Freelance Account-Based Marketing Manager

Sedna is the Intelligent Operating System for Shipping. Shipowners, ship managers, operators, charterers and brokers use it to turn the email that runs their business into data and action. Founded in 2017, embraced by some of the leading names in the industry, and backed by Insight Partners, Sedna has a presence around the world.

Our world is knowable. We can name almost every company we sell to, so in the immediate term we’re planning to focus on known accounts rather than broad lead generation. Marketing-led pipeline generation is new for Sedna, so we’re starting with a small set of plays this quarter to build our processes, acclimate the team and learn as we go.

You’ll own our first two plays, making them measurable and repeatable, and help decide which ones become a steady monthly engine. What you learn will also shape how we structure and resource this work in future.

• AI expansion. Expanding our relationship with existing customers by offering them new AI functionality and products. Planned to launch in November.
• Re-engagement. Returning to past opportunities that were lost or stalled, building pipeline for Q1. The first test is planned to launch in early December.
• You’ll also work with our events team to ensure Nexus, our customer event in January, is properly connected into our pipeline planning.

1. Deliver the first two plays. Each play should have a clear brief, audience, offer and measures. Develop and adapt the outreach, produce briefing materials for sellers and customer success, and define a route for every quality response to become a real conversation.
2. Make results visible. Working with our RevOps team (who are responsible for data and tracking), agree shared definitions, check that activity is captured correctly in Salesforce, and report results at agreed milestones.
3. Plan what comes next. Recommend which plays to repeat, scale or stop, and propose the next plays for new logos and expansion.

Marketing runs the plays, RevOps owns data and tracking, and sales owns accounts and follow-up. Sedna will provide content and design inputs.

• Both new plays launched and producing meetings and pipeline, against targets agreed with Sales and RevOps.
• Results tracked and reported against the agreed definitions.
• A clear, evidence-based recommendation on which plays to run every month from the beginning of our next fiscal year, and how.

• You’ve run account-based marketing in B2B SaaS, or lifecycle marketing alongside a sales team, ideally to a defined set of accounts.
• You’ve been the first to do something in an organisation, and set up processes others could keep running.
• You get sellers and customer success to act, without needing authority over them.
• You measure outcomes, not activity, and you’re comfortable working with imperfect data while it’s being fixed.
• You can create short, direct outreach that gets replies - with support from other marketers where needed.
• You’re familiar with Salesforce and campaign setup and tracking.
• Shipping, maritime or other specialist B2B experience is a plus.
• You work as an independent contractor and are used to delivering against a defined scope.

You will work with our growth and enablement team, RevOps, sales and customer success to deliver the scope above. The VP Marketing is the point of contact for agreeing and accepting deliverables. 

• 2-3 days a week for 3 months.
• Outside IR35
• Start: as soon as possible