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Director Customer Marketing

4 months ago

Austin, United States Redwood Software Full time

Important: We have been made aware that individuals are posing as Redwood recruiters in an attempt to deceive candidates into sharing personal information. Redwood employees will only contact you from an “@redwood.com” email domain. If you have questions or suspect an email is fraudulent, please contact us at

recruitment@redwood.com

. OUR MISSION At Redwood Software we unleash human potential. We empower our customers with lights-out automation for their mission-critical business processes. Redwood Software is the leader in full stack automation for mission-critical business processes. With the first SaaS-based composable automation platform specifically built for ERP, we believe in the transformative power of automation. Our unparalleled solutions empower organizations to orchestrate, manage and monitor their workflows across any application, service or server – in the cloud or on premise – with confidence and control. CORE VALUES One Team. One Redwood Make Your Own Weather Obsess over Customer Success Work the Problem Be Curious Own the Outcome Respect Each Other YOUR IMPACT Redwood Software is searching for an experienced B2B SaaS customer marketing leader to build a strategic communication program that enhances our customers’ experience and serves as a driver of our expansion revenue strategy. The ideal candidate will have a track record of customer obsession, metrics driven experimentation, relentless program optimization, and an ability to lead programs with cross functional go-to-market teams. You will serve as both a hands-on player, executing multi-channel customer campaigns, as well as a coach to your team and partners across Redwood Marketing, Sales, Product and Customer Success. In this role, you will operate like a business owner, accountable for quality pipeline generation and closely aligned with our expansion sales team on new bookings and net dollar retention. Develop and execute a comprehensive customer expansion strategy to accelerate growth within Redwood’s installed base through upsell, cross-sell, and account expansion. Lead the development of a segmented customer engagement campaign strategy, promoting new use-cases, product upgrades, and education to drive additional usage. Test and optimize the use of all available communication channels and customer data to reach customers effectively and optimize engagement. Develop a comprehensive installed base whitespace analysis, identifying the highest priority expansion opportunities based on available usage data, technographics, behavioral insights and account management intelligence. Define and align expansion revenue goals, strategies, and success metrics in coordination with counterparts in sales and finance. Establish, own and report on a core set of expansion funnel metrics and operational marketing performance indicators that directly align with Redwood’s bookings plan. Collaborate closely with sales, customer success, product, and marketing teams to align strategies, initiatives, and messaging for customer success and expansion. Hire and lead a team of customer marketing managers and external vendors/contractors, managing their work and engagement to achieve stated objectives. YOUR EXPERIENCE 8-10 years of B2B SaaS demand generation and customer marketing experience Deep understanding of B2B SaaS business models, expansion whitespace analysis and enterprise customer lifecycles An established go-to-market leader with experience accelerating a high growth software company with strong team management, operational discipline and collaboration skills. A track record of setting lofty goals and achieving them by constantly challenging themself and others to deliver their best results. Highly analytical with a strong grasp of the use of Salesforce, Tableau, Microsoft Excel/Google Sheets for building custom reports and analysis to drive decision making. Strategic thinker, able to assess opportunity, clearly articulate a strategy and efficiently execute a plan. Proven success leading marketing programs in organizations with multi-product portfolios acquired through both M&A and in-house development. Experience working cross-functionally with Sales, Marketing and Customer Success to support retention and growth is key to excelling in this role. Comfort operating in an agile environment, utilizing core concepts of scrum and kanban to prioritize work, consistently assess impact and achieve value quickly. An expert content marketer with a history of creating campaigns that serve highly engaging audience-specific content at the right time. Hands-on experience with A/B and conversion rate optimization testing (building hypotheses, structuring and executing tests, reporting results and next-step recommendations) Prior experience in the enterprise automation market desired but not required.

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