Head of Enterprise Marketing

Descript•San Francisco, CA

5d•$210,000 - $230,000•Hybrid

About The Position

Descript is at an inflection point, aiming to move upmarket by converting self-serve users into enterprise contracts and targeting larger accounts. As the Head of Enterprise Marketing, you will be responsible for this entire process. This is a builder role for an experienced individual who can understand inbound interest drivers, identify target accounts, and design campaigns and experiments to acquire them. You will share pipeline ownership with Sales, collaborate with Product on the self-serve-to-enterprise conversion, and work with the Growth/Paid team and RevOps to ensure system accountability. The company has a strong user base, product, and market, and this role is crucial for its upmarket growth.

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.