About the Role
Abnormal AI is scaling fast—and we’re looking for a strategic, results-obsessed Director of Revenue Marketing to lead our West Region. This isn’t your run-of-the-mill field marketing gig. You’ll be a key business partner to Sales, owning pipeline creation, progression, and conversion across multiple pods in the West. You’ll be expected to operate like a mini-CMO for your territory, marrying GTM strategy with hands-on program execution that actually drives revenue.
This role plays a critical part in the ongoing evolution of our Field & Channel Marketing model—a strategic shift from traditional events-focused field marketing to full-funnel pipeline ownership. Your mission is to lead the West team through this transition, refining the operating model, scaling campaign strategy, and embedding a culture of revenue accountability and cross-functional alignment. You’ll set the team up for long-term success as strategic, performance-driven marketers.
What You’ll Own & Deliver
- Own the totality of the West Region pipeline generation and progression - from top-of-funnel to closed-won
- Forecast and deliver against pipeline targets in close partnership with Sales and Channel leadership, proactively building gap plans to constantly stay ahead of every stage of pipeline
- Build fully integrated quarterly plans that drive measurable pipeline growth with built-in experimentation and learning loops
- Partner with ops and analytics to align goals, track impact, predict program outcomes, and directly connect field marketing investments to revenue outcomes
- Hire, coach, and enable a team of best-in-class revenue-oriented marketers
- In concert with Integrated Marketing and Strategic Events, support your team in building and executing integrated, multi-channel campaigns tailored to regional sales segments, verticals, personas, and high-value accounts that are fully integrated with national and global campaigns
- Know your audiences: drive sophisticated segmentation that enables your team to create plans and programs that are laser-focused to the unique needs of the region and maximize investments
- Maintain a seat at the West GTM table: join sales leadership meetings, forecast pipeline, and co-own pod performance
- Develop and execute pipeline generation plans with regional resellers and strategic alliances that drive partner-sourced pipeline and amplify GTM impact through co-branded campaigns, field activities, and partner enablement
- Drive seamless handoffs between marketing and sales through integrated programs and maniacal lead management, ensuring no lead is left behind, regardless of source
What You Bring
- 10+ years in B2B SaaS marketing with strong emphasis on revenue, field, or regional marketing
- Fluency in designing content/messaging that aligns with the full buyer journey with a proven ability to understand what is going to resonate with each segment of your audience
- A highly analytical, endlessly curious mindset that does not solely rely analysts to reach conclusions
- First-line management experience in a high-growth environment
- Proven track record of owning pipeline and delivering against aggressive goals quarter over quarter
- Experience partnering with Sales at a strategic level—ideally at regional or multi-region scale
- Mastery of Salesforce, Marketo, and marketing analytics tools
- 25% travel for field engagement, key programs, and team events
Nice to Haves
- Understanding of the cybersecurity buyer, market dynamics, and partner landscape
- ABM program experience with an understanding of complex buying units
- Experience working with or marketing through VARs and alliances
#Li-MS2
At Abnormal AI, certain roles are eligible for a bonus, restricted stock units (RSUs), and benefits. Individual compensation packages are based on factors unique to each candidate, including their skills, experience, qualifications and other job-related reasons. We know that benefits are also an important piece of your total compensation package. Learn more about our Compensation and Equity Philosophy on our Benefits & Perks page.
Abnormal AI is an equal opportunity employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability, protected veteran status or other characteristics protected by law. For our EEO policy statement please click here. If you would like more information on your EEO rights under the law, please click here.
