Outbound Demand Generation

• Develop multi-touch outbound campaigns aligned with ScriptRunner’s ICP
• Build persona-based sequences highlighting ScriptRunner’s key differentiators
• Coordinate outbound motions with sales to ensure consistent messaging and optimal follow-up across all GTM stages.
• Coordinate with Marketing to ensure consistent messaging and execution

 HubSpot Ownership

• Manage all HubSpot workflows, lifecycle stages, scoring models, segmentation logic, and attribution structures.
• Maintain database accuracy in line with our ICP and target personas.
• Build dashboards for pipeline contribution, conversion funnel health, source and campaign ROI, and outbound performance.
• Optimize marketing automation to support email sequences, nurtures, event follow-ups, ABM motions, and high-touch plays.

 Pipeline Generation & Performance Optimization

• Plan and execute quarterly campaign calendars
• Drive Lead, MQL, SQL, and Opportunity creation against jointly defined targets with sales.
• Analyze channel and sequence performance and actively optimize subject lines, CTAs, messaging positioning, and ICP targeting.
• Run structured A/B tests across utilized channels

 Content & Messaging Development

• Collaborate with Product Marketing to translate ScriptRunner’s value propositions into impactful outbound messaging.
• Ensure outbound content reflects the market and customer challenges
• Identify content gaps and support asset creation (whitepapers, email messaging, case studies, use case sheets, landing pages).
• Create campaign briefs for design, content, and Product Marketing stakeholders

 GTM Collaboration & Alignment

• Partner closely with the sales team to ensure frictionless lead handover and SLA adherence.
• Work with Product and Customer Success to surface real-world automation outcomes
• Participate in campaign planning for events such as Gartner IOCS, regional CIO events, webinars & digital events (pre- and post-event), and any other outbound activities.

• 5+ years of experience in B2B demand generation within SaaS or enterprise software.
• Proven track record of outbound pipeline creation in enterprise-targeted GTM motions.
• Extensive, hands-on expertise with HubSpot Marketing Hub at an advanced level.
• Strong understanding of outbound targeting for economic, technical, and practitioner personas.
• Advanced skills in segmentation, data hygiene, multi-touch sequencing, nurture design, and email performance optimization.
• Data-driven approach with strong command of funnel analytics, attribution, conversion diagnostics, and campaign ROI reporting.
• Familiarity with Microsoft-centric IT ecosystems (Azure, M365, AD, Entra ID, VMware, Citrix) is a plus.
• Structured and analytical with a strong focus on pipeline metrics and measurable outcomes.· 
• Flexible, proactive, and comfortable in fast-moving environments with evolving priorities.
• Strong cross-functional communicator able to influence Sales, Product, and Leadership.
• High ownership mentality and passion for building scalable GTM engines.

Success Metrics

• Outbound-sourced Pipeline (Lead, MQL, SQL, Opportunities).
• Conversion rates across the full funnel (Lead, MQL → SQL → Opportunity)
• Campaign ROI across channels and persona segments.
• Organic expansion of ICP-targeted database and improved lead quality.
• Increase in readiness and performance of HubSpot automation.
• Predictable quarterly contribution to ScriptRunner’s revenue engine.