Field Marketing Manager

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  About the role

  OnPay is seeking an experienced Field Marketing Manager to build field marketing into a measurable growth channel across conferences, trade shows, partner programs, regional activations, industry events, client and prospect experiences, and OnPay-hosted programs. Reporting to the VP, Growth Marketing, this role will own the strategy and execution required to connect in-person engagement to brand awareness, qualified demand, pipeline, partner growth, and revenue. You will work closely with Growth Marketing, Sales, Partnerships, Product Marketing, Lifecycle, and RevOps to determine where OnPay should show up, which audiences we need to reach, how we activate them before and after an event, and whether the investment created meaningful business impact. You’ll also own the operational details that make great field programs possible, including budgets, vendors, sponsorships, travel, logistics, inventory, lead capture, on-site execution, and post-event reporting. This role requires approximately 20% travel.

  Responsibilities

  • Help build OnPay’s quarterly and annual field marketing plan across conferences, trade shows, industry and vertical events, partner activations, roadshows, client and prospect experiences, and OnPay-hosted programs. Evaluate opportunities based on target audience, business priorities, expected impact, historical performance, and investment required.
  • Own field marketing performance against defined business goals, including qualified lead generation, meetings, opportunities, pipeline sourced and influenced, opportunity progression, partner engagement, enrollments or revenue where applicable, and overall program ROI.
  • Partner with Growth, Lifecycle, Sales, Partnerships, Product Marketing, and RevOps to build coordinated pre-, during-, and post-event plans across email, social, sales outreach, landing pages, appointment setting, lead capture, nurture, and follow-up.
  • Plan and run OnPay’s live presence end to end. This includes conferences, trade shows, speaking engagements, partner events, prospect and client gatherings, field activations, regional programs, and other in-person experiences.
  • Work closely with Sales and Partnerships to identify priority audiences, prospects, partners, verticals, and meetings for each program. Ensure events support broader pipeline, relationship, and growth goals rather than operating as standalone activities.
  • Establish KPIs before major programs and maintain a consistent field marketing scorecard. Track performance across metrics such as registrations, attendance, target-audience participation, meetings generated, qualified leads, lead-to-opportunity conversion, pipeline sourced and influenced, cost per qualified outcome, follow-up completion, and ROI.
  • Run post-event retrospectives, identify patterns and learnings, and recommend where OnPay should increase, reduce, change, or stop investment based on results.
  • Use HubSpot, event technology, project management tools, data, and AI to improve audience targeting, event operations, attendee research, personalization, lead capture, reporting, and follow-up. Continuously identify opportunities to make field marketing faster, smarter, and more scalable.
  • Partner with RevOps, Sales, and Lifecycle to ensure event leads are captured accurately, segmented appropriately, routed quickly, followed up within agreed timelines, and measured through downstream funnel outcomes.
  • Travel to events and manage live operations including booth setup, staffing, vendor coordination, speaking requirements, meeting schedules, hospitality, and attendee experience. Anticipate problems early and resolve issues before they disrupt the program.
  • Bring OnPay to life in person. Ensure booths, signage, collateral, swag, presentation materials, hospitality, and other touchpoints consistently reflect the OnPay brand and product story.
  • Manage event organizers, venues, printers, shipping partners, booth builders, swag vendors, production partners, and other external resources required to execute successful programs.
  • Build and manage event budgets, track spend and forecasts, negotiate with vendors, route invoices, and ensure field marketing investment remains aligned with expected and actual business impact.
  • Own registrations, booth specifications, travel coordination, shipping, inventory, meeting spaces, sponsorship deliverables, deadlines, attendee experience, and run-of-show planning.
  • Build repeatable processes for event evaluation, planning, staffing, inventory, lead capture, follow-up, reporting, and post-event retrospectives so OnPay can expand its field presence without increasing operational complexity at the same rate.
  • Manage submission deadlines, session requirements, presentation preparation, speaker logistics, and on-site needs so OnPay speakers can focus on delivering the message and engaging the audience.
  • Plan and execute dinners, roundtables, happy hours, small-group gatherings, client events, and other experiences designed to deepen relationships with prospects, clients, partners, and industry influencers.
  • Capture customer, prospect, partner, competitor, and market insights from events and share those learnings with Growth Marketing, Product Marketing, Sales, Partnerships, and other stakeholders.

  Requirements

  • 3 to 6 years of experience in field marketing, demand generation, event marketing, integrated marketing, experiential marketing, or a related role.
  • Experience in B2B SaaS, fintech, payroll, HR, benefits, accounting, or small business software is strongly preferred.
  • Demonstrated experience using field programs to generate measurable demand, pipeline, partner engagement, customer growth, or revenue, not simply event attendance.
  • Experience defining program KPIs, analyzing performance, and using results to optimize future programs and spend.
  • Experience partnering closely with Sales and/or Partnerships on audience selection, outreach, meeting generation, lead follow-up, and pipeline goals.
  • Working knowledge of CRM and marketing automation platforms such as HubSpot or Salesforce.
  • Experience using event technology, project management platforms, and reporting tools.
  • Comfort using AI and emerging technologies to improve research, targeting, personalization, content development, operational efficiency, reporting, and follow-up.
  • Experience managing vendors, venues, sponsorships, budgets, travel, logistics, and multiple concurrent programs.
  • Strong written and verbal communication skills, including the ability to communicate program results and recommendations to senior stakeholders.

  Skills

  • Growth-minded: understands that field marketing exists to create business impact, not simply execute events; connects programs to audience quality, pipeline, revenue, relationships, and ROI.
  • Analytical: comfortable defining KPIs, reviewing performance data, identifying patterns, and using results to make better investment decisions.
  • Organized: can manage multiple programs, deadlines, vendors, budgets, deliverables, and moving parts without losing sight of the bigger objective.
  • Strategic and hands-on: can evaluate whether an event is worth attending and then personally make sure the booth shipment gets there on time.
  • Strong follow-through: takes ownership from kickoff through post-event reporting and gets projects across the finish line without requiring constant reminders.
  • Technology-forward: comfortable using CRM, marketing automation, event platforms, project management tools, analytics, and AI to improve both efficiency and effectiveness.
  • Calm under pressure: stays steady, resourceful, and focused on solving problems despite last‑minute changes, missing boxes, delayed flights, vendor issues, and unexpected requests.
  • Brand‑aware: cares about how things look, feel, and connect; can spot when an experience does not feel aligned and knows how to improve it.
  • Clear communicator: keeps internal teams, vendors, partners, and leadership aligned with the right information at the right time.
  • Collaborative: comfortable working across Growth Marketing, Sales, Partnerships, Product Marketing, RevOps, and leadership.
  • Commercially minded: understands that budget is an investment and is comfortable making recommendations about where to spend more, where to spend less, and what is not worth repeating.
  • Hospitable: knows how to create experiences where clients, prospects, partners, speakers, and teammates feel welcomed, prepared, and taken care of.
  • Detail‑oriented: notices the small things that shape the overall experience, from booth placement and signage to lead lists, meeting schedules, inventory, and post‑event follow‑up.
  • Proactive: anticipates what could go wrong, builds backup plans, and addresses issues before they become larger problems.
  • Travel‑ready: willing and able to travel regularly for conferences, events, partner programs, and other in‑person marketing work.

  Benefits

  • Remote flexibility: work from anywhere in the U.S., or join the collaborative HQ team in Atlanta’s Ponce City Market