Director of Field Marketing & Sales Enablement

Key Responsibilities:

Field Marketing & Enterprise ABM Strategy

●     Field Events & Executive Programs: Lead the end-to-end strategy, logistics, budget, and execution for regional field events, executive roundtables (e.g., CISO dinners), user meetups. Own industry association relationships with security and fraud related organizations.

●     Account-Based Marketing (ABM): Build and deploy targeted field campaigns for top enterprise accounts across key verticals (Financial Services, Banking, Healthcare, Retail).

●     Territory Pipeline Acceleration: Partner directly with regional Account Executives to identify high-value accounts, driving field programs that accelerate active opportunities through the pipeline.

●     Vendor & Logistics Ownership: Oversee venue sourcing, vendor negotiation, promotional collateral, lead capture, and post-event nurture cadences.

Sales Enablement & Asset Creation

●     Sales Assets & Playbooks: Directly author and curate high-impact sales assets—including enterprise pitch decks, competitive battlecards (against legacy brand protection vendors), objection-handling guides, customer case studies, and ROI calculators.

●     Rep Onboarding & Skill Training: Design and execute structured onboarding modules and ongoing technical enablement for Account Executives and SDRs/BDRs to shorten time-to-value and time-to-first-deal.

●     Deal Strategy & Support: Work directly alongside AEs on enterprise opportunities, developing bespoke buyer presentations, competitive positioning strategies, and custom proposal collateral.

●     Enablement Tech & Methodology: Embed core sales methodologies (e.g., MEDDPICC, Challenger) into daily workflow and optimize enablement tools (e.g., Salesforce, Gong, Claude).

Cross-Functional Alignment & Performance Metrics

●     Demand Gen Integration: Align field activities directly with global Demand Generation initiatives to build cohesive, multi-touch campaign journeys.

●     ROI & Measurement: Establish clear metrics to track field campaign ROI, event-driven pipeline velocity, enablement content usage, rep ramp efficiency, and win-rate improvements.

Qualifications & Experience

●     Experience: 7–10+ years of progressive B2B marketing and sales enablement experience within Cybersecurity, SaaS, or enterprise risk software, with demonstrated success operating in a high-growth environment.

●     Individual Execution: Track record as a strong individual producer capable of managing major events and building enablement curriculum end-to-end.

●     Cybersecurity Domain Knowledge: Solid understanding of cybersecurity concepts—specifically digital risk protection (DRPS), brand protection, phishing defense, threat intelligence, and CISO/Fraud buyer personas.

●     Sales Alignment: Deep familiarity with enterprise B2B sales cycles and direct experience supporting sales reps on complex deals.

●     Communication & Facilitation: Outstanding writing, presentation, and facilitation skills; ability to translate complex technology (e.g., AI detection, decoy credentials) into crisp sales narratives.

Key Metrics & KPIs

●     Field-generated and field-influenced pipeline ($ amount and growth %)

●     Event ROI, cost-per-opportunity, and lead-to-opportunity conversion rates

●     Average sales cycle length reduction and win-rate improvements

●     Sales rep time-to-first-deal and onboarding ramp speed

●     Sales asset adoption rates across AEs and SDRs