Senior Director, Audience Strategy & GTM Programs

As Senior Director of Audience Strategy & GTM Programs, you'll own how we interpret buyer behavior, decide when to engage, and orchestrate email and automation programs that drive meaningful conversion. We're seeking a strategic leader to fully reimagine how Gong engages prospects and customers throughout their journey. You'll lead a lean, high-impact team focused on improving MQL volume, accelerating MQL-to-opportunity conversion rates, and ultimately fueling aggressive pipeline growth to meet current and future revenue goals.

This is a critical leadership role reporting to the VP of Growth & Demand Generation, with direct influence on Marketing's contribution to revenue. You'll partner closely with Revenue Operations, Sales Development, Product Marketing, and Marketing Operations to build scalable, data-driven programs that protect our audience while driving results.

• Define and execute Gong's audience strategy and customer engagement framework, establishing rules for who gets contacted, why, and when based on behavioral signals, intent data, and engagement patterns
• Own the strategic vision for signal-led marketing, determining which first-, second-, and third-party signals drive engagement decisions, leveraging AI to surface actionable patterns
• Own the strategy for contact acquisition to ensure we have a healthy database of key personas to target
• Audit, optimize, and rebuild Gong's nurture program portfolio, reimagining current programs and launching new, AI-first high-impact marketing flows that reengage lost opportunities, accelerate leads to meetings, and increase velocity to opportunity creation
• Serve as the Customer Zero leader for Engage and Enrich for marketing, partnering with Product to design and execute internal demand generation and engagement programs, validate audience strategies, and influence product roadmap through direct ownership of Gong’s GTM deployment.
• Design and implement audience segmentation frameworks that enable precise targeting across buying stages, account priorities, personas, and behavioral triggers
• Drive funnel performance metrics including MQL volume, MQL-to-SQL conversion rates, pipeline sourced, and buying signal creation, establishing testing frameworks and continuous optimization practices
• Set engagement rules, suppression logic, and guardrails to protect audience health while maximizing conversion opportunities across all funnel stages
• Build and lead a team of individual contributors responsible for marketing automation and agentic workflows, audience segmentation, campaign operations, email strategy, copywriting, testing, and deliverability
• Develop a clear system to track program influence on pipeline quality and velocity, using data to inform strategic decisions and optimize engagement timing
• Foster a culture of intentional engagement, systems-first thinking, and outcome-driven execution while enabling team members to leverage AI for optimization and insight generation

• 10+ years in B2B marketing with deep expertise in lifecycle marketing, marketing automation, and demand generation, with 3+ years in senior or director-level roles leading teams and strategy
• Proven track record building and scaling programs in high-growth SaaS or enterprise software companies, with demonstrable impact on MQL volume, conversion rates, and pipeline generation
• Expert-level proficiency with marketing automation platforms (Marketo, Salesforce, ZoomInfo, 6sense, or similar signal-based GTM platforms)
• Strong strategic thinking combined with hands-on execution capability—comfortable setting vision while diving into campaign details, segmentation logic, and data analysis
• Deep understanding of B2B buyer journeys, funnel dynamics, and the interplay between marketing touchpoints and sales engagement in complex, multi-stakeholder sales cycles
• Demonstrated ability to use data and analytics to drive decisions, with experience establishing KPIs, building dashboards, and translating insights into action
• Systems thinker who builds scalable, repeatable programs; data-driven decision maker who balances rigor with judgment; pragmatic innovator who evolves programs thoughtfully
• Strong cross-functional collaborator who builds alignment and influence without direct authority; excellent communicator who articulates strategy to executives and coaches team members
• Experience in revenue intelligence, sales enablement, or adjacent categories; track record of program transformation strongly preferred

• We offer Gongsters a variety of medical, dental, and vision plans, designed to fit you and your family’s needs.
• Wellbeing Fund - flexible wellness stipend to support a healthy lifestyle.
• Mental Health benefits with covered therapy and coaching.
• 401(k) program to help you invest in your future.
• Education & learning stipend for personal growth and development.
• Flexible vacation time to promote a healthy work-life blend.
• Paid parental leave to support you and your family.
• Company-wide recharge days each quarter.
• Work from home stipend to help you succeed in a remote environment.

The annual salary hiring range for this position is $243,750 - $362,000 USD. 

Compensation is based on factors unique to each candidate, including, but not limited to, job-related skills, qualification, education, experience, and location. At Gong, we have a location-based compensation structure, which means there may be a different range for candidates in other locations. The total compensation package for this position, in addition to base compensation, may include incentive compensation, bonus, equity, and benefits. Some of our sales compensation programs also offer the potential to achieve above targeted earnings for those who exceed their sales targets. 

We are always looking for outstanding Gongsters! So if this sounds like something that interests you regardless of compensation, please reach out. We may have more roles for you to consider and would love to connect.

We have noticed a rise in recruiting impersonations across the industry, where scammers attempt to access candidates' personal and financial information through fake interviews and offers. All Gong recruiting email communications will always come from the @gong.io domain. Any outreach claiming to be from Gong via other sources should be ignored.

Gong is an equal-opportunity employer. We believe that diversity is integral to our success, and do not discriminate based on race, color, religion, age, sex, sexual orientation, gender identity, national origin, disability, military status, genetic information, or any other basis protected by applicable law.

To review Gong's privacy policy, visit https://www.gong.io/gong-io-job-candidates-privacy-notice/ for more details.

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