Head of Digital Marketing & SaaS Growth

The Opportunity

Lead the transformation of our customer acquisition and lifecycle management capabilities. Youll build and scale our digital marketing engine and customer success function from the ground up driving measurable growth across our diverse product portfolio. This is a performance-driven role with clear metrics and accountability for business outcomes.

Key Responsibilities

Digital Marketing & Demand Generation

1. Build and scale comprehensive digital marketing strategy generating measurable pipeline across transactional product portfolio

2. Implement and optimize marketing automation platform with demonstrated expertise in CRMs

3. Develop and execute high-volume lead generation campaigns with proven conversion optimization methodologies

4. Create and manage performance marketing framework with rigorous ROI tracking and attribution modeling

5. Generate consistent flow of marketing qualified leads (MQLs) with defined lead scoring and qualification criteria

6. Build thought leadership programs and content engines that drive inbound demand

7. Manage marketing technology stack integration with CRM and sales tools

Customer Success & Lifecycle Management

1. Establish and scale customer success function with proven methodologies from previous experience

2. Implement customer health scoring systems and proactive engagement frameworks

3. Build onboarding adoption and expansion programs that drive measurable retention and revenue growth

4. Develop customer segmentation strategies and tailored success programs by segment

5. Create scalable customer training certification and community programs

6. Design and implement voice-of-customer programs feeding product roadmap prioritization

Performance Management & Analytics

1. Own and deliver against aggressive targets for marketing and customer success KPIs

2. Implement comprehensive analytics infrastructure tracking full customer lifecycle metrics

3. Provide data-driven insights on campaign performance customer behavior and growth opportunities

4. Forecast pipeline generation and customer retention with accuracy

5. Establish dashboards and reporting cadence for executive leadership

6. Continuously optimize programs based on performance data and market feedback

Team Building & Leadership

Recruit build and lead high-performing teams across customer acquisition customer success and marketing operations (5 direct and indirect reports)

Establish team processes workflows and performance management systems

Develop talent through coaching mentoring and career development planning

Create culture of accountability experimentation and continuous improvement

Manage team budgets and resource allocation to maximize ROI

Strategic Collaboration

1. Partner closely with Sales Director ensuring seamless lead handoff and sales enablement

2. Collaborate with Product Development on roadmap prioritization based on customer insights and market opportunities

3. Work with Channel teams on partner enablement for digital lead generation

4. Coordinate with Finance on revenue forecasting and budget management

Required Qualifications

Experience & Track Record

1. 7-10 years progressive experience in B2B software marketing with demonstrated career progression to leadership roles

2. Minimum 3 years leading teams of 5 people across marketing and customer success functions

3. Proven track record building and scaling digital demand generation engines with documented results (pipeline generation lead volume conversion rates)

4. Demonstrated expertise in marketing automation platforms (HubSpot Marketo Pardot) including hands-on implementation and optimization experience

5. Direct experience establishing and scaling customer success functions including team building process design and metrics definition

6. Experience managing diverse software portfolios with both transactional and consultative products

Technical Expertise

1. Deep proficiency in SaaS and subscription business metrics: CAC LTV CAC:LTV ratios payback period MRR ARR churn expansion revenue NPS

2. Expertise in performance marketing: paid search paid social display retargeting with proven conversion optimization experience

3. Strong analytical capabilities: SQL preferred proficiency with BI tools A/B testing methodologies statistical analysis

4. Hands-on experience with marketing technology stacks: marketing automation CRM integration analytics platforms customer success tools

5. Knowledge of product-led growth strategies and self-service customer journeys

6. Experience with customer health scoring and predictive analytics for retention

Domain Knowledge

1. B2B software experience with understanding of different business models (subscription perpetual license services)

2. Experience in education legal corporate or document management sectors strongly preferred

3. Understanding of European markets and multi-country marketing operations

4. Familiarity with channel partner enablement and indirect sales models

Leadership & Communication

1. Demonstrated ability to build and develop high-performing teams with clear talent development track record

2. Strong executive communication skills with experience presenting to senior leadership and board level

3. Proven change management experience transforming traditional marketing functions

4. Bachelors degree in marketing Business or Technology; MBA highly desirable

Success Metrics & KPIs

This is a performance-driven role with compensation tied to achievement of clear KPIs:

Marketing Performance

1. Marketing Qualified Lead (MQL) generation targets by product and segment

2. Lead-to-opportunity and opportunity-to-close conversion rates

3. Marketing campaign ROI and cost per acquisition (CPA) targets

4. Marketing-sourced pipeline contribution (target: 40% of total pipeline)

5. Website traffic engagement and conversion metrics

Customer Success Performance

1. Customer retention/renewal rates (target: 95%)

2. Net Revenue Retention (NRR) including expansion revenue (target: 110%)

3. Customer health score improvements and at-risk customer reduction

4. Net Promoter Score (NPS) achievement

5. Customer lifetime value (LTV) improvement

Operational Excellence

1. Customer Acquisition Cost (CAC) optimization

2. CAC:LTV ratio achievement (target: 1:3)

3. Marketing technology stack utilization and efficiency

4. Team performance against individual and collective targets

5. Budget management and ROI on marketing investments

Annual variable compensation component will be directly tied to achievement of these KPIs with quarterly performance reviews.

What Sets You Apart

1. Proven transformation experience leading marketing evolution in traditional software companies transitioning business models

2. Documented track record of building scalable marketing engines that consistently deliver pipeline and revenue growth

3. Experience building customer success functions from scratch with...