SqlDBM

Growth Marketing

• Own the company's sourced, qualified, and accepted pipeline target
• Build and maintain the model connecting activity to pipeline to closed revenue
• Report pipeline health on coverage, conversion, velocity, and leaks to the leadership team
• Allocate team capacity across net-new logos, partner-sourced deals, and installed-base expansion
• Lead, coach, and grow the two-person BDR team with a hiring plan tied to proven capacity and conversion
• Design the outbound playbook covering ICP, account tiering, territory and named-account coverage, persona messaging, sequences, channels, and objection handling
• Establish activity standards, call and email QA, discovery frameworks, qualification criteria, and CRM hygiene
• Own inbound execution, including speed-to-lead, routing, lead scoring, and follow-up cadence
• Run BDR onboarding, product and domain certification, 1:1s, and pipeline reviews
• Personally source, negotiate, and activate partner relationships while building the partner function
• Recruit and activate system integrators, VARs, resellers, and independent consultants
• Develop joint offerings, enablement and certification paths, delivery accelerators, and practice champions with consultancies
• Build deal registration, rules of engagement, referral and margin structures, co-selling motions, pipeline reviews, and partner enablement assets
• Strengthen relationships within Snowflake, Databricks, and Microsoft Fabric ecosystems
• Manage partner portfolio contribution and prioritize productive partners
• Define and enforce Sales Accepted Lead criteria and create documented handoffs to AEs
• Close the loop on rejected and stalled leads
• Partner with Marketing on messaging, content, and campaign direction
• Bring recurring product objections to Product
• Develop expansion opportunities across existing customers, teams, business units, platforms, and use cases
• Use whitespace mapping, multi-threading, partners, renewal support, and reference development to grow the installed base
• Report directly to the SVP of Sales & Customer Success and collaborate with Sales, Customer Success, Marketing, and Product

Head of Growth