Principal, Marketing Insights

The Principal of Marketing Insights sits at the intersection of growth strategy, investment planning, and performance analytics. You’ll partner with the office of CMO, marketing leadership, and cross-functional analytics teams to determine where we invest, how we improve performance, and what it will take to achieve our growth targets. You’ll translate business goals and performance insights into clear priorities, resource decisions, and coordinated action across Marketing. This includes shaping pipeline strategy, evaluating investment tradeoffs, and identifying opportunities to improve conversion, velocity, and efficiency across regions, segments, and growth motions. This is a high-visibility leadership role during a period of significant organizational change. We’re looking for someone who brings structure to ambiguity, challenges assumptions with sound business judgment, and drives decisions through to measurable results. You’ll work closely with marketing leaders, Finance, GTM Operations, Technical Marketing Ops, and Central Analytics to connect strategy, investment, and execution.

Growth strategy & planning: Translate company growth targets into marketing plans with clear priorities, investment requirements, and performance assumptions. Lead the analytical foundation for annual and quarterly planning, developing scenarios that evaluate growth opportunities, resource needs, and tradeoffs. Own marketing’s pipeline planning models and assumptions, coordinating inputs across regions, segments, channels, and motions. Identify the highest-impact opportunities to improve pipeline generation, conversion, and velocity; partner with functional leaders to turn those opportunities into action. 
Investment strategy & efficiency: Shape recommendations for allocating resources across programs, channels, regions, and segments based on expected business impact. Evaluate tradeoffs between headcount and program investment, partnering with Finance and marketing leaders to improve resource productivity. Identify where to scale, reduce, or reallocate spend, and measure whether those decisions improve pipeline yield and marketing efficiency. Develop models that connect marketing investment to pipeline and revenue outcomes, making assumptions and uncertainties clear.

Program management & accountability: Lead weekly and monthly marketing performance reviews, focusing leadership on the decisions and actions needed to achieve targets. Proactively identify performance risks, diagnose root causes, and align leaders on corrective actions, owners, and timelines. Track actions and assess their impact, adjusting the approach when results fall short. Lead cross-functional initiatives across Marketing, XDR, Sales, Finance, and Analytics, resolving dependencies and escalating decisions when needed.

Insights & measurement: Set the strategic analysis agenda around the business questions most consequential to marketing growth and efficiency. Define the metrics, scorecards, and decision tools marketing leaders need to manage performance. Partner with Analytics to deliver scalable reporting and with Marketing Ops to ensure consistent definitions, reliable tracking, and data quality. Translate complex analysis into clear executive narratives that explain what is happening, why it matters, and what action to take.

• 8+ years experience in marketing strategy, GTM analytics, or business performance within B2B SaaS, with scope and impact consistent with director-level leadership.
• A demonstrated record of influencing investment decisions and delivering measurable improvements in pipeline, conversion, or marketing efficiency.
• Experience developing growth plans, pipeline models, investment scenarios, and performance assumptions.
• Strong business judgment and a clear point of view, with the confidence to challenge senior stakeholders constructively and build alignment around difficult tradeoffs.
• Proven ability to lead cross-functional initiatives and drive recommendations through to execution and results.
• Ability to independently structure ambiguous problems and balance speed with analytical rigor.
• Deep understanding of B2B SaaS metrics, including pipeline, ARR, conversion, velocity, acquisition costs, and attribution.
• Hands-on fluency with SQL and BI tools such as Looker, enabling independent investigation and effective partnership with Analytics.
• Working knowledge of Salesforce and marketing automation platforms such as Marketo.
• Clear executive communication, with the ability to connect detailed analysis to business decisions. 

• Experience navigating a merger, organizational integration, or significant GTM transformation.
• Experience with experiment design, incrementality measurement, predictive modeling, or cohort analysis.
• Familiarity with the modern data stack, including Fivetran, dbt, Snowflake, and Looker.
• Background in data infrastructure, developer tools, or analytics software.

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