Description:
We are seeking a Director, Field & Channel Marketing to join our Marketing team at Critical Start. Reporting to the VP of Marketing, the Director of Field & Channel Marketing will lead field marketing and channel strategies that drive demand, accelerate pipeline, and enable the sales organization—including oversight of the Business Development Representative (BDR) team. This role requires a strategic leader who can design programs that resonate locally, scale globally, and bring together sales, channel partners, and marketing under a unified growth strategy.
This is an exciting opportunity to shape and lead a high-impact function at the intersection of field marketing, partner programs, and business development. The role combines strategic vision with hands-on execution, leveraging expertise in the partner ecosystem and strong team leadership to deliver results. The ideal candidate will thrive in a fast-paced, growth-focused environment, balancing tactical delivery with long-term strategy, and working collaboratively with sales, BDRs, partners, and cross-functional teams to drive measurable business outcomes and support company growth.
What You Will Be Doing?
Leadership & Strategy
- Collaborate with the VP of Marketing to define and execute integrated Field, Channel, and BDR strategies that align with corporate objectives, go-to-market initiatives, and sales priorities.
- Lead and support a high-performing team of Field & Channel Marketers and BDRs, fostering a culture of accountability, innovation, and measurable results.
- Partner with sales and channel leadership to ensure strong cross-functional alignment on goals, pipeline metrics, and initiatives.
BDR Team Management
- Guide and enable the BDR function in partnership with sales leadership, ensuring alignment on target accounts, outreach strategies, and follow-up practices.
- Build BDR cadences connected to campaigns, ABM plays, partner programs, and field events to maximize conversion of leads into qualified opportunities.
- Define and monitor KPIs for lead generation, conversion, and sales support.
- Provide coaching and development to enhance messaging, outreach effectiveness, and overall sales readiness.
Channel & Partner Marketing
- Contribute to defining and executing the global partner marketing strategy in alignment with company objectives and partner go-to-market motions.
- Co-develop partner marketing initiatives, MDF utilization strategies, and enablement programs with key channel partners.
- Drive co-branded campaigns, joint events, and integrated demand-generation programs across the partner ecosystem, ensuring measurable partner-sourced and partner-influenced pipeline.
- Build scalable partner marketing frameworks to strengthen engagement and support joint pipeline growth.
Field Marketing Programs
- Lead execution of demand-generation activities, including regional events, partner summits, trade shows, roadshows, and executive roundtables.
- Apply account-based marketing (ABM) strategies and tailored content to maximize ROI in target accounts.
- Establish clear frameworks to measure campaign effectiveness, ROI, BDR contribution, and sales pipeline acceleration.
Operations & Insights
- Manage Field & Channel Marketing budgets and investments, ensuring efficient allocation and measurable business impact.
- Utilize Salesforce, Marketo, ABM tools, and reporting dashboards to generate actionable insights for leadership.
- Share performance metrics and market feedback with executive stakeholders to inform strategy and decision-making.
What You Will Bring?
Required Qualifications:
- 10+ years of experience in B2B marketing, with at least 5 years leading Field and/or Channel teams.
- Demonstrated ability to build, scale, and empower high-performing teams across field, channel, and BDR functions.
- Experience managing partner go-to-market programs (distribution, resellers, MSSPs).
- Proven expertise in ABM, integrated campaign planning, event strategy, and partner/channel marketing.
- Knowledge of ABM strategies and MarTech platforms such as Salesforce, Marketo, Terminus/6Sense, Outreach, or Salesloft.
- Strong history of collaboration with Sales, Channel, and Marketing leadership to achieve shared goals.
- Data-driven mindset with experience defining KPIs, optimizing pipeline contribution, and translating insights into strategy.
Desired Qualifications:
- Experience managing BDR/SDR programs is a plus.
- Background in cybersecurity or B2B SaaS marketing strongly preferred.
- Event management expertise, from planning through execution, with proven ability to deliver measurable ROI.
- Familiarity with the cybersecurity landscape and partner ecosystem.