Zone & Co is hiring a
VP, Demand Generation

Zone & Co’s Sales team is hiring a VP, Demand Generation

About Us

Zone & Co’s mission is to make life easier for finance teams by accelerating the development of groundbreaking cloud software built on the Oracle NetSuite platform, the number one cloud ERP/Financials system supporting over 28,000 businesses globally. Derek Zanga (CEO) and Errol Fagone (CTO) founded the company in 2013 when they saw the untapped potential of NetSuite to handle advanced financial operations at scale. Zone’s NetSuite software applications—Zone Apps—automate and consolidate critical financial data and workflows across business entities, from order to cash and accounts payable to payments processing. In 2020, Zone & Co became an Insight Partner and has since acquired Fast Four and Satori Reporting, two innovative SDN partners. For more information on Zone & Co and all its products, visit zoneandco.com or follow us on LinkedIn: linkedin.com/company/zoneandco

About the job:

Zone is looking for an experienced, revenue-driven, and lead generation obsessed VP of Demand Generation to help grow Zone & Co's global sales and marketing team. This role is a critical member of the leadership team that will help create a lead generation well-oiled machine for a multi-product, global company looking to hit aggressive sales targets in 2023. You will be working directly with the CRO and various members of the Sales and Channel/Alliances leadership team as well as working closely with Product and Enablement teams to create and drive programs forward to drive MQLs and SQL resulting in ARR.

Areas of Impact:

Demand Generation Strategy:

• Use an analytical, metrics-driven approach to understanding the opportunity and performance of channels and campaigns as well as proven success optimizing investment across these variables to drive revenue growth.
• Tracking important KPIs to support revenue and sales booking targets; focus on defining a process for and driving MQL/SQL/MQO’s goals
• Partner with stakeholders across marketing, sales, and customer success; oversee the governance and development of an integrated, robust, and efficient demand generation, opportunity management, and customer lifecycle process that maximizes conversion and growth potential for Zone’s products
• Develop and articulate a comprehensive marketing strategy and plan, in collaboration with product, demand gen, and sales, to reach and win those personas, ensuring consistency of messaging across all surfaces.
• Effectively leverage insight on personas (buying process, media consumption, pain points) to develop winning campaigns.
• Execute ABM campaigns in collaboration with Sales and Account Management. Successfully run simultaneous campaigns to different personas in the buying committee in both top-down and bottom-up models and across a variety of channels (content, email, social, display, BDRs/SDRs).
• Has done the above in the following multi-segment businesses selling to several stakeholders, including direct prospects, SIs, and working with large ISV partners, like NetSuite.
• Experience executing the above globally and expanding into new geographical footprints

Demand Generation Execution:

• Understands all parts of a marketing funnel and can diagnose all online traffic activity to inform decision-making and optimize performance.
• Interlock with regional field leadership to ensure agreement on priorities, adjusting as required by changing market conditions and emerging opportunities.
• Partner with website leaders to ensure that inbound traffic can be converted into known leads through a best-in-class Web experience.
• Leverage modern marketing technology in order to execute all the above.
• Manage the end-to-end lead management process in conjunction with sales operations, including lead capture, nurturing via portfolio marketing, and service-level agreements (lead definitions, lead acceptance/rejection reasons and disqualification reasons that feed into appropriate nurture streams when applicable).
• Evaluate, select, and manage outside vendors that contribute to demand creation programs including direct marketing agencies, search engine optimization (SEO) experts, designers, copywriters, email providers and list brokers.

• Proven success generating ROI positive demand through a diverse set of both offline (partners, events etc.) and digital channels (email, paid and organic search, display media, social, community, and distributed content marketing).
• Has done the above in the following in multi-segment businesses selling.

Modern Marketing Ops:

• Bring together data, metrics, and technology to develop a more scalable marketing organization and achieve business goals.
• Establish a cadence both within marketing and across the organization to ensure that you are measuring and monitoring outcomes and adjusting activities accordingly.
• Clear understanding of the most important KPIs to track and other key SaaS ratios and how to build the systems to monitor and track that data in real-time. Has a successful track record leading budgeting and forecasting.
• Well versed in marketing technology and techniques covering a range of needs (e.g., marketing automation, lead scoring, sales enablement, distributed content marketing, CMS, advanced targeting techniques, ABM mar tech, Customer Data Platforms (CDP), and data enrichment). Familiar with HubSpot, NetSuite, and SFDC preferred.

Team Building, Development & Coaching:

• Build and lead great teams with a systematic, structured approach to sourcing and assessing candidates.
• Demonstrate a balance between hiring former employees, as well as promoting from within, hiring from their extended network, and hiring “off the street.”
• Function as a Hands-on coach who recognizes their team’s strengths and weaknesses and places members into positions that lead to current and future success.
• Effectively evaluate existing talent and coach and motivate (or turn over) non-performers.
• Value diversity, equity, and inclusion; will embrace and prioritize it, and make it part of their culture.

Competencies:

Channel/Partner Marketing:

• Demonstrated success driving results through 3rd party referral partnerships, including--demonstrated relationships skills treating referral partners as “customers”, understanding how to motivate them and drive behavior, what their needs are, and providing support/solutions they need to succeed.
• Deliberate approach to segmenting and prioritizing channel partners.
• Understands the subtly and challenges in channel conflict and economic incentives for both referral partners and their employees.

A ”Salesperson’s Marketer”:

• Focused on results from sales/revenue generated vs marketing activity output
• A marketer who is inclined towards field and customer interaction and collaboration--and sees both as the path to understand customer need, value & competitive positioning.
• Relishes assisting the team in winning deals with high desire to provide air cover and support through field marketing materials etc.
• Someone who genuinely likes the sales force but also has the confidence to hold them accountable sticking with company strategy on ICPs, positioning, pricing.
• Prioritizes alignment with Marketing and Sales teams to achieve goals.

Requirements

• 10+ years of B2B marketing experience with complex, enterprise SaaS products
• Has worked at a company in the 10-50M revenue range with 50% + growth rate.
• Global experience preferred.
• SaaS experience.
• Shows an impressive development of their own capabilities and experiences during their professional life. Can prove success in every position.
• Experience in multi-segment business selling

Benefits

Benefits at Zone are all about helping you lead a fulfilling life outside of work. We know work is only one part of your life, so we do everything we can to support it. We offer fully paid parental leave. We celebrate no-Friday weeks during the summer (Every other Friday, Northern Hemisphere). All on top of fully-covered, top-tier health insurance, and unlimited vacation. We are 100% remote! See our full list.

Zone and Co is an Equal Opportunity Employer committed to diversity in the workplace. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, age, national origin, disability, protected veteran status, gender identity, or any other factor protected by applicable federal, state, or local laws.

We strongly encourage candidates of all different backgrounds and identities to apply. This is an opportunity for us to bring in a different perspective and we’re eager to further diversify our company. Zone & Co is committed to building an equitable, inclusive, and supportive place for you to do some of the greatest work of your career.

We’re excited to hear from you!