Director, Field & Channel Marketing

Critical Start • Boston, MA

108d • $140,000 - $150,000

About The Position

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.

Requirements

• 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.

Nice To Haves

• 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.

Responsibilities

• 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.
• 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.
• 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.
• 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.
• 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.

Benefits

• Competitive salary with bonus potential.
• 100% employee coverage for healthcare/50% coverage for dependents.
• Unlimited PTO (Paid Time Off) policy.
• Paid Parental and Military Leave.
• Dental and Vision Plan.
• Employer-provided Life Insurance, Long-Term Disability, and Short-Term Disability coverage.
• Additional Voluntary Life Insurance coverage.
• 401(k) Plan with Matching Program.
• Mines Employee Assistance Program.
• Monthly Wellness Initiatives.
• Optional Pet Benefits Discount Plan.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Number of Employees: 251-500 employees