Head of Demand Gen, Enterprise (SLC)

📋 Description

• • Scrunch is at the forefront of a monumental shift in how brands connect with consumers, ushering them into an AI-first future. As Large Language Models (LLMs) like ChatGPT, Claude, and Gemini become the primary tools for discovery, understanding, and action, traditional web search is being redefined. Our mission is to empower marketing teams to navigate this new landscape, ensuring their products and services are not just found, but are strategically surfaced on these emerging AI platforms. This transformation represents the most significant evolution in marketing since the inception of the internet, and Scrunch is leading the charge.
• • We are seeking a highly accomplished and strategic Head of Enterprise Growth Marketing to spearhead our enterprise pipeline generation efforts. This is a pivotal senior leadership role for an individual who has a proven track record of building and scaling enterprise pipeline generation motions from the ground up. You will be instrumental in not only defining a winning strategy but also in its meticulous execution, transforming it into a predictable and repeatable engine for pipeline growth.
• • Your core responsibility will be the end-to-end ownership of the enterprise marketing pipeline. This includes setting ambitious targets, driving performance against them, and ensuring consistent, predictable revenue impact. You will manage and nurture a high-performing team of Sales Development Representatives (SDRs), fostering their growth and ensuring their alignment with broader marketing and sales objectives.
• • Collaboration will be key. You will forge deep partnerships with our Enterprise Sales teams, working hand-in-hand to drive pipeline creation, accelerate deal cycles, and ultimately contribute significantly to revenue generation. This role is about more than just running existing programs; it's about defining the future of our enterprise growth motion, establishing a robust operating model, and building the foundational systems, team, and playbooks necessary for sustained, long-term scale.
• • Your ultimate objective, your "north star," is the consistent and predictable growth of enterprise pipeline. This will guide your strategic decisions and daily execution.
• • **Key Responsibilities include:**
• • **Own Enterprise Growth & Pipeline:** Take full accountability for the enterprise marketing pipeline target and its performance. This involves defining the overarching enterprise growth strategy, developing annual plans, establishing accurate forecasting mechanisms, and implementing rigorous reporting processes.
• • **Build a Predictable Growth Engine:** Architect and implement a scalable, channel-agnostic enterprise growth engine. This encompasses a wide array of tactics, from high-touch warm introductions and strategic outbound campaigns to highly targeted Account-Based Marketing (ABM) initiatives.
• • **Establish Metrics & Cadence:** Define clear attribution models, key performance indicators (KPIs), and an operating cadence that directly ties marketing activities to pipeline generation and revenue outcomes.
• • **Lead Enterprise Programs:** Design, architect, and oversee comprehensive full-funnel enterprise programs. This includes sophisticated outbound pipeline generation strategies, impactful ABM campaigns, engaging events, exclusive executive experiences, strategic partner collaborations, and thoughtful executive gifting programs.
• • **Craft Bespoke Experiences:** Develop multi-channel programs that are perceived as bespoke, high-signal, and deeply relevant to our enterprise clients, avoiding a high-volume, low-impact approach.
• • **Leverage AI & Modern Tooling:** Utilize cutting-edge AI capabilities and modern marketing technology stacks to personalize outreach at scale, enhance campaign effectiveness, and significantly increase team leverage and efficiency.
• • **Set Creative Direction:** Collaborate closely with the design team to establish and maintain a consistent, high-quality, and differentiated creative identity across all marketing materials and programs.
• • **Build & Manage the SDR Function:** Take ownership of the enterprise SDR function, encompassing all aspects of team management: hiring exceptional talent, developing comprehensive onboarding programs, providing ongoing coaching and development, and driving performance management.
• • **Define SDR Strategy:** Establish clear targeting criteria, account strategies, effective sequencing, and seamless handoff processes in close collaboration with Enterprise Sales leadership.
• • **Integrate SDR & Marketing Efforts:** Ensure SDR activities are tightly integrated with marketing signals, campaign initiatives, and event follow-ups to create a cohesive buyer journey.
• • **Evolve the Motion:** Continuously refine and evolve the SDR-to-marketing motion as the company scales and market dynamics change.
• • **Deep Sales Partnership:** Cultivate and maintain a strong, collaborative partnership with Enterprise Sales leadership. This involves aligning on Ideal Customer Profiles (ICPs), defining target account lists, strategizing on deal progression, and setting shared pipeline goals.
• • **Enable Sales Teams:** Equip Account Executives (AEs) with timely, relevant, and impactful plays that directly support deal creation and accelerate sales cycles.
• • **Strategic Sales Advisor:** Act as a strategic thought partner to the Sales team, identifying key areas for investment that will yield the highest return in terms of enterprise pipeline generation.
• • **Measurement, Optimization & Leadership:** Continuously track performance across the entire marketing funnel, with a relentless focus on pipeline as the primary North Star metric, rather than solely focusing on intermediate metrics like MQLs or engagement.
• • **Executive Reporting:** Regularly report on results, provide actionable insights, and present strategic recommendations to executive leadership.
• • **Iterative Improvement:** Foster a culture of testing, learning, and iteration, scaling successful initiatives and sunsetting underperforming ones.
• • **Team Development:** Build and mentor a high-performing enterprise growth team, cultivating talent and fostering a collaborative, results-oriented environment.