VP, Demand Generation - Remote - Backblaze

About Backblaze

Backblaze is the object storage leader in the open cloud movement, fueling customer success with cloud storage built purposefully to unlock budgets, unburden administrators, and unleash innovators. Together with our partners, we’re helping customers break free from the restrictive, overpriced legacy solutions that hold them back, and blaze forward with the full power of the open cloud in their hands.

Founded in 2, we scaled the business with less than $3 million in outside funding until 2021, when we did a traditional IPO on the Nasdaq stock exchange. Today, Backblaze generates over $100m in revenue and is the leading specialized storage cloud - managing nearly four billion gigabytes of data storage for 500K+ customers in 175+ countries, including businesses, developers, IT professionals, and individuals.

But while there is a lot to celebrate in our past, there is more opportunity ahead of us.  We are seeking a VP of Demand Gen. Your responsibilities will include building a demand generation team, enriching data around our target markets and accounts, enhancing our lead to sales funnel, and scaling our marketing-driven opportunity pipeline. 

You have a proven track record of building collaborative, dynamic, and efficient teams. You have a passion for existing and emerging marketing technologies and tactics that drive scalable revenue growth. You are able and willing to do the work yourself, but will work to delegate and empower your team so they can succeed independently as the organization matures. You’re motivated by challenges and engaged by the responsibility of fixing, maturing, or ending established motions. Above all, you have an entrepreneurial mindset to deliver results for Backblaze.

What You’ll Do: 

• Build and lead a diverse global team of highly-talented marketing professionals across demand generation, campaign marketing, and digital marketing.
• Define the growth strategy and build integrated, highly-targeted campaigns and programs that drive customer acquisition, retention, and expansion.
• Foster a data-driven culture, leveraging analytics to optimize and measure campaign ROI, lead velocity, and pipeline contribution.
• Report on KPIs, conversion rates, and other metrics to ensure demand generation efforts are aligned with revenue goals and own the pipeline targets
• Own marketing’s opportunity pipeline targets .
• Collaborate with the broader Marketing, Sales, and Revenue Strategy & Ops teams to build the broader marketing strategy; enrich our understanding of personas, target markets and accounts; and drive highly measurable programs that are optimized for ROI.
• Grow organizational understanding of and utilization of advanced account based marketing and digital marketing technical stacks to streamline marketing processes and improve performance.
• Scale and optimize high-quality digital channels and multi-channel campaign execution including paid search, paid social, email marketing, and webinar programs.
• Develop a deep understanding of key use cases and customer pain points to inform the development of strategic content and assets.
• Work closely with Sales to improve lead hand-off processes, align on account targeting, enhance lead-to-sale conversion rates, and execute an effective Account-Based Marketing (ABM) strategy.
• Demonstrate an owner mindset by breaking down barriers and inspiring exceptional performance to meet and exceed new business and customer pipeline demands each quarter.
• Set and maintain exceptional quality standards for marketing execution, including adherence to brand and tone of voice guidelines in copywriting, online and event collateral, email.
• Manage the continued growth of our self-service leading a small team of lifecycle marketing professionals.

The Right Fit:

• 15 years of marketing experience in the SaaS/Cloud industry (3+ years at an executive VP-level), with oversight of demand generation in a $50M+ ARR business. 
• Proven ability to drive successful demand generation programs with a track record of success creating robust pipelines with clear ownership of marketing KPIs and metrics (MQL, SQL, etc.) across Digital, Regional, Field Marketing & Customer Marketing.
• Breadth of knowledge from ABM and the entire ABM and enterprise Marketing tech stack, segmentation, email execution, lead processes, reporting & analysis.
• Experience in organizations that span both an online/PLG motion and a multi-stakeholder, strategic sale process where best practices AND technology define a customer’s success.
• Executive-level interpersonal and communication skills, with ability to work effectively across multiple levels, roles, and functions in the organization.
• Ability to define and build roles and responsibilities with internal and external teams, ideally by aligning with customer and audience needs and solutions.
• Strong work ethic and self-starter mentality, with the ability to excel in both individual contributor roles and people management.
• Experienced and conscientious people leader who excels at coaching, providing vision, working collaboratively with team members, and acting as a cross-team connector for product marketing, sales, customer, and partner marketing.

Bonus points for:

• Experience in the cloud infrastructure space is a plus.

Backblaze Perks:

• 100% healthcare for family
• Dental and vision plan
• Competitive compensation and 401K 
• RSU grants for full-time employees
• ESPP program 
• Flexible vacation policy
• Maternity & paternity leave
• MacBook Pro to use for work plus a generous stipend to personalize your workstation
• Childcare bonus (human children only)
• Fertility treatment and support
• Learning & development program
• Commuter benefits
• Culture that supports a healthy work-life balance

To provide greater transparency to candidates, we share base pay ranges for all US-based job  postings regardless of state. We set standard base pay ranges for all roles based on function,  level, and country location, benchmarked against similar-stage growth companies. Final offer amounts are determined by multiple factors, including candidate location, skills, depth of work  experience, and relevant licenses/credentials, and may vary from the amounts listed below. 

For this role, the estimated base salary range is between $249,000 to $325,000. The actual base salary will vary based on various factors, including market and individual qualifications objectively assessed during the interview. The listed range above is a guideline, and the base salary range for this role may be modified.

In addition to base salary, your compensation package may include additional components such as equity, sales incentive pay (for most sales roles), and benefits. If you’re interviewing for this role, speak with your Talent Acquisition Partner to learn more about the total compensation and benefits. 

At Backblaze, we value being fair and good to our customers, partners, and employees. That’s  why diversity, equity, and inclusion are at the core of our values. We are committed to fostering  a workforce where all employees feel a sense of belonging regardless of race, ethnicity,  nationality, gender, sexual orientation, age, religion, socio-economic status, ability, veteran  status, and education. We believe that our dedication to cultivating a diverse workspace not  only allows us to better serve our customers in over 175 countries, but further reinforces our  commitment to doing the right thing. We are proud to be an Equal Opportunity Employer.