Vice President, Marketing Lead Generation & Enablement

Your Team Responsibilities

Position Overview

 

We are seeking a strategic and commercially minded Leader of Marketing Lead Generation Strategy and Enablement to define and scale how we attract, prioritize, and convert high-value prospects into pipeline and revenue. This role will architect a global lead generation strategy—grounded in deep buyer insights, robust scoring models, and data-driven prioritization—that enables sales teams to focus on the highest-potential opportunities.

Working at the intersection of marketing strategy, sales enablement, and go-to-market alignment, the ideal candidate will drive both pipeline quality and velocity. An Account-Based Marketing (ABM) mindset will be applied to help deepen engagement across strategic accounts and B2B buying groups.

This role will also lead the strategy and day-to-day management of our sales enablement platform (e.g., Highspot), ensuring that content is organized, aligned to the buyer journey, and effectively leveraged by revenue teams. Success includes increasing seller adoption, improving content effectiveness, and enabling seamless sales workflows through smart platform governance and analytics.

Your Key Responsibilities

Key Responsibilities

Lead Generation Strategy

• Set the strategic vision for demand creation—focusing on quality, velocity, and sales impact over raw lead volume.
• Translate business goals, GTM priorities, and market intelligence into scalable, high-performance lead generation frameworks.
• Define the balance between broad inbound strategy and targeted ABM tactics, with attention to how each fuels the pipeline at different lifecycle stages.

Lead Scoring, Segmentation, and Prioritization

• Build and continuously refine sophisticated lead scoring and routing models that integrate firmographics, engagement signals, intent data, and buying stage indicators.
• Establish a segmentation strategy aligned to ideal customer profiles (ICPs), verticals, and buying group behaviors.
• Partner with RevOps, Analytics, and Sales to ensure scoring logic aligns with pipeline conversion patterns and real-time market feedback.

Sales & Marketing Enablement Alignment

• Partner with Sales Enablement to ensure sales teams are equipped with insights, playbooks, and feedback loops tied to lead quality and readiness.
• Create structured processes for marketing-to-sales handoff, improving speed-to-follow-up and minimizing lead leakage.
• Help Sales understand lead behavior and scoring rationale to better tailor outreach and accelerate early-stage conversions.

Management of Sales Enablement Tool:

• Own the administration and strategy of Sales Enablement Tools (Highspot, etc), ensuring seamless content management, user access, and system optimization.
• Develop and maintain sales playbooks, content governance processes, and tagging structures to support rep productivity.
• Collaborate cross-functionally with sales, marketing, and product teams to align content with buyer journeys and go-to-market initiatives.
• Train and support users to drive platform adoption, onboarding, and ongoing engagement across teams.
• Analyze usage and engagement data to assess content performance, surface insights, and continuously optimize enablement efforts.
• Ensure integrations with CRM and other tools to embed Highspot in sales workflows and track impact on revenue outcomes.

Cross-Functional Collaboration

• Act as a connective leader between Marketing, Sales, Product, RevOps, and Data teams—ensuring end-to-end pipeline cohesion.
• Influence the evolution of our marketing and sales tech stack (e.g., MAP, CRM, ABM, intent tools) to support strategy execution.
• Collaborate on the strategic rollout of ABM initiatives, with marketing driving precision targeting and Sales leading deep account engagement.

Performance Insights and Optimization

• Define funnel performance KPIs and reporting frameworks across MQLs, SALs, SQLs, and pipeline coverage.
• Partner with Marketing Operations to build dashboards that visualize lead flow, scoring efficacy, sales follow-up, and pipeline lift.
• Lead quarterly performance reviews and optimization plans, ensuring continuous improvement in how leads are sourced, qualified, and progressed.

Your skills and experience that will help you excel

Qualifications

Required

• 10+ years of experience in B2B marketing, with at least 5 years in lead generation strategy, revenue marketing, or marketing operations.
• Proven expertise