Head of Demand Journeys

  • Stripe
  • San Francisco, CA
  • 02/08/2020
Full time Administration Operations Backoffice Executive Management

Job Description

About Stripe

Stripe’s infrastructure and suite of APIs powers hundreds of thousands of businesses—from startups to Fortune 500s—in almost every country around the world. From developers and product managers to founders and CFOs, a broad audience interacts with Stripe’s products and uses them to start, run, and scale their companies. Removing the barriers to online commerce helps more new businesses get started, expedites growth for existing companies, and increases economic output and trade globally.

We operate at a significant scale, but we’re still tiny relative to the opportunity ahead, so there is still much to do. Join us and help put the global economy within everyone’s reach.

The Role

We are building a Demand Marketing engine and are looking for a leader to help us build one of the key parts of the engine: Demand Journeys.

The Demand Journeys Manager will be a key driver for the company’s future and will lead all prospect and lifecycle campaigns. You are a data-driven leader that builds and manages a high performance team that executes and delivers multi-touch, multi-channel campaigns that ultimately build and accelerate pipelines for new business as well as customer retention and renewal.

Your Responsibilities

You will set a growth strategy that serves as a vision and north star for the team and the business including developing a comprehensive growth and demand generation strategy and execution plan. You will work with your team to build and execute effective marketing programs across the prospect and customer journey to optimize and accelerate pipeline generation.

You and your team will work with the Performance Marketing team to experiment, build, scale, and optimize marketing channels both online and offline. Test, analyze, and scale experiments to improve key metrics across channels (e.g., landing pages, ad copy, creative, etc.). Evaluate and track key success metrics across digital marketing channels (e.g., performance, ROI, etc.).

You and your team will also work closely with performance marketing, content, and product marketing to develop and determine which content assets are promoted to who, when, and at what cadence to target specific buying personas. You will also lead the partnership with sales to build a demand generation plan that engages and nurtures target accounts and those within our ideal customer profile.

You and your team will work with marketing operations to manage and understand the entire marketing and sales process, from acquisition to close, so that you can improve pipeline growth and velocity across the entire funnel in partnership with the sales and revenue operations team, as well as manage and optimize lead management including lead scoring, lead routing and efficient handovers processes to the revenue team.

You will lead in leveraging data to make intelligent, informed recommendations, decisions, and forecasts for our demand generation tactics, tiered accounts, and paid investments. You will lead the work with the analytics team to define KPIs and dashboards to help us measure, optimize, and focus the growth and demand generation activities on a weekly basis. Augment, refine and evangelize our measurement of success.

Experience you’ll bring
  • 10+ years of marketing and/or growth / demand generation experience preferably within a B2B SaaS of Fintech startup, with 3+ years experience managing a team
  • Proven record of meeting or exceeding pipeline and revenue targets in a high growth setting
  • A love of analytics and a proven track record of analyzing campaign performance and identifying actionable insights to achieve your key metrics
  • Experience working with complex internal data management tools.
  • Big picture thinking and meticulous attention to detail – you’re able to quickly understand overall business objectives, create a well-aligned marketing strategy and drive yourself and your team towards execution. Outside-in thinker and strives to deeply understand the customer and create programs that connect
  • Inquisitive and innovative – test and learn mentality with a hunger to leverage the latest technology and methods to drive growth
  • Enthusiastic problem-solver who can improvise and think creatively while optimizing on spend. Creative, and willing to be hands-on. This is both a strategic and a “doing” role with a highly collaborative team.
  • Excellent communicator who can clearly convey complex ideas and data in written presentation, and verbal formats to executives and team members
  • Exceptional ability to lead, influence and work across organizational boundaries with a strong track record building excellent relationships with a broad range of peers and executives.
  • Strong project management skills including production schedules, budgets, stakeholder coordination, and agency / vendor oversight
  • Agile and able to adapt quickly. Thrives in a fast-paced startup environment with an openness to change course as needed.
  • Experience collaborating with and influencing executive management
  • Deep understanding of the user journey and funnel, sales cycle and product lifecycle and their respective pressures on the marketing organization to drive demand and revenue

Personal Characteristics
  • An appetite for transforming business from strategy through to execution
  • A personable, outgoing effective communicator who acts as a liaison between customers and the rest of the organization
  • A passion for creating incredible customer experiences and reaching business goals
  • Strong passion for serving and understanding customers as well as a strong affinity for sales team success
  • Strategic thinker that can see beyond the day-to-day grind, leverage customer insights and data to help reach marketing and sales goals, create a stronger brand, and improve the customer experience
  • Strong problem-solving and analytical ability, with a track record of “test & learn” mindset
  • Ability to multi-task and work in cross-functional, fast-paced environments with the pressure of multiple deadlines, multiple partners/ vendors and complexity
  • Excellent team player, who values other views and can earn stakeholder confidence quickly and exert influence
  • Strong creative marketing and communication skills
  • Experience and desire for working in a start-up environment, contributing to developing business infrastructure and aggressively scaling a high growth business