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About the Role

As Head of Enterprise Marketing, you will own the end-to-end upmarket motion, converting high-fit self-serve users into consolidated enterprise contracts and pursuing target accounts. This is a builder role for someone who can understand inbound interest drivers, identify target accounts, and design campaigns and experiments to acquire them. You will co-own upmarket pipeline with Sales, partner with Product on self-serve-to-enterprise conversion, and collaborate with Growth/Paid and RevOps teams.

Responsibilities

Co-own upmarket pipeline targets with Sales, with shared accountability for sourced and influenced pipeline.
Build and execute an enterprise demand playbook including ICP definition, target account selection, channel mix, offer strategy, and campaign design.
Develop a vertical prioritization framework to define target industries and enterprise segments.
Design account-based programs with messaging and experiences calibrated to high-fit accounts.
Own and maintain an annual marketing calendar aligned to business milestones and pipeline targets.
Source and manage contract and agency resources as needed.
Partner with Product and Sales to identify high-fit self-serve buyers and design conversion experiments.
Build lifecycle plays to nurture individual users into team and enterprise buyers.
Develop and iterate on plays, offers, and sequences that convert product-qualified accounts into pipeline.
Meticulously track channels, plays, and offers driving inbound interest and conversions to refine programs.
Build AI-first marketing ops and measurement frameworks for team visibility.
Report regularly on pipeline contribution, channel efficiency, and program performance.
Partner daily with Sales on account priorities, ABM strategy, and pipeline reviews.
Brief and align with the in-house paid advertising team on enterprise-targeted campaigns.
Co-own enterprise lifecycle with RevOps, ensuring clear accountability and coordinated programs.
Own the strategy for high-touch deal acceleration programs, partnering with Field Marketing on execution.
Contribute to enterprise pricing and packaging strategy alongside Product and Sales.

Requirements

8+ years of B2B marketing experience, with at least 3 years building or scaling an upmarket or enterprise demand motion.
Experience at a PLG or product-led company, understanding the self-serve-to-enterprise conversion motion.
Consumer-to-B2B crossover experience.
Strong analytical skills and a track record of building measurement frameworks.
Experience co-owning pipeline targets with Sales in an accountable, collaborative way.
Deep familiarity with modern ABM tooling and CRM/MAP integration.
Experience building, or deeply partnering with, AI-native marketing ops and workflows.
Background in SaaS, media tech, or creative tooling.
Demonstrated ability to design and run conversion experiments across PLG funnels.

Location

Remote
San Francisco, CA

Work Type

Remote
Hybrid

Experience Level

8+ years of B2B marketing experience
3+ years building or scaling an upmarket or enterprise demand motion

Salary/Compensations

$210k - $230k/year

Benefits

Generous healthcare package
401k matching program
Catered lunches
Flexible vacation time

About the Company

Descript is building a simple, intuitive, fully-powered editing tool for video and audio, built for the age of AI.
The company has 150 employees and is backed by investors including OpenAI, Andreessen Horowitz, Redpoint Ventures, and Spark Capital.
Descript has achieved product-market fit and possesses the necessary resources for growth, offering employees a chance to significantly influence the company's direction.

Equal Opportunity

Descript is an equal opportunity workplace, dedicated to equal employment opportunities regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity, or Veteran status.
The company is committed to actively building a team rich in diverse backgrounds, experiences, and opinions to foster employee, product, and community growth.