Director, B2B Performance Marketing
Job Summary
The Director of B2B Performance Marketing will architect and lead SHRM’s next-generation performance engine, driving enterprise pipeline, revenue growth, and customer acquisition efficiency. This role will lead the organization from MQL to SQL thinking and revenue-based performance metrics.
Key Responsibilities
Create revenue-centric performance strategy and design execution aligned to pipeline generation, opportunity creation, and revenue impact.
Build forecasting models tied to pipeline coverage, CAC, and Y/O/Y growth targets.
Own the end-to-end funnel: awareness → engagement → conversion → pipeline.
Optimize acquisition across paid media, search, social, display, retargeting, and emerging AI-driven channels.
Partner with product and sales to improve conversion pathways, demo experiences, and enterprise onboarding journeys.
Implement next-gen measurement frameworks (MMM, incrementality, multi-touch attribution).
Establish dashboards that translate marketing performance into business outcomes for executive leadership.
Strategize and refine with intelligence available to understand the B2B customer across all business units.
Partner with Marketing Operations on strategy for first-party data capture, enrichment, and activation.
Ensure data integrity from first touch to closed deal.
Leverage AI to improve media efficiency, creative testing, targeting, and personalization.
Drive experimentation with emerging channels and agent-driven search environments.
Partner with brand and content teams to deliver high-performing, modular creative.
Build rapid test-and-learn cycles to optimize messaging, formats, and landing experiences.
Balance brand building with performance efficiency.
Partner closely with Sales, Revenue Operations, and Product to align on pipeline goals, lead quality and scoring, conversion benchmarks, and revenue attribution.
Qualifications
10+ years in B2B service marketing and demand generation, with at least 3+ years in a leadership role.
Proven track record of driving enterprise pipeline and revenue growth.
Experience in complex, multi-product or B2C2B environments preferred.
Strong executive communication skills with the ability to translate data into clear business insights.
Deep expertise in: Enterprise-grade B2B omnichannel marketing, Conversion rate optimization, Demand generation, lead scoring, paid media strategy (search, social, programmatic), Marketing analytics and attribution.
Strong understanding of first-party data strategy and martech ecosystems.
Work Environment & Physical Requirements
This position follows a hybrid schedule — Tuesday through Thursday in-office, Monday and Friday remote. Core business hours are 8:00–9:00 a.m. to 5:00–6:00 p.m. local time. Occasional travel required (0–10%). Physical Requirements include prolonged periods of sitting and working at a computer, frequent use of hands for typing, handling documents, and using office equipment, occasional standing, walking, bending, and reaching, and the ability to lift and carry up to 30 pounds as needed. Clear verbal and written communication skills are essential for effective interaction with colleagues and stakeholders.
Benefits
SHRM offers a competitive and comprehensive total rewards package, including professional growth and development, health, dental, vision, well-being, health savings, flexible spending, retirement, open leave, and annual discretionary bonus and incentives. The hiring range for this position is $140,000 to $165,000 per year. SHRM is an equal opportunity employer and does not sponsor applicants for work visas.