Senior Director, Enterprise Marketing

This role designs and owns programs — defined sets of named accounts with pipeline targets, messaging hypotheses, channel strategies, BDR integration, and weekly inspection cadences. It translates our strategic narrative into executable go-to-market motion and is directly accountable for whether it produces pipeline.

The ideal candidate combines deep enterprise ABM experience with a demonstrated track record of category creation in enterprise SaaS. They understand how to build a program from scratch, direct BDR effort at the account level, and present pipeline ROI to executive leadership with precision.

Build multiple, targeted programs typically based on a named account list (50–150 accounts, depending on program scope and duration) by screening current opportunities and customer accounts against EB structural ICP criteria, validated with the CRO

Design and deliver Enterprise Resilience Index (ERI) benchmarking as the primary marketing-to-sales conversion vehicle for enterprise accounts, prescribing each account's path to greater resilience maturity and capability

Own the four-layer EB framework: ICP/account priority, opportunity type classification, ERI engagement, and proof-of-value selling

Coordinate with the CRO on AE assignment, joint account planning, and weekly EB pipeline reviews

Lead ABM measurement transition: account progression metrics, buying group coverage, and deal quality scoring

Manage the EB program budget (~$800K) with direct pipeline ROI accountability

Present EB program performance to CMO weekly and CRO/CEO monthly

Align enterprise marketing investments to revenue targets and pipeline expansion goals

Partner with Product Marketing, Sales, and BDR leadership to define positioning, differentiation, and account-level go-to-market strategy

Champion the voice of the enterprise customer and engage directly with key accounts to inform program priorities

Focus named account strategy on key target industries — financial services, manufacturing, consumer goods, life sciences, and critical infrastructure

Technical & Analytical Knowledge

CRM and ABM tooling: Salesforce, 6sense, Demandbase, or equivalent intent-data and account intelligence platforms

Marketing automation: HubSpot, Marketo, Salesforce Marketing Cloud, or comparable — specifically for account-level nurture, not MQL waterfall programs

Data fluency: comfortable reading pipeline dashboards, win/loss data, and deal quality reports alongside CRO and revenue operations

AI-native workflows: applies generative AI tools to research, account content production, and persona development as a standard practice

Budget management: direct experience owning a program budget ($500K+) with line-item accountability to pipeline ROI

Leadership & Collaboration

C-suite credibility: comfortable presenting pipeline programs, ABM investment rationale, and ROI logic to CMO, CRO, and CEO

Cross-functional influence: proven ability to align Sales, Product, and Customer Success around a shared enterprise account motion without formal authority over all functions

BDR enablement: understands how to direct BDR effort at the account level — targeting, outreach sequencing, and qualification criteria — not just hand off a target list

Program architecture: builds structured programs with clear hypotheses, inspection cadences, and success criteria rather than running campaigns ad hoc

Exceptional communication and stakeholder management: keeps CMO, CRO, and executive leadership aligned on program direction, progress, and pivots

Qualifications (Education and Experience)

Bachelor’s degree in Marketing, Business, or related field required; MBA preferred

10–15 years of progressive enterprise B2B marketing experience; VP or Sr. Director title at a company that successfully created or redefined a software category

Demonstrated track record of owning and delivering complex ABM programs as an individual contributor while driving strategy and influencing outcomes across Sales, BDR, and Product functions

Direct ABM experience targeting senior executive buyers (VP through C-suite) at $200K+ ACV — actual account-level strategy, not demand gen with ABM targeting layered on

Proven category creation experience: has built or scaled a new market narrative, not just executed against an existing one

Ideal company backgrounds: enterprise SaaS that executed a functional-tool-to-enterprise-platform transition — ServiceNow, CrowdStrike, Zscaler, Snowflake, Datadog, or comparable

Experience integrating AI tools into marketing workflows and program operations as standard practice

Milestones for the First 90 Days

In 30 days, you will:

Complete all HR-related onboarding requirements

Gain a strong understanding of Fusion’s products, customers, and Enterprise Builder program strategy

Complete onboarding with CMO, CRO, and key BDR team members

Begin building relationships with key stakeholders across Marketing, Sales, and BDR

Audit the existing EB named account list and evaluate each account against EB structural ICP criteria

Review all current Enterprise Resilience Index benchmarking materials, messaging frameworks, and account engagement history

Shadow at least two active AE-led EB pipeline reviews to understand the current sales motion

Deliver a written assessment of the EB program’s current state, gaps, and 60-day plan to the CMO

In 60 days, you will:

Become deeply familiar with Fusion’s product roadmap and how it supports enterprise customer objectives

Finalize the EB named account list (50–150 accounts, depending on program scope and duration) with CRO sign-off

Redesign or refine Enterprise Resilience Index (ERI) benchmarking as the primary marketing-to-sales conversion vehicle for the named account set

Establish the weekly EB pipeline review format and cadence with the CRO and AE team

Stand up account-level measurement: define progression metrics, buying group coverage KPIs, and deal quality scoring criteria

Draft the EB channel strategy per account tier — executive engagement model, content touchpoints, and BDR outreach sequence

Present revised EB program design to CMO and CRO with defined pipeline target milestones

In 90 days, you will:

EB program is fully operational: account list locked, ERI benchmarking assessments in flight, BDR outreach running to cadence

First full pipeline review cycle completed — account progression metrics reported to CMO and CRO

At least 10 target accounts have documented buying group coverage and an active opportunity or meeting sequence

Initial pipeline contribution toward the $20M annual target is measurable and on track

Program budget is allocated with line-item tracking in place

Independently managing EB program architecture and cross-functional direction across BDR, AE, and marketing functions

Deliver a 90-day retrospective to CMO: what’s working, what’s being adjusted, and the forward program plan

Skills Required
Bachelor's degree in Marketing, Business, or related field
MBA
10-15 years progressive enterprise B2B marketing experience with VP or Sr. Director experience at a company that created or redefined a software category
Demonstrated track record owning and delivering complex ABM programs as an individual contributor
Direct ABM experience targeting senior executive buyers (VP through C-suite) at $200K+ ACV
Proven category creation experience (built or scaled a new market narrative)
Experience with CRM and ABM tooling (Salesforce, 6sense, Demandbase or equivalent)
Experience with marketing automation platforms (HubSpot, Marketo, Salesforce Marketing Cloud or comparable)
Data fluency: comfortable reading pipeline dashboards, win/loss data, and deal quality reports
Experience owning a program budget ($500K+), with line-item accountability to pipeline ROI
C-suite credibility and ability to present ABM investment rationale and ROI to CMO, CRO, and CEO
Proven cross-functional influence across Sales, Product, and Customer Success without formal authority
Experience directing BDR effort at the account level (targeting, sequencing, qualification criteria)
Experience integrating AI tools into marketing workflows and program operations