Head of Enterprise Marketing

TL;DR

Head of Enterprise Marketing (B2B/ABM): Own end-to-end upmarket pipeline by building enterprise demand plays, account-based programs, and self-serve-to-enterprise conversion experiments with an accent on ICP/targeting, lifecycle plays, and conversion measurement. Focus on designing AI-first marketing ops and accountable performance reporting that drives sourced and influenced pipeline.

Location: San Francisco, CA

Salary: $210k - $230k/year

Company

Descript builds an AI-powered video and audio editing tool with 50M+ users.

What you will do

• Co-own upmarket pipeline targets with Sales, including enterprise demand playbook execution (ICP, target accounts, channel mix, offers, and campaigns).
• Build vertical prioritization and design account-based programs with messaging and experiences tailored to high-fit accounts.
• Partner with Product and Sales to run self-serve-to-enterprise conversion experiments and lifecycle plays that move product-qualified accounts into pipeline.
• Track and optimize which channels, plays, and offers drive inbound interest and conversions; report on pipeline contribution and program performance.
• Build AI-first marketing ops and measurement frameworks and ensure RevOps instrumentation and accountability across the enterprise lifecycle.
• Lead high-touch deal acceleration programs (e.g., executive roundtables/CxO events) and contribute to enterprise pricing and packaging strategy.

Requirements

• 8+ years of B2B marketing experience, including 3+ years building or scaling an upmarket or enterprise demand motion.
• Experience at a PLG/product-led company with hands-on ownership of self-serve-to-enterprise conversion.
• Consumer-to-B2B crossover experience (marketing to users who are also buyers).
• Strong analytical skills and a track record of building measurement frameworks that are actively used.
• Experience co-owning pipeline targets with Sales in an accountable, collaborative way.

Nice to have

• Familiarity with modern ABM tooling and CRM/MAP integration.
• Experience building or deeply partnering on AI-native marketing ops and workflows.
• Background in SaaS, media tech, or creative tooling.
• Proven ability to design and run conversion experiments across PLG funnels.

Culture & Benefits

• Generous healthcare package and 401k matching program.
• Catered lunches and flexible vacation time.
• Mix of remote and hybrid roles; hybrid roles are flexible and not expected daily in-office.
• In-person collaboration opportunities for remote roles throughout the year.

Hiring process

• Interviews focused on enterprise demand motion ownership, conversion experimentation, and measurement/ops approach.
• Discussion of cross-functional partnership with Sales, Product, Growth/Paid, and RevOps.