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Greenhouse is looking for a Senior Manager, Segment Campaign Strategy to join our team!

Reporting to the Director, Campaign and Audience Strategy, the Senior Manager, Segment Campaign Strategy is the data-driven people leader for our priority segments, providing structure, focus, and clear prioritization across full funnel growth campaigns. 

This role owns the campaign strategy and roadmap for our most strategic segments and is ultimately accountable for how integrated campaigns contribute to marketing sourced pipeline and revenue for those segments. 

You will not own overall segment positioning or product GTM; instead, you partner closely with Product, Content, Demand Gen, then translate their segment narratives and product stories into integrated, full funnel programs to activate the team across marketing channels. You’ll ensure that what we run for our priority segments is clearly tiered by GTM audiences and that product and content campaigns are woven into a cohesive segment strategy rather than operating in silos. 

You work cross functionally with Content, ABM, Partner Marketing, Customer Marketing, and channel owners across Growth and Demand Generation so every channel understands its role in the segment plan and we show up in the market with one unified, segment specific story. As a data driven people leader, you balance strategy and execution – owning critical campaigns yourself while managing a small team of segment marketers to deliver measurable, scalable programs that hit revenue goals.

 

Who will love this job

• A segment minded strategist: you understand complex B2B sales cycles with large buying committees, vertical and account tiering logic, and how to build programs that serve segment and territory based motions rather than one size fits all campaigns.
• A full funnel campaign architect: you enjoy designing integrated programs that connect product launches, content campaigns, events, ABM plays, and partner motions into one cohesive segment plan across channels.
• A data driven campaign marketer: you see trends and opportunities in every report you look at, and you use campaign performance (or lack thereof) to determine the next step forward across the full funnel.
• A people first marketing leader: you find fulfillment in building and coaching marketers, bringing structure to ambiguous situations, and helping the team prioritize the most impactful work for our priority segments instead of doing “all the things.”
• A sales savvy operator: you thrive working closely with Sales leaders and frontline AEs/AMs, and you may even bring prior sales or field experience that you’ve carried into a marketing career. 
• A partner to Product and Content: you’re energized by collaborating on personas, positioning, stories, and hero assets, and you know how to turn product and customer insight into segment specific campaigns that resonate with senior talent leaders and other key buying committee members.
• A pipeline and opportunity obsessed marketer: you care deeply about how segment programs contribute to opportunity creation and progression, and you’re motivated by owning an opportunity target. 

What you’ll do

Segment and full funnel campaign strategy

• Set the full funnel campaign strategy for our priority segments, encompassing product led initiatives, content campaigns, events/experiences, ABM plays, and partner motions, and ensure that channel owners across Growth and Demand Generation are integrated into a single plan, not running in silos.
• Own the segment campaign strategy and roadmap, creating quarterly themes that define GTM initiatives across channels (email, paid, web, events, partners, ABM, SDRs, etc.) and tie them to clear pipeline and opportunity goals in partnership with key stakeholders across teams.
• Translate segment narratives and product stories (e.g. AI, analytics, new solutions, hero content) into concrete, multi touch segment campaigns mapped to specific personas, buying committee members, and funnel stages. 

Integrated campaign architecture & channel integration

• Act as an integrator across channels, making sure email, paid, web, events, ABM, lifecycle, partner and SDR motions each have a defined role in the segment plan and ladder back to shared goals and KPIs.
• Own the creation and ongoing refinement of integrated campaign briefs for Growth and Demand Generation (like our multi‑channel demand gen and promo briefs), translating segment strategy, product inputs, and audience insights into clear guidance for channel owners and production teams.
• Operationalize Sales tiering frameworks and account strategies for marketing plays, using tiers to drive differentiated campaign and ABM treatment across segments, verticals, and territories.
• Lead integrated, multi‑channel segment campaigns (email, content, events, ABM, partner plays) that are persona‑ and vertical‑informed, including high‑intent webinars/demos, content syndication, external media, and key experiences.
• Partner with Content and Product & Customer Marketing to activate hero assets (e.g., ROI studies, AI in hiring stories, benchmarking reports, flagship webinars) inside segment campaigns and ensure they’re used consistently across channels and funnel stages.

Measurement, reporting, and optimization

• Partner with Marketing Operations & Analytics to define segment‑level reporting views, own or co‑own pipeline/opportunity targets, and use data, retros, and QBRs to guide optimization, investment decisions, and GTM planning.
• Build and iterate on dashboards and reports that make it easy for Growth leadership, Sales, and channel owners to understand segment performance (pipeline, opportunity influence, funnel conversion, account and audience engagement).
• Use Salesforce account and opportunity data hands‑on—building your own reports and views where needed—to tell a clear story about what segment campaigns are doing, what’s working, and where we need to adjust.

Sales & cross‑functional partnership

• Build strong cross‑functional partnerships with Sales and SDR leaders across segment and MM2, Product & Customer Marketing, Customer Marketing, International, Partner Marketing, ABM, and MOPs to coordinate global/regional programs and co‑marketing plays.
• Align with Sales and RevOps on target account lists, tiers, audience definitions, and coverage expectations for segment campaigns and ABM plays.
• Serve as a visible, go‑to partner for segment and campaign strategy—facilitating planning sessions, campaign reviews, and enablement forums where we align on priorities, plans, and follow‑up motions.

Leadership & team management

• Manage and develop a small, segment‑ and ABM‑focused team, driving clear prioritization of the segment backlog and fostering a culture of documentation, reuse, and experimentation so high‑performing plays become repeatable playbooks.
• Balance strategy, leadership, and execution—owning and executing critical segment campaigns yourself while coaching team members on their own programs.
• Create operating rhythms (planning, retros, QBRs, working sessions) that keep Growth, Product & Customer Marketing, MOPs, Sales, and channel owners aligned on segment priorities and in‑market campaigns.
• Additional projects and responsibilities as business needs require

You should have

• 6–9+ years of progressive experience in B2B demand generation, account‑based marketing, field/segment marketing, or similar, ideally within SaaS or a recurring revenue model, including meaningful experience marketing to complex segments such as enterprise and upper mid‑market.
• 2–4+ years of people management experience, leading and developing marketers or field/segment teams, with a track record of building structure, setting priorities, and coaching for growth.
• Deep familiarity with complex B2B sales motions and buying committees, ideally including direct experience working in or very closely with Sales (e.g., former AE/AM, field marketer or strategist who partnered day‑to‑day with sellers).
• Demonstrated success planning and executing integrated, segment‑level campaigns and programs across channels (email, content, events, ABM, partners, paid, web), tied to clear opportunity and/or pipeline goals.
• Strong experience working with territory models, account plans, and segment/vertical tiering, and a track record of aligning marketing strategies with how Sales is structured (by region, segment, and vertical).
• Proven ability to partner closely with Product & Customer Marketing and Conte