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About the Role

Lead a high-performing team to drive customer adoption, expansion, and advocacy through data-driven campaigns, executive programs, and customer storytelling.

Responsibilities

• Develop and lead SolarWinds’ Observability customer marketing strategy, focusing on adoption, retention, and expansion revenue.
• Lead the Tier 1 event strategy, including event promotion, webinar strategy, and account activation.
• Lead and mentor a team of 6 customer marketers.
• Design and execute full-funnel customer programs to increase product adoption, deepen engagement, and drive measurable revenue from existing accounts.
• Define segmentation strategies across the Observability customer base for relevant campaigns and programs tied to expansion potential.
• Leverage AI and marketing automation tools to identify expansion opportunities and prioritize customer outreach.
• Partner with Corporate Marketing to recruit and develop a community of customer advocates.
• Oversee customer communications, including nurture programs, newsletters, and industry-specific campaigns.
• Collaborate with Product Marketing to align customer proof points with go-to-market messaging and competitive positioning.
• Establish a data-driven operating model for customer marketing performance with clear KPIs.
• Collaborate with field and Sales teams to equip them with customer-specific content, references, and expansion sales plays.
• Partner with the executive team and field leadership to align customer marketing programs with strategic accounts and thought leadership initiatives.
• Lead executive engagement initiatives, including Customer Advisory Boards, CIO roundtables, and strategic relationship programs.
• Develop and orchestrate the executive briefing program for strategic customers.
• Build experiences that deepen executive relationships, surface product feedback, and create pipeline opportunities.
• Manage the Expand funnel for the Observability business unit, owning measurement against KPIs.
• Build reporting frameworks to demonstrate customer marketing’s contribution to retention and expansion metrics.
• Use data and experimentation to build predictable, scalable growth engines.
• Manage global budget allocations and ensure efficient investment across customer programs and tactics.

Requirements

• 10+ years of B2B enterprise marketing experience leading Customer Marketing or Lifecycle Marketing programs.
• Experience in observability, IT infrastructure, network management, or enterprise SaaS strongly preferred.
• Proven success driving upsell, cross-sell, and expansion revenue through customer lifecycle and advocacy initiatives.
• Strong background in building and executing executive engagement programs.
• Experience developing content and programs that translate customer outcomes into business growth narratives.
• Demonstrated leadership in managing and developing high-performing marketing teams.
• Deep collaboration experience with Sales, Customer Success, and Product Marketing.
• Proficiency with CRM and marketing automation platforms (Salesforce, Marketo).
• Experience with tools such as Gainsight, 6sense, Goldcast, Qualified, Outreach, Zapier, Clay, Claude or similar tools a plus.
• Strong analytical mindset with evidence of data-driven decision making and performance optimization.
• Exceptional written and verbal communication skills with executive-level presence and the ability to influence across a matrixed organization.

Skills

• Customer Marketing
• Lifecycle Marketing
• B2B Enterprise Marketing
• Observability
• IT Infrastructure
• Network Management
• Enterprise SaaS
• Upsell
• Cross-sell
• Expansion Revenue
• Customer Advocacy
• Executive Engagement Programs
• Customer Advisory Boards
• CIO Roundtables
• Strategic Account Experiences
• Content Development
• Sales Enablement
• Marketing Analytics
• Data-Driven Decision Making
• Performance Optimization
• CRM
• Marketing Automation
• Salesforce
• Marketo
• Gainsight
• 6sense
• Goldcast
• Qualified
• Outreach
• Zapier
• Clay
• Claude
• Written Communication
• Verbal Communication
• Executive Presence
• Influencing

Experience Level

• 10+ years of B2B enterprise marketing experience

About the Company

• SolarWinds is a people-first company with a purpose to enrich the lives of employees, customers, shareholders, partners, and communities.
• The company aims to help customers accelerate business transformation with simple, powerful, and secure solutions.
• Solarians are ready to advance world-class solutions in a fast-paced environment and accept the challenge to lead with purpose.

Equal Opportunity

• SolarWinds is an Equal Employment Opportunity Employer.
• SolarWinds will consider all qualified applicants for employment without regard to race, color, religion, sex, age, national origin, sexual orientation, gender identity, marital status, disability, veteran status or any other characteristic protected by law.
• All applications are treated in accordance with the SolarWinds Privacy Notice: https://www.solarwinds.com/applicant-privacy-notice