Director, Field & Channel Marketing

Critical Start•Boston, MA

1d•Remote

About The Position

Critical Start is seeking a Director, Field & Channel Marketing to join their Marketing team. This role will report to the VP of Marketing and will be responsible for leading field marketing and channel strategies to drive demand, accelerate pipeline, and enable the sales organization, including oversight of the Business Development Representative (BDR) team. The position requires a strategic leader capable of designing programs that resonate locally and scale globally, uniting sales, channel partners, and marketing under a unified growth strategy. This is an 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.
Stationary position for extended periods of time.
Constantly operate a computer.
Occasionally you may be required to move equipment or other items up to 20 lbs.
The ability to communicate information and ideas so others will understand. Must be able to exchange accurate information in these situations.
Must be able to apply established protocols in a timely manner.
Make timely decisions in the context of workflow.
Ability to complete tasks and perform in situations requiring speed deadlines, or productivity quota.
Ability to work effectively and efficiently in high stress situations.
Ability to simultaneously address multiple complex problems.

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
Bonus Compensation