Criteria Corp

Marketing

• Program Development & Execution Advocacy & Reference Programs: Build loyalty, reference, and advocacy programs to activate customer champions, generate case studies, and influence pipeline.
• Community Building: Launch and nurture customer community experiences (forums, events, peer groups) to foster engagement and connection.
• Lifecycle & Email Marketing: Partner with lifecycle and email teams to guide what customer stories, proof points, and advocacy assets are used at key journey moments — ensuring automated campaigns (nurtures, retention plays, upsell triggers) are fueled by the right insights, segments, and voice-of-customer content.
• Customer Experience Strategy & Vision Develop and own a unified customer marketing strategy that spans onboarding, adoption, expansion, and advocacy.
• Define customer personas, journey stages, and value milestones to ensure consistent, relevant engagement across the lifecycle.
• Partner with Product Marketing, Revenue, CS, and Sales to bring a cohesive customer experience to market.
• Growth, Upsell & Cross-Sell Enablement Collaborate with CS and Account Management to operationalize plays that drive expansion, renewals, and multi-product adoption.
• Create customer proof points, content hubs, and advocacy assets aligned to sales and renewal motions.
• Partner with RevOps on segmentation, health scoring, and journey analytics to identify expansion opportunities.
• Cross-Functional Collaboration & Leadership Work closely with Product, Sales, CS, Brand, and Demand Gen to ensure alignment on customer goals and messaging.
• Lead, mentor, and inspire a small but high-impact customer marketing team (initially leveraging shared resources across content, email, and demand).
• Establish stakeholder rhythms, governance, and visibility into program performance.
• Customer Insights & Analytics Use customer data, feedback, NPS, and engagement trends to inform strategy and optimize programs.
• Partner with RevOps to improve data hygiene and build dashboards for retention, expansion, and advocacy metrics.
• Report results to executive leadership, tying customer programs to revenue impact.

Director of Global Customer Marketing

Account Executive

• Deliver at least $1M+ in annual new business growth by employing predominantly out-bound sales motions
• Utilize insight and consultative selling techniques to understand the challenges faced by enterprise-level accounts with 1,000 + employees, proposing innovative solutions leveraging Criteria Corp's platform.
• Engage with industry influencers and buyers to stay informed about market trends, pressures, and challenges, adapting sales strategies accordingly.
• Coach customer stakeholders and build consensus for Criteria Corp's solutions within organizations.
• Employ value and consultative selling to identify customer needs, develop value-added propositions, and generate complex proposal and pricing structures.
• Collaboratively and independently develop strategies to overcome deal-level challenges.
• Map out large accounts, establishing relationships with decision-makers at multiple levels.
• Implement a sales strategy for the territory to meet revenue and profit objectives through new business development.
• Leverage internal teams such as product management, marketing, and engineering to address prospect needs collaboratively.
• Navigate through layers and barriers to reach multiple decision-makers and departments within an account.
• Demonstrate full sales cycle skills, from research and discovery to software demonstrations, negotiation, and pricing.
• Regularly update the CRM system with the latest customer information and use customer intelligence for account planning purposes.

Enterprise Sales Executive

Customer Success Manager

• Define and implement the Enterprise Customer Success strategy for North America in alignment with global goals.
• Provide visible, effective leadership to the Enterprise Customer Success Managers (CSMs).
• Build a culture of accountability, solution orientation, and continuous improvement.
• Act as a trusted advisor, escalation point, and subject matter expert for Enterprise accounts.
• Develop talent through regular feedback, coaching, and performance reviews.
• Own customer retention and expansion strategies for the Enterprise segment.
• Monitor churn risk, usage patterns, and health scores across all Enterprise accounts; proactively implement mitigation plans.
• Partner with Consulting Psychology and Product teams to deliver data-driven, diagnostic insights to Enterprise customers.
• Build executive-level relationships within strategic accounts to influence renewals and upsell opportunities.
• Collaborate with Sales and New Business teams to ensure seamless customer lifecycle management.
• Establish messaging, scripts, and positioning tailored for Enterprise engagement and expansion.
• Develop scalable processes, playbooks, and onboarding materials tailored to Enterprise Customer Success.
• Drive Enterprise-focused product launches and GTM initiatives, working closely with Product Marketing.
• Monitor and report KPIs including churn, renewals, upsell, and customer lifetime value.
• Lead recruiting, onboarding, and training for Enterprise CSMs.
• Participate in leadership meetings and contribute to organizational planning and strategy.

Director of Enterprise Customer Success Managers

Sales

• Develop and own the sales and growth strategy for the Middle Market segment within North America Sales.
• Collaborate with Marketing, Sales Operations, and Business Systems teams to audit and optimize processes and technologies for inbound leads.
• Ensure robust tracking and reporting of Middle Market KPIs in partnership with Marketing and Business Systems.
• Work with Marketing to align collateral, messaging, and campaigns for optimal revenue generation within the Middle Market.
• Lead weekly coaching meetings with Sales Executives to drive performance and provide actionable feedback.
• Monitor and review success metrics for campaigns, including open rates, response rates, meetings scheduled, and meetings held.
• Support team members in gaining deeper industry, sales, and product knowledge to enhance customer and prospect engagement.
• Advocate for and implement process and workflow improvements to increase efficiency and effectiveness.
• Assist team members in closing sales, conducting demos, and providing product and industry expertise.
• Coordinate technical training and ongoing professional development for all team members.
• Partner with Sales Leadership and Sales Operations to audit and enhance training programs.
• Collaborate with leadership teams to explore career path opportunities for Sales Executives.
• Work with Marketing to ensure the Middle Market segment is equipped with effective campaigns, tools, and strategies to drive revenue.
• Lead the Middle Market team in meeting or exceeding team quotas and performance goals.
• Regularly review and refine outbound campaign cadences and pipeline management practices.
• Drive the adoption of best practices across the team to maximize outcomes and efficiency.

Director of Mid-Market Sales

• Own renewal and expansion outcomes for a defined portfolio of mid-market customers, achieving quarterly and annual GRR/NRR targets.
• Identify whitespace opportunities and lead commercial conversations around product expansions such as IIQ, Develop, or multiyear upgrades.
• Collaborate with Customer Success to align on customer health, usage trends, and risk mitigation plans.
• Execute renewal playbooks and manage all aspects of pricing, packaging, and negotiation in partnership with Legal and Finance.
• Maintain accurate pipeline hygiene, renewal forecasts, and opportunity management in Salesforce.
• Lead value-focused discussions with decision makers and champions to reinforce ROI and justify expansion.
• Provide customer insights and competitive feedback to help evolve go-to-market strategy and product positioning.

Mid-Market Customer Account Executive

Executive Assistant

• Manage a dynamic and complex calendar, ensuring alignment of priorities across internal and external stakeholders.
• Coordinate and schedule customer meetings, internal team meetings, and cross-functional touchpoints.
• Proactively resolve scheduling conflicts and anticipate needs.
• Capture key action items and ensure timely follow-up and accountability.
• Collaborate with internal teams to streamline coordination of projects, events, and deliverables.
• Maintain organization of documents, contracts, and records.
• Assist with special projects, research, and presentations as required.
• Uphold confidentiality and discretion in all matters.

Director of Global Customer Marketing

Enterprise Sales Executive

Director of Enterprise Customer Success Managers

Director of Mid-Market Sales

Mid-Market Customer Account Executive

Executive Admin