Director, North America Field and Partner Marketing

OneTrust•San Francisco, CA

16d•Onsite

About The Position

OneTrust is seeking a strategic, commercially minded Director, North America Field & Partner Marketing to lead the evolution of field marketing into a pipeline-focused growth engine for North America. This role will own the North America field marketing strategy and execution, partnering closely with Sales to translate business priorities, market opportunities, and regional needs into integrated programs that create pipeline, accelerate opportunities, and drive revenue. The position will lead a team of field and partner marketers and oversee a portfolio spanning regional campaigns, executive engagement, events, third-party programs, and partner co-marketing. A critical part of this role is transforming the way we think about field marketing, moving beyond an event-centric model toward a full-funnel, data-driven approach where marketing investments are measured by their contribution to pipeline and revenue. The ideal candidate is equally comfortable shaping strategy with senior Sales leaders, analyzing pipeline performance, and working hands-on with their team to build and launch programs. They are a strong operator and people leader who can connect strategy to execution and bring a clear commercial lens to every marketing investment.

Requirements

12+ years of experience in B2B SaaS or technology marketing, with significant experience leading field, regional, or integrated marketing programs.
Proven track record building and executing North America field marketing strategies with direct accountability for pipeline and revenue impact.
Deep experience partnering with sales organizations in a complex, sales-led B2B environment.
Strong understanding of pipeline generation, opportunity progression, conversion, deal velocity, forecasting, and marketing’s contribution to revenue.
Experience developing and scaling partner marketing programs across technology alliances, channel and reseller partners.
Strong analytical mindset and experience using performance data, attribution, and ROI analysis to optimize marketing investments.
Experience managing significant marketing budgets and making investment decisions based on business impact.
Demonstrated ability to build repeatable processes and scalable marketing programs in a growth environment.
Experience leading, developing, and motivating high-performing marketing teams.
Exceptional cross-functional communication and influencing skills, with the ability to engage effectively with VP- and C-suite-level Sales and Marketing leaders.

Responsibilities

Develop and own the North America field marketing strategy, aligned to company growth priorities, Sales objectives, and pipeline and revenue targets.
Establish field marketing as a strategic growth function with clear accountability for pipeline creation, opportunity acceleration, and revenue contribution.
Build an integrated regional marketing plan spanning campaigns, events, executive programs, third-party activations, customer engagement, and partner programs.
Balance investments across pipeline creation, opportunity acceleration, customer expansion, and strategic market development.
Identify opportunities to evolve and scale the field marketing operating model, creating repeatable programs and processes that can deliver predictable results.
Serve as the primary marketing partner to North America Sales leadership, building trusted relationships with senior Sales executives and frontline teams.
Participate in pipeline reviews, QBRs, and other GTM operating rhythms to ensure marketing priorities are directly connected to Sales priorities.
Develop shared plans with Sales around priority segments, industries, territories, and opportunities.
Build a culture of shared accountability between Sales and Marketing around pipeline quality, conversion, and revenue outcomes.
Move field marketing beyond traditional events to develop integrated programs that engage buyers across the funnel and contribute to measurable pipeline and revenue outcomes.
Partner with Global Campaigns, ABM, Product Marketing, and Content to extend global campaigns into relevant North America plays.
Partner with the global Events team to ensure major conferences and corporate events are integrated into North America GTM plans.
Develop regional plays around strategic business priorities, industry trends, competitive opportunities, product launches, and key market moments.
Use customer, market, competitive, and Sales insights to inform program strategy, channel selection, messaging, and investment.
Leverage account insights, intent signals, and targeted engagement strategies where appropriate to increase the effectiveness of field programs and support priority accounts.
Develop pre-event, onsite, and post-event strategies that maximize engagement, pipeline impact, and opportunity progression.
Develop and execute a North America partner marketing strategy across technology alliances, resellers, and implementation partners.
Partner with Sales and Partner/Alliance leadership to identify high-value partners and joint GTM opportunities where marketing can create incremental pipeline.
Develop scalable co-marketing programs including joint campaigns, webinars, events, executive experiences, content, and thought leadership.
Build repeatable partner marketing playbooks and activation models that make it easier to execute joint programs at scale.
Manage partner marketing investments and MDF where applicable, aligning resources to the highest-impact opportunities.
Establish measurement for partner-sourced and partner-influenced pipeline and revenue, continuously optimizing the partner marketing portfolio.
Move beyond traditional event metrics to establish a culture of measurement focused on pipeline creation, opportunity progression, conversion, deal velocity, and revenue contribution.
Define clear success metrics and investment criteria for field and partner marketing programs.
Partner with Marketing Operations, Analytics, and Sales Operations to establish consistent reporting, attribution, and pipeline measurement.
Analyze program performance, conversion rates, pipeline velocity, and revenue contribution to identify what is working and where investment should change.
Use data to optimize the North America marketing mix and continuously improve program effectiveness.
Develop clear executive reporting that connects marketing investments to business outcomes and provides actionable recommendations to Sales and Marketing leadership.
Create a test-and-learn culture that encourages experimentation while maintaining disciplined measurement and accountability.
Lead, coach, and develop a high-performing team of North America field and partner marketers.
Establish clear priorities, planning processes, performance expectations, and operating rhythms that enable the team to execute with speed and accountability.
Build a team culture that combines strategic thinking, commercial acumen, creativity, operational excellence, and continuous improvement.
Manage the North America field and partner marketing budget, ensuring resources are allocated against the highest impact opportunities.