What are the responsibilities and job description for the Customer Expansion Marketing Lead position at Turn/River Capital?
About Turn/River
Turn/River Capital is a private equity firm that applies a proprietary growth engineering strategy to investing, partnering with software businesses to accelerate growth and build enduring value. The firm’s team of equal parts investors and operators provides hands-on operational support and the flexible capital to systematically scale marketing, sales and customer success at its portfolio companies. Founded in 2012 and based in San Francisco, Turn/River has $4.7bn in committed capital and invests globally with a focus on North America and Europe.
About The Role
Turn/River Capital is searching for an experienced B2B SaaS customer marketer to join our team of go-to-market experts, collaborating with our portfolio companies to drive their growth.
You’ll partner with Customer Marketing leads in our portfolio companies to deliver strategic marketing programs that drive expansion pipeline and revenue from the customer base. Working with 3 to 5 companies at a time, you will need to quickly interpret context and data, implement scalable systems, and influence company leaders.
This role offers variety, the potential to expand your impact, and an excellent opportunity to continue learning and honing your marketing skills. Ideal candidates are structured thinkers, lifelong learners, self-starters, and results-oriented team players who have a keen understanding of marketing funnels.
Key Responsibilities
The ideal candidate will have a track record of customer obsession, metrics driven experimentation, relentless program optimization, and an ability to lead programs with cross functional go-to-market teams. In this role, you will be accountable for creating repeatable processes that drive quality pipeline generation, and for alignment with our expansion sales team on improving bookings and net dollar retention.
Benefits And Perks
Turn/River Capital is a private equity firm that applies a proprietary growth engineering strategy to investing, partnering with software businesses to accelerate growth and build enduring value. The firm’s team of equal parts investors and operators provides hands-on operational support and the flexible capital to systematically scale marketing, sales and customer success at its portfolio companies. Founded in 2012 and based in San Francisco, Turn/River has $4.7bn in committed capital and invests globally with a focus on North America and Europe.
About The Role
Turn/River Capital is searching for an experienced B2B SaaS customer marketer to join our team of go-to-market experts, collaborating with our portfolio companies to drive their growth.
You’ll partner with Customer Marketing leads in our portfolio companies to deliver strategic marketing programs that drive expansion pipeline and revenue from the customer base. Working with 3 to 5 companies at a time, you will need to quickly interpret context and data, implement scalable systems, and influence company leaders.
This role offers variety, the potential to expand your impact, and an excellent opportunity to continue learning and honing your marketing skills. Ideal candidates are structured thinkers, lifelong learners, self-starters, and results-oriented team players who have a keen understanding of marketing funnels.
Key Responsibilities
The ideal candidate will have a track record of customer obsession, metrics driven experimentation, relentless program optimization, and an ability to lead programs with cross functional go-to-market teams. In this role, you will be accountable for creating repeatable processes that drive quality pipeline generation, and for alignment with our expansion sales team on improving bookings and net dollar retention.
- Develop, and partner with our portfolio company leaders to execute, a comprehensive customer expansion strategy to accelerate growth within each company’s installed base through upsell, cross-sell, and account expansion
- Understand companies’ expansion revenue sources and optimize revenue-producing funnels to generate more volume, better conversion rates, and/or higher average order value.
- Lead the development of a segmented customer engagement campaign strategy, promoting new use-cases, product upgrades, and education to drive additional usage
- Test and optimize the use of all available communication channels and customer data to reach customers effectively and optimize engagement.
- Develop a comprehensive installed base whitespace analysis, identifying the highest priority expansion opportunities based on available usage data, technographics, behavioral insights and account management intelligence
- Define and align expansion revenue goals, strategies, and success metrics in coordination with counterparts in sales and finance both at the portfolio companies and Turn/River
- Establish, own and report on a core set of expansion funnel metrics and operational marketing performance indicators that directly align with each company’s bookings plan
- Collaborate closely with sales, customer success, product, and marketing teams to align strategies, initiatives, and messaging for customer success and expansion
- You will use your experience to help Turn/River build repeatable frames to improve expansion pipeline and net dollar retention across all the companies in the Turn/River portfolio
- 8-10 years of B2B SaaS demand generation and customer marketing experience
- Deep understanding of B2B SaaS business models, expansion whitespace analysis, and enterprise customer lifecycles
- Established go-to-market leadership, with experience accelerating a high growth software company via strong team management, operational discipline, and collaboration skills
- A track record of setting lofty goals and achieving them by constantly challenging yourself and others to deliver their best results
- An analytical mindset, with a strong grasp of the use of Salesforce, Tableau, Microsoft Excel/Google Sheets for building custom reports and analysis to drive decision making
- Demonstrated success as a strategic thinker, able to assess opportunity, clearly articulate a strategy, and efficiently execute a plan
- Proven success leading marketing programs in organizations with multi-product portfolios acquired through both M&A and in-house development
- Experience working cross-functionally with Sales, Marketing, and Customer Success to support retention and growth
- Comfort operating in an agile environment, utilizing core concepts of scrum and kanban to prioritize work, consistently assess impact and achieve value quickly
- A thorough understanding of what content is needed at each funnel stage in order to drive pipeline/revenue from expansion marketing campaigns
- Hands-on experience with A/B and conversion rate optimization testing (building hypotheses, structuring and executing tests, reporting results and next-step recommendations)
- San Francisco, hybrid work model
- The annual base salary range for this role is $220,000 - 260,000, taking into account numerous variable factors that are considered in making compensation decisions including but not limited to skill sets, experience, training, licensure, certifications, and organizational requirements.
- This role may be eligible to participate in the Turn/River carry program and a discretionary bonus program.
- An opportunity to make an impact across multiple high-growth tech firms
- Competitive salary, benefits, and discretionary bonus
- 401K
- Paid parental leave
- Commuter benefits
- Work from home Monday & Friday
- Energetic work environment with snacks and weekly team lunches, centrally located near multiple public transit lines
- A company that enjoys having fun: holiday parties, annual company offsite, annual summer remote month
Benefits And Perks
- An opportunity to make an impact across multiple high-growth tech firms
- Competitive salary and discretionary bonus
- Medical, dental, and vision insurance
- Flexible vacation policy
- 401K
- Paid parental leave
- Commuter benefits
- Donation matching
- Work from home Monday & Friday
- Energetic work environment with snacks and weekly team lunches, centrally located near multiple public transit lines
- A company that enjoys having fun: holiday parties, annual company offsite, annual summer "work from anywhere" month
Salary : $220,000 - $260,000