Head of Enterprise Marketing

Descript•San Francisco, CA

5d•Hybrid

About The Position

Descript is at an inflection point. We have 50M+ users, genuine product-market fit, and a real opportunity to move upmarket—converting high-fit self-serve users into consolidated enterprise contracts and going after the accounts that belong in our pipeline. As Head of Enterprise Marketing, you'll own that motion end-to-end. This is a builder role for someone who's done it before: someone who can meticulously understand what's driving inbound interest, identify which accounts to go after and why, and design the campaigns, lifecycle plays, and conversion experiments to bring them in. You'll co-own upmarket pipeline with Sales, partner with Product on the self-serve-to-enterprise conversion motion, and partner with our in-house Growth/Paid team and RevOps to make sure the whole system is instrumented and accountable. The raw materials are here—a passionate user community, a strong product, and a large market. This hire shapes what we do with them upmarket.

Requirements

8+ years of B2B marketing experience, with at least 3 years building or scaling an upmarket or enterprise demand motion
Experience at a PLG or product-led company—you understand the self-serve-to-enterprise conversion motion and have driven it
Consumer-to-B2B crossover experience; you know how to market to users who are also buyers
Strong analytical skills and a track record of building measurement frameworks that actually get used
Experience co-owning pipeline targets with Sales in an accountable, collaborative way

Nice To Haves

Deep familiarity with modern ABM tooling and CRM/MAP integration
Experience building, or deeply partnering with, AI-native marketing ops and workflows
Background in SaaS, media tech, or creative tooling
Demonstrated ability to design and run conversion experiments across PLG funnels

Responsibilities

Co-own upmarket pipeline targets with Sales, with shared accountability for sourced and influenced pipeline
Build and execute an enterprise demand playbook: ICP definition, target account selection, channel mix, offer strategy, and campaign design and execution
Develop a vertical prioritization framework: define which industries and enterprise segments to pursue, in what order, and with what message
Design account-based programs with messaging and experiences calibrated to high-fit accounts
Own and maintain an annual marketing calendar that aligns campaign activity to business milestones, seasonal growth opportunities, and pipeline targets
Source and manage contract and agency resources as needed
Partner with Product and Sales to identify high-fit self-serve buyers and design conversion experiments that move them toward consolidated contracts
Build lifecycle plays that nurture individual users into team and enterprise buyers
Develop and iterate on the plays, offers, and sequences that convert product-qualified accounts into pipeline
Meticulously track which channels, plays, and offers are driving inbound interest and conversions, and use that intelligence to sharpen programs continuously
Build AI-first marketing ops and measurement frameworks that give the team real visibility into what's working
Report regularly on pipeline contribution, channel efficiency, and program performance
Partner daily with Sales on account priorities, ABM strategy, and pipeline reviews
Brief and align with the in-house paid advertising team on enterprise-targeted campaigns
Co-own enterprise lifecycle with RevOps, ensuring accountability is clear and programs are coordinated
Own the strategy for high-touch deal acceleration programs—things like executive roundtables and leadership-level events—partnering with Field Marketing on execution
Contribute to enterprise pricing and packaging strategy alongside Product and Sales, with an eye toward what moves deals forward and expands accounts