Growth Media Specialist

Nexcess•Atlanta, GA

39d

About The Position

Reporting to the Head of Demand Generation, the Growth Media Strategist is responsible for finding the underpriced channels where Nexcess's target accounts live — and engineering the coordinated, multi-channel account experiences that move them from anonymous to engaged. This is not a paid media management role. You will not just be optimizing Google Ads campaigns or managing a LinkedIn budget against a CPL target. You will be hunting. You will identify micro-segments of high-fit accounts, map where their buying committees actually concentrate attention — the newsletters they trust, the podcasts they listen to, the communities where they solve real problems — and activate a coordinated set of channels that creates an experience, not a campaign. You will work in close partnership with the Head of Demand Generation on account strategy, the Growth Coordinator on ABX ops and signal escalation, the Content Experience Manager on copy and content routing, and the Web Experience Manager on landing page conversion. Every play you run is a hypothesis, every 6-week window is a decision point, and every dollar you spend needs a clear account-level signal to justify it. This job is for you if: You read B2B media the way a trader reads markets. You're always scanning for the next underpriced pocket of attention — the newsletter with 8,000 deeply relevant subscribers, the podcast where your exact ICP calls in, the community where your buyers debug each other's problems at 11pm. You find it before your competitors bid it up. You think in accounts, not audiences. A LinkedIn audience of "IT Directors at companies with 200–1,000 employees" doesn't excite you. A named list of 75 accounts that match your best customers — and a plan to surround their buying committee from six directions over six weeks — does. You measure intent lift, not click-through rate. You know that a newsletter placement that generates zero form fills but causes eight target accounts to spike in 6sense is working. You can make that case with data. You start experiments before you have perfect information. You'd rather launch a podcast sponsorship with a 6-week runway and a clear kill criterion than spend three weeks building the perfect brief. You optimize on the fly and document what you learn. You treat channel discovery as a research discipline. You use LinkedIn Audience Insights, customer interviews, and your own reading habits to map where your ICP pays attention. You don't guess. You research, then you spend. You coordinate like an air traffic controller. You understand that an ABX play is only as good as the timing. The newsletter placement, the direct mail send, the LinkedIn thought leader ad, and the BDR outreach need to land in a sequenced arc — not all at once, not independently. You own that coordination. Why join our mission: Hunt Channels Your Competitors Haven't Found Yet: Nexcess's ICPs are concentrated in specific communities and publications that most enterprise SaaS companies haven't discovered. You will have the mandate, the budget, and the tools to find them and own them before the competition catches up. Own a New Motion: You will build the channel experiment playbook, define what "working" looks like for dark funnel channels, and create the institutional knowledge that tells Nexcess where its best accounts actually live. That is a career-defining piece of work. Your Metrics Are Account Metrics: You will be judged on account coverage %, intent lift rate, cost per engaged account, and whether the accounts in your ABX programs have a meaningfully higher win rate than those outside them. That is a more honest and more interesting way to measure media.

Requirements

Account-Based Marketing or ABX: You have built named account programs, coordinated multi-channel activation, and measured success at the account level — not the audience level
Growth Marketing: You have owned a channel experiment cadence, made data-backed kill-or-scale decisions, and built institutional knowledge from the results
Media Buying or Sponsorship Strategy (non-agency): You have negotiated placements directly with publishers and held them accountable to performance — not briefed an agency and reviewed their slides
Dark Funnel or Intent-Based Marketing: You have used 6sense, Bombora, or G2 Buyer Intent to design marketing programs that operate before the hand-raise — and you can measure their impact without relying on form fills
Channel Discovery Expertise: Has used SparkToro, Audiense, or equivalent audience intelligence tools to map ICP attention before activating spend — not relied on platform-native audience targeting as the primary research method
Attribution Without Pixels: Can build a credible pipeline influence case for a channel that has no native conversion tracking — using intent lift, control groups, and engagement signals rather than last-touch attribution
Direct Negotiation Experience: Has negotiated media placement contracts — pricing, editorial terms, creative specifications, exclusivity — directly with the seller, not through an agency intermediary
Systems Coordination: Can orchestrate a multi-channel ABX play — aligning channel activation timing, BDR outreach windows, direct mail sends, and content routing — without a project manager holding the schedule