Director, Marketing

About the role

At Administrate we're creating the Ultimate Human Organization by building world-class software for enterprise training teams across the globe. Our product is an industry-leading training management platform that empowers global corporate training teams and organizations to organize, plan, deliver, and measure their learning and development operations.

We're looking for a marketing leader with strong curiosity, a proven track record in building a pipeline that feeds successful sales teams, and a desire to lead a small team while often rolling up their sleeves to help produce deliverables as an individual contributor. We sell to enterprise training teams: a small, specific, well-informed audience who can tell the difference between a real point of view and generic industry or SaaS noise. Our marketing has to earn attention from people who don't have much to spare. Our messaging has to resonate enough with decision makers for them to be motivated to make significant changes to how their team (and broader org) works every day.

Responsibilities

• Understand our customers, how they think, and how they're motivated
• Write clearly and quickly, with a strong point of view
• Take ownership of positioning, events, our website, relevant metrics, and our partner marketing, customer marketing, and product marketing efforts
• Work closely with sales to provide relevant enablement
• Own the marketing budget and defend how it's spent
• Manage, hire, and develop the marketing team, and hold them and yourself to our values

Requirements

• You have led marketing for a B2B SaaS company and can point to growth you're directly responsible for
• You deeply understand the learning & development and Human Capital Management industries
• You're familiar with the main products and players within these markets
• You own projects end-to-end with confidence and deliver meaningful outcomes
• You can build a plan, and change it when the evidence says you should
• You regularly give and receive direct, kind, and meaningful feedback
• You have managed marketers directly, including hiring, developing, and occasionally exiting people
• You are comfortable with the numbers: funnel metrics, attribution's limits, CAC, payback, and what any of it is actually telling you
• You write well enough that we'd publish it without a rewrite
• You are effective working in asynchronous teams and proactive when blocked
• You understand that focus is the most precious resource for a small marketing team and work to protect it for yourself and others
• You are willing and able to have at least 5 hours overlap with 09:00 - 17:00 UK time on work days (Monday through Thursday)

Nice-to-haves

• You have marketed to enterprise buyers with long, committee-driven sales cycles
• You have worked in learning technology, HR tech, or another category where the buyer isn't the end user
• You have built a marketing function from a small team rather than inheriting a large one
• You have run ABM programmes that sales actually used
• You have owned product marketing directly: positioning, messaging, launches, competitive work
• You have worked closely with a founder or CEO on brand and narrative
• You have experience with Hubspot
• You have worked in a fast-moving startup environment before
• You have experience using AI/LLM tools responsibly - as leverage on your judgement, not as a replacement for it
• You have spoken at industry events, run a podcast, have a newsletter, large social media following, or otherwise built an audience of your own

A Day in the Life

• Start work at a time that suits you and your life but lets you attend a team standup
• Read Slack backlog, emails (we definitely don't need you to have these on your phone)
• Look at the numbers that changed since yesterday, and ignore the ones that didn't
• Write: a launch narrative, a positioning doc, a landing page, a note to sales about what's working
• Review your team's work and provide helpful, unblocking feedback
• Unblock a campaign, kill one that isn't working, ship one that's close enough
• 0-3 planned meetings a day, with advance notice
• 0-2 unplanned meetings a day
• Respond to Slack messages with colleagues at least 2-4 times a day
• Talk to a customer, a prospect, or listen to a call recording
• Make sure that your colleagues have what they need to not be blocked by you until tomorrow
• Finish work at a time that suits you and your life

30 Day Goals

• You have spoken to customers, prospects, and the sales team, and written down what you learned
• You have shipped something customer-visible: a page, a campaign, a piece of positioning
• You have developed positive rapport and trust with your team
• You have defined a partner marketing program (with deliverables) in conjunction with our manager of partnership relationships
• You have agreed on the cadence of deliverables your team will regularly deliver
• You have provided specific recommendations on what you and the team should stop, start, and continue
• You have a high-level proficiency with our product, and can provide a typical sales demonstration of its features

90 Day Goals

• You have a go-to-market plan we've agreed on, with numbers attached and a view on what you'd stop doing
• You have landed a non-trivial launch or campaign, and can say honestly with hard data whether it worked
• You have a clear picture of your channels and their performance and continually review to make sure we're investing in the right areas for the best return
• You have given and received feedback and done so directly yet kindly
• You have proactively improved existing content, processes, or channels where you saw opportunity
• Our leading indicator metrics have become positive

About Us

At Administrate, we're not a typical software company. Work-life balance matters here, and we actively protect it for each other. Our challenges are exciting and ambitious, but we never sacrifice our team for success. We're looking for experienced professionals who take ownership, stay curious, and continuously improve.

Working remotely wasn't new to us with the pandemic; we've been a geo-distributed team since 2016. We prefer documents and Slack messages over meetings. That said, we know that constant work notifications outside of your working hours are bad for productivity, so we don't want or expect you to be connected 24/7.