Head of Demand Gen, Enterprise

📋 Description

• • Scrunch is at the forefront of the AI revolution, empowering brands to navigate the future of discovery and engagement in an AI-first world. As Large Language Models (LLMs) like ChatGPT, Claude, and Gemini increasingly become the primary tools for users to find, understand, and act on information, the way brands connect with their audiences is undergoing a seismic shift. This is not merely an evolution; it's a fundamental transformation akin to the dawn of the internet. Scrunch provides marketing teams with the essential platform to reimagine product and service discoverability on these new AI frontiers, ensuring brands are not just present but prominent in AI-driven interactions.
• • We are seeking a visionary and results-driven Head of Enterprise Growth Marketing to spearhead our enterprise pipeline generation efforts. This senior leadership role is designed for an individual who has a proven track record of architecting and scaling enterprise pipeline generation motions from inception. You will be instrumental in not only defining a winning strategy but also in its meticulous execution, transforming strategic vision into predictable, repeatable pipeline growth. Your ultimate objective will be to own and drive the enterprise marketing pipeline number, cultivate and expand a high-performing Sales Development Representative (SDR) team, and forge deep, collaborative partnerships with the Enterprise Sales organization to accelerate pipeline creation and maximize revenue impact.
• • This is a unique opportunity to define the enterprise growth operating model, establish robust systems and processes, build a world-class team, and develop the playbooks necessary for sustained, long-term scale. You will be empowered to move beyond simply running programs; you will be the architect of our enterprise growth engine.
• • Key Responsibilities:
• • Own and Drive Enterprise Growth & Pipeline:
• • Take full ownership of the enterprise marketing pipeline target, consistently monitoring and exceeding performance benchmarks.
• • Develop and refine the overarching enterprise growth strategy, encompassing annual planning, accurate forecasting, and comprehensive performance reporting.
• • Construct a highly predictable enterprise growth engine that is channel-agnostic, leveraging a diverse mix of tactics from warm introductions and strategic outbound campaigns to highly targeted Account-Based Marketing (ABM) initiatives.
• • Establish crystal-clear attribution models, key performance indicators (KPIs), and a rigorous operating cadence, all meticulously tied to pipeline generation and ultimate revenue realization.
• • Lead and Innovate Enterprise Programs:
• • Architect, manage, and optimize a comprehensive suite of full-funnel enterprise programs. This includes sophisticated outbound pipeline generation, advanced ABM strategies, impactful event sponsorships, exclusive executive experiences, strategic partner co-marketing plays, and thoughtful, high-impact executive gifting programs.
• • Design and implement multi-channel programs that are perceived as bespoke, high-signal, and deeply relevant to our target enterprise accounts, moving away from generic, high-volume approaches.
• • Harness the power of AI and cutting-edge marketing technologies to personalize outreach at scale, significantly enhancing team leverage and program effectiveness.
• • Collaborate closely with the design team to set the creative direction for all marketing collateral and campaigns, ensuring unwavering consistency, exceptional quality, and distinct brand differentiation.
• • Build, Develop & Manage the SDR Function:
• • Take complete ownership of the enterprise SDR function, encompassing strategic hiring, comprehensive onboarding, continuous coaching, and rigorous performance management.
• • Define precise targeting criteria, develop sophisticated account strategies, craft effective sequencing, and ensure seamless handoffs in close alignment with Enterprise Sales leadership.
• • Guarantee that SDR activities are tightly integrated with marketing signals, campaign initiatives, and event follow-ups to create a cohesive buyer journey.
• • Continuously adapt and evolve the SDR-to-marketing motion as the company experiences rapid growth and scales its operations.
• • Foster a Deep and Collaborative Sales Partnership:
• • Work hand-in-hand with Enterprise Sales leadership to establish and refine Ideal Customer Profiles (ICPs), prioritize account lists, align on deal strategies, and set ambitious pipeline goals.
• • Equip Account Executives (AEs) with timely, relevant, and actionable plays that directly support deal creation, progression, and acceleration.
• • Serve as a strategic thought partner to the Sales team, identifying optimal investment areas for the highest possible enterprise pipeline return.
• • Champion Measurement, Optimization & Leadership:
• • Diligently track performance across the entire marketing funnel, with a relentless focus on pipeline as the primary North Star metric, moving beyond vanity metrics like MQLs or simple engagement.
• • Regularly present performance results, key insights, and strategic recommendations to executive leadership.
• • Foster a culture of continuous testing, learning, and iteration, scaling successful initiatives while decisively sunsetting underperforming ones.
• • Build, mentor, and inspire a high-performing enterprise growth team, cultivating talent and fostering a collaborative, results-oriented environment.