Director, Global Account Marketing
Overview
SolarWinds is seeking a Director, Global Account Marketing to lead account-based marketing and outbound sales plays for priority accounts and key segments. This role integrates marketing, sales, and operations, focusing on generating pipeline, accelerating deals, improving win rates, and driving measurable revenue impact.
Key Responsibilities
Lead the global account marketing and sales play strategy for priority accounts and segments across new logo, cross-sell, upsell, and winback motions.
Shape the sales playbook and outbound motions with Sales and BDR leadership.
Build integrated plans by segment, region, solution, and audience.
Create multi-channel programs across ads, email, sales outreach, social, gifting, web, events, and partner activation.
Turn business goals into clear plays, audience definitions, messaging, and execution plans.
Evolve SolarWinds' AI-driven marketing approach through smarter workflows, automation, and execution.
Oversee targets across pipeline, conversion, deal velocity, win rate, average deal size, and revenue.
Launch and optimize ABX programs and high-velocity outbound sales plays that help sellers drive pipeline.
Create personalized account experiences using intent, firmographic, technographic, and engagement signals.
Implement account and buying committee workflows, AI email personalization, develop dynamic account prioritization, and automate action plans and reporting.
Partner with Field and Partner Marketing teams to adapt programs for regional and partner needs.
Use data and experimentation to build scalable growth engines that improve over time.
Serve as a strategic marketing partner to Sales, BDR, and Partner leaders.
Align on target accounts, buying groups, sales motions, follow-up expectations, and shared success metrics.
Work with Product Marketing, Content, Creative, Field Marketing, and Partner Marketing to create messaging and experiences that resonate with target accounts and buying groups.
Maintain strong partnerships across Revenue Operations, Sales Operations, Marketing Operations, and Analytics.
Lead a team of 7 direct reports in a highly matrixed environment and influence across functions and levels.
Establish clear priorities, operating rhythms, and accountability.
Coach team through strong planning, execution discipline, and data-driven decision-making.
Mentor team in demand strategy and support ongoing training and development in AI and technology advancements.
Qualifications
8+ years of B2B marketing experience in account-based marketing, field marketing, or demand generation, within SaaS or enterprise technology.
Experience building and executing account marketing programs tied to pipeline and revenue outcomes.
Proven ability to partner closely with Sales and BDR teams to build plays, shape outbound strategy, and improve account engagement.
Strong understanding of segmentation, personas, buying committees, customer journeys, and go-to-market execution.
Deep performance mindset with experience in funnel analytics, attribution, conversion optimization, and dashboard-driven decision making.
Experience using data and experimentation to improve campaign effectiveness and build scalable growth programs.
Hand-on experience building AI-assisted marketing workflows, automation, scoring, routing, and orchestration.
Strong cross-functional leadership skills with the ability to partner with Sales, Marketing, Operations, and Executive stakeholders.
Hands-on, resourceful, and detail-oriented with a bias toward action and measurable outcomes.
Preferred Qualifications
Experience supporting observability, IT operations, infrastructure, cloud, or enterprise software buying motions.
Experience with ABX and sales engagement platforms such as 6sense, Mutiny, Qualified, Outreach, LinkedIn Sales Navigator, Zapier, or similar tools.
Experience managing budget decisions and investment tradeoffs against revenue goals.
Global experience working across regions, sales teams, and partner motions.