Head of Enterprise Marketing

ABOUT THE ROLE

Descript is at an inflection point. We have 50M+ users, genuine product-market fit, and a real opportunity to move upmarket—converting high-fit self-serve users into consolidated enterprise contracts and going after the accounts that belong in our pipeline. As Head of Enterprise Marketing, you'll own that motion end-to-end.

This is a builder role for someone who's done it before: someone who can meticulously understand what's driving inbound interest, identify which accounts to go after and why, and design the campaigns, lifecycle plays, and conversion experiments to bring them in. You'll co-own upmarket pipeline with Sales, partner with Product on the self-serve-to-enterprise conversion motion, and partner with our in-house Growth/Paid team and RevOps to make sure the whole system is instrumented and accountable.

The raw materials are here—a passionate user community, a strong product, and a large market. This hire shapes what we do with them upmarket.

WHAT YOU'LL DO

Pipeline Strategy & Execution

Co-own upmarket pipeline targets with Sales, with shared accountability for sourced and influenced pipeline

Build and execute an enterprise demand playbook: ICP definition, target account selection, channel mix, offer strategy, and campaign design and execution

Develop a vertical prioritization framework: define which industries and enterprise segments to pursue, in what order, and with what message

Design account-based programs with messaging and experiences calibrated to high-fit accounts

Own and maintain an annual marketing calendar that aligns campaign activity to business milestones, seasonal growth opportunities, and pipeline targets

Source and manage contract and agency resources as needed

Self-Serve to Enterprise Conversion

Partner with Product and Sales to identify high-fit self-serve buyers and design conversion experiments that move them toward consolidated contracts

Build lifecycle plays that nurture individual users into team and enterprise buyers

Develop and iterate on the plays, offers, and sequences that convert product-qualified accounts into pipeline

Performance & Measurement

Meticulously track which channels, plays, and offers are driving inbound interest and conversions, and use that intelligence to sharpen programs continuously

Build AI-first marketing ops and measurement frameworks that give the team real visibility into what's working

Report regularly on pipeline contribution, channel efficiency, and program performance

Sales & Cross-functional Partnership

Partner daily with Sales on account priorities, ABM strategy, and pipeline reviews

Brief and align with the in-house paid advertising team on enterprise-targeted campaigns

Co-own enterprise lifecycle with RevOps, ensuring accountability is clear and programs are coordinated

Own the strategy for high-touch deal acceleration programs—things like executive roundtables and leadership-level events—partnering with Field Marketing on execution

Contribute to enterprise pricing and packaging strategy alongside Product and Sales, with an eye toward what moves deals forward and expands accounts

WHAT YOU BRING

Minimum Qualifications

8+ years of B2B marketing experience, with at least 3 years building or scaling an upmarket or enterprise demand motion

Experience at a PLG or product-led company—you understand the self-serve-to-enterprise conversion motion and have driven it

Consumer-to-B2B crossover experience; you know how to market to users who are also buyers

Strong analytical skills and a track record of building measurement frameworks that actually get used

Experience co-owning pipeline targets with Sales in an accountable, collaborative way

Preferred Qualifications

Deep familiarity with modern ABM tooling and CRM/MAP integration

Experience building, or deeply partnering with, AI-native marketing ops and workflows

Background in SaaS, media tech, or creative tooling

Demonstrated …