Head of EMEA Demand

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Head of EMEA Demand

Are you interested in generating business impact for one of Salesforce’s fastest growing business units? The MuleSoft’s Digital Demand team is looking for a seasoned B2B data-driven demand leaderto drive the strategy, planning, and optimization of EMEA engine that is a critical and significant driver of revenue for the business.

This role will lead the efforts to successfully strategize all digital demand generation channels owning the delivery of annual and quarterly regional demand plans and programs, including tactic scope, program mix, target outcomes, key metrics and measures, and required inputs and resources to deliver 100% of required marketing generated pipeline. Likewise this role leads the mission control for building, monitoring, and optimizing the marketing demand funnel end-to-end (inside sales collaboration, optics, analysis, SLAs, lead scoring) setting up teams and programs up for successful execution and near real-time optimization across the lead-to-revenue framework. The ideal candidate will have deep B2B SaaS digital demand generation and performance marketing competence with proven experience owning significant pipeline contribution with accountability to support sales to meet or exceed pipeline and revenue targets. In addition to a superb strategic command of pipeline programs, the ideal candidate possesses deep experience partnering with inside sales and field leaders to establish continual development rigor across the B2B demand funnel leading optimizations from prospecting to closed business.

Responsibilities:

• Develop and implement annual and quarterly regional demand plan that drives revenue through direct and indirect sales teams. Own strategy and optimization of regional plan and programs, including tactic scope, target outcomes, key metrics and measures, and required inputs and resources to deliver. Work closely with sales and marketing leadership to align this into a unified plan for the organization’s growth

• Interlock with regional field sales leadership to ensure agreement on priorities, adjusting as required by changing market conditions and emerging opportunities

• Lead and handle the end-to-end strategy for the Marketing demand funnel in conjunction with inside sales, digital demand, field, and sales operations

• Drive long term demand strategies and planning leading team efforts to enable and evolve collaboration, insights, and SLAs to optimize and empower program performance against required targets

• Partner closely with data and organization leadership to meet analytics needs and continuously improve insight-creation capabilities, as a trusted and influential evangelist for data-guided decision making, while cultivating a culture of data.

• Develop and maintain a strategic roadmap for demand planning and organizational level initiatives to scale our demand tooling through better systems and automation

• Partner with Sales to accommodate and reflect needed demand support against sales rep capacity in each region/segment
  

Qualifications

• BA / BS in marketing or related business degree preferred. Masters or PhD is strongly preferred

• 8+ years’ experience in roles of increasing responsibility supporting EMEA demand generation, with demonstrated and impactful results in terms of metrics such as lead and opportunity creation, velocity/conversion rates through the demand waterfall, and closed business

• 5+ years of expertise in B2B SaaS is required with proven track record creating and implementing successful seeding, demand creation, lead nurturing and pipeline acceleration programs in EMEA

• 5+ years building and managing a shared Demand Waterfall with sales

• Deep domain expertise across demand generation fields, including content marketing, digital marketing, marketing technology, data infrastructure, and analytics/reporting

• Fluency in demand generation metrics and approaches to test and optimize them

• Experience in both internal and external storytelling and executive presentations

• Expertise with analytics tools and data visualization (Salesforce, Tableau)

• Excellent ability to communicate complicated and nuanced insights in accessible language to relevant stakeholders.

• Strong analytical skills, both in modeling and measurement

• Familiarity and comfort with EMEA marketing initiatives and optimizing marketing campaigns

• Strong time management and organizational skills

• Strong communication/interpersonal skills

• Ability to adapt to shifting priorities, requirements and timelines by utilizing problem-solving skills

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