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About the Role
OTAVA is seeking a strategic Field Marketing Manager to own the company's event calendar and field marketing strategy. This role is responsible for deciding where OTAVA participates, from trade shows to executive dinners, and ensuring operational rigor in the event process for lead tracking and pipeline generation. The Field Marketing Manager will collaborate with Sales, BDRs, Channel, and Demand Generation teams to transform events into a measurable pipeline engine.
Responsibilities
- Own OTAVA’s annual event calendar and field marketing strategy, including regional programs aligned to sales territories and priority markets.
- Evaluate and select industry events, conferences, and sponsorships based on audience fit, cost, expected pipeline, and feedback from the Sales team.
- Continuously refine the event mix using performance data.
- Plan and execute trade shows, conferences, sponsored events, executive dinners, roundtables, and customer and partner events.
- Own event operations end to end, including vendor selection and negotiation, booth, registration, travel, branded merchandise, event asset and inventory management, and lead capture, while managing to stay within budget.
- Plan and run OTAVA’s annual sales kickoff (SKO) and other internal events.
- Define goals for each event and develop staff briefs, including target accounts, messaging, and talk tracks.
- Ensure operational rigor across the event lead process, including lead capture standards, HubSpot campaign setup, lead upload and routing, and campaign attribution.
- Track every event lead from capture through MQL, SQL, opportunity, and closed-won, ensuring clean data and clear attribution of event-sourced and event-influenced revenue.
- Partner with Demand Generation and BDRs on pre-event targeting and post-event follow-up.
- Own the field marketing and events budget, deciding how to allocate investment across events and programs.
- Build dashboards and deliver post-event and quarterly reporting on attendance, meetings, leads, pipeline, closed-won revenue, and ROI by event.
- Leverage AI tools to accelerate event planning, campaign development, and reporting.
Requirements
- 4–6 years of B2B field or event marketing experience, preferably within cloud, IT services, or SaaS.
- Proven experience owning an event calendar and strategy, including evaluating and selecting events based on ROI.
- Experience building lead tracking and attribution processes that tie events to pipeline and closed-won revenue.
- Experience partnering with sales, BDR, and channel teams, including on partner events.
Skills
- Strong event lifecycle knowledge, including sponsorship evaluation, logistics, vendor management, and on-site execution.
- Strong working knowledge of HubSpot for campaign setup, lead management, funnel reporting, and attribution.
- Strong analytical skills, with the ability to measure and communicate event ROI and revenue impact.
- Strong budget management and negotiation skills.
- Exceptional project management skills, with the ability to manage multiple concurrent events.
- Highly collaborative and proactive, with excellent written and verbal communication skills.
- Working with Atlassian products (Jira, Confluence, etc.)
- Working with Microsoft 365 products
- Working with project management tools (e.g., Monday.com or Asana)
- Working with HubSpot (CRM and marketing automation)
- Working with WordPress
- Working with event lead capture and registration tools
- Working with AI tools (e.g., Claude)
Experience Level
- 4-6 years
Education Level
- Bachelor’s degree in Marketing, Communications, Business, or a related field preferred.
Salary/Compensations
- $95K–$115K
Benefits
- 10% annual bonus opportunity
- 401(k) match
- Health insurance
- Generous PTO
- Paid volunteer time off
About the Company
- At Otava, we are people empowering people to enable growth.
- As a global leader in secure, compliant, enterprise-class cloud hosting, we deliver a full range of solutions from colocation to private and hybrid cloud computing.
- We’re creative thinkers who love to serve others, automate where possible, and change when required.
- We aim for superior client service in everything we do and strive to get even better.