps them from achieving true customer insights - and from acting upon them in real time.

This is the challenge that Birdeye solves with its all-in-one reputation and customer experience platform. More than 100,000 local businesses and brands use Birdeye to be found online through local listings and reviews; engage with consumers through webchat, text, and social media messaging; collect digital payments; and gain insights to improve customer experience with survey, ticketing and benchmarking tools.

Founded in 2012 and headquartered in Palo Alto, Birdeye is led by a team of industry experts and innovators from Google, Amazon, Salesforce, and Yahoo and in 2021, our CEO and Co-founder was named 2021 EY Entrepreneur of the Year. Birdeye is backed by the who’s who of Silicon Valley - Salesforce founder Marc Benioff, Yahoo co-founder Jerry Yang, Trinity Ventures, and World Innovation Lab - and recently closed a $60 million Series C funding round led by Accel-KKR, a leading technology-focused investment firm. Learn more at birdeye.com.

What You’ll Do

Birdeye is looking for a world-class leader for our Demand Generation team. The VP of Demand Generation will be responsible for driving key elements of Birdeye’s GTM motion, including creating pipeline for a variety of sales segments via integrated campaigns and account-based marketing. You will be a key member of the marketing leadership team and strong cross-functional partner to sales. Our ideal candidate possesses a depth of experience building and scaling demand generation for rapid growth for SaaS companies beyond $150M ARR. The role will report to the CMO.

Responsibilities

• Lead a high-velocity team of growth marketers by being hands-on with execution while mentoring, and coaching the team to maximize efficiency

• Own the marketing-sourced pipeline & ACV number that meets our coverage goals and is within acceptable payback period and LTV/CAC targets across all segments (Enterprise, Commercial, SMB, Channel), partnering with the sales team on strategy, targeting, lead follow up, and conversion

• Define and operationalize a differentiated marketing motion for complex businesses (i.e. Enterprise) and a scaled motion for smaller entities (i.e. SMBs)

• Define and own KPIs and track performance metrics on a daily and weekly basis and iterate quickly to optimize, proactively detect and course correct

• Develop, evolve and optimize our Account Based Marketing strategy focused on high-impact ways to drive upmarket growth both for new logos and existing customers.

• Work with Revenue Operations to create multi-touch attribution infrastructure and reporting to be able showcase ROI on marketing sourced and influenced pipeline and revenue

• Work with finance to establish unit economics including CAC, LTV, forecasted bookings by channel among others

• Establish a culture of testing and optimization while driving to a long-term strategy

• Hold a high-standard for campaign execution and creative concepts

• Partner with sales leaders in SMB, Upmarket, and Channel to support the field

Requirements

• 15+ years of demand generation experience in high-growth B2B SaaS companies

• 8+ years experience leading remote teams across multiple time-zones

• Experience building integrated campaigns and ABM strategies to drive efficient pipe growth

• Understands SaaS metrics Inside/Out (CAC, LTV, LTV/CAC, Payback)

• Ideal candidate has rich experience selling to both SMBs and Enterprises at scale

• Hands-on experience building integrated campaigns, as well as with SEM, SEO, Paid Social, Display and other Affiliate channels

• Analytical thinker who’s comfortable in models and forecasting a high-velocity business with multiple segments

• Strategic thinker with the ability to drive results both individually and through managing a team

• Demonstrated experience, knowledge and expertise within SaaS/Enterprise Software

• Strong acumen and experience with both highly transactional, inbound, inside sales models, and mid-market/Enterprise inside and field sales models

Birdeye recognizes that each team member makes a significant contribution to our success. That contribution should not be limited by the assigned responsibilities outlined in a job description. Therefore, this job description is designed to outline primary duties, qualifications and job scope, but not limit the employee or the organization to just the work identified. It is our expectation that each team member will offer his/her services wherever and whenever necessary to ensure the success of our endeavors and to pursue individual career growth.

Why You’ll Join Us

At Birdeye, we seek to innovate and to be the #1 product in our category, which means we continually raise the bar to deliver meaningful results for ourselves and our customers. Our quality is world-class. We deliver what we commit and roll up our prayers sleeves and get work done.

Working at Birdeye means being part of a tight-knit community that helps you succeed and celebrates your wins! We find strength in diversity and inclusion, actively seek different points of view, and ask everyone to be their authentic self at all times.

Benefits

• 100% Employer-paid benefit plans available for employees with multiple health plan options (HSA, PPO)

• Flexible PTO

• 401(k) with company match

• Flexible work from home options available

• Maternity & Paternity Leave

• Employee Resource Groups - network with like-minded "Birds"

• Abundant opportunities that come with a dynamic and fast-growing organization!