IBM
Team Manager, Sales Campaigns & Lead Funnel - HashiCorp
IBM, San Francisco, California, United States, 94199
Overview
Team Manager, Sales Campaigns & Lead Engine Programs – HashiCorp, part of IBM. This role leads a team of four in executing high-impact, global marketing programs that translate campaign strategy into scalable sales motions and outreach activation across global segments. You will oversee both Sales Plays & Lead Engine Programs and Corporate Segment Programs, engaging long-tail accounts through digital, field, and ABM-aligned programs. This is a hands-on leadership role for a strategic thinker who thrives in collaboration and execution at scale. Your Role And Responsibilities
At HashiCorp, an IBM Company, we build infrastructure that enables innovation. Our multi-cloud infrastructure automation products underpin the operations of large enterprises, enabling them to provision, secure, connect, and run critical applications across environments. About The Team
Global Integrated Campaigns & Program drives worldwide strategies to engage prospects and customers and generate demand for prioritized products and solutions. We lead GTM strategy and partner with Product Marketing, Worldwide Field Organization, Corporate Marketing, Growth Marketing, Partner Marketing, and DevRel to bring full-funnel campaigns and programs to life, optimizing performance and business impact. About The Role
We are seeking a
Team Manager, Sales Campaigns & Lead Engine Programs
to lead a team of four in executing high-impact, global marketing programs. This role oversees both
Sales Plays & Lead Engine Programs
– translating campaign strategy into scalable sales motions and outreach activation across global segments – and
Corporate Segment Programs , which engage long-tail accounts through digital, field, and ABM-aligned programs. This is a hands-on leadership role for a strategic thinker who thrives in both team collaboration and execution at scale. In This Role You Can Expect To
Operationalize Sales Plays to Activate Campaigns Translate campaign strategy into scalable, persona-based sales plays for the Worldwide Field Organization (WWFO). Develop, manage, and track Sales Plays: account targets, messaging, BOMs, and cross-organization synergy plays (e.g., IBM, Red Hat, HashiCorp). Work closely with Sales teams (WWFO, SDRs, Corporate Segment Account Managers) and their leadership to ensure campaign alignment, account targeting, messaging, and lead follow-up. Update existing campaigns and build new sales plays for Solutions-level campaigns in partnership with Campaign Managers. Launch new sales play campaigns aligned to GTM priorities. Prepare sales toolkits and pipeline acceleration motions in partnership with SDR and CAM teams. Act as the primary point of contact for SDR and Corporate Sales, providing monthly readouts and driving adoption of marketing programs. Optimize the Lead Engine & Funnel Management Partner with Marketing Operations to manage and optimize lead workflows, scoring, routing, and lifecycle processes. Implement lifecycle automation to accelerate speed-to-lead and increase conversion. Build and optimize personalized chatbot experiences, including meeting bookers and targeted offers. Develop Outreach performance scorecards, A/B testing strategies, and AI-based content optimization in partnership with Campaign Managers. Maintain and update messaging libraries for practitioner and decision-maker campaigns in alignment with campaign themes and value propositions. Oversee lead lifecycle performance, including volume, conversion, and funnel health. Prepare monthly/quarterly reporting (MBRs/QBRs) on campaign and sales performance, delivering actionable insights for optimization. Scale Corporate Segment Marketing Serve as primary point of contact for Corporate Segment marketing programs and leverage Campaign Playbooks as sources of truth. Plan and execute virtual workshops, tactic sessions, and first- and third-party corporate events as needed for the Corporate segment. Enable SDRs and CAMs with messaging, templates, sequences, and pre/post-event sales packages. Partner with Growth Marketing, Digital teams, etc. on content syndication and outreach automation efforts for Corporate segment, including messaging committees and A/B testing. Scale personalized prospect and customer experiences across campaigns. Partner with peers on program execution, product launches, and accelerated outbound campaigns. Education and Experience
Education Bachelor's Degree Required Technical And Professional Expertise 7+ years of relevant experience overseeing high-velocity and scaled marketing campaigns and 2+ years of experience managing small teams. Experience developing and executing global programs with diverse stakeholders. Proven track record of achieving measurable success against funnel metrics and KPIs. Experience collaborating closely with diverse Sales teams and Marketing Operations. Background in multiple marketing disciplines, including sales campaigns, demand generation, lead funnel optimization, and performance marketing. Preferred Technical And Professional Experience Experience at high-growth tech companies. Experience marketing cloud services or enterprise software. Experience targeting decision-maker audiences. Seniority level
Mid-Senior level Employment type
Full-time Job function
Sales and Business Development Note: This description reflects a refined version of the original posting and excludes extraneous job listings and unrelated boilerplate.
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Team Manager, Sales Campaigns & Lead Engine Programs – HashiCorp, part of IBM. This role leads a team of four in executing high-impact, global marketing programs that translate campaign strategy into scalable sales motions and outreach activation across global segments. You will oversee both Sales Plays & Lead Engine Programs and Corporate Segment Programs, engaging long-tail accounts through digital, field, and ABM-aligned programs. This is a hands-on leadership role for a strategic thinker who thrives in collaboration and execution at scale. Your Role And Responsibilities
At HashiCorp, an IBM Company, we build infrastructure that enables innovation. Our multi-cloud infrastructure automation products underpin the operations of large enterprises, enabling them to provision, secure, connect, and run critical applications across environments. About The Team
Global Integrated Campaigns & Program drives worldwide strategies to engage prospects and customers and generate demand for prioritized products and solutions. We lead GTM strategy and partner with Product Marketing, Worldwide Field Organization, Corporate Marketing, Growth Marketing, Partner Marketing, and DevRel to bring full-funnel campaigns and programs to life, optimizing performance and business impact. About The Role
We are seeking a
Team Manager, Sales Campaigns & Lead Engine Programs
to lead a team of four in executing high-impact, global marketing programs. This role oversees both
Sales Plays & Lead Engine Programs
– translating campaign strategy into scalable sales motions and outreach activation across global segments – and
Corporate Segment Programs , which engage long-tail accounts through digital, field, and ABM-aligned programs. This is a hands-on leadership role for a strategic thinker who thrives in both team collaboration and execution at scale. In This Role You Can Expect To
Operationalize Sales Plays to Activate Campaigns Translate campaign strategy into scalable, persona-based sales plays for the Worldwide Field Organization (WWFO). Develop, manage, and track Sales Plays: account targets, messaging, BOMs, and cross-organization synergy plays (e.g., IBM, Red Hat, HashiCorp). Work closely with Sales teams (WWFO, SDRs, Corporate Segment Account Managers) and their leadership to ensure campaign alignment, account targeting, messaging, and lead follow-up. Update existing campaigns and build new sales plays for Solutions-level campaigns in partnership with Campaign Managers. Launch new sales play campaigns aligned to GTM priorities. Prepare sales toolkits and pipeline acceleration motions in partnership with SDR and CAM teams. Act as the primary point of contact for SDR and Corporate Sales, providing monthly readouts and driving adoption of marketing programs. Optimize the Lead Engine & Funnel Management Partner with Marketing Operations to manage and optimize lead workflows, scoring, routing, and lifecycle processes. Implement lifecycle automation to accelerate speed-to-lead and increase conversion. Build and optimize personalized chatbot experiences, including meeting bookers and targeted offers. Develop Outreach performance scorecards, A/B testing strategies, and AI-based content optimization in partnership with Campaign Managers. Maintain and update messaging libraries for practitioner and decision-maker campaigns in alignment with campaign themes and value propositions. Oversee lead lifecycle performance, including volume, conversion, and funnel health. Prepare monthly/quarterly reporting (MBRs/QBRs) on campaign and sales performance, delivering actionable insights for optimization. Scale Corporate Segment Marketing Serve as primary point of contact for Corporate Segment marketing programs and leverage Campaign Playbooks as sources of truth. Plan and execute virtual workshops, tactic sessions, and first- and third-party corporate events as needed for the Corporate segment. Enable SDRs and CAMs with messaging, templates, sequences, and pre/post-event sales packages. Partner with Growth Marketing, Digital teams, etc. on content syndication and outreach automation efforts for Corporate segment, including messaging committees and A/B testing. Scale personalized prospect and customer experiences across campaigns. Partner with peers on program execution, product launches, and accelerated outbound campaigns. Education and Experience
Education Bachelor's Degree Required Technical And Professional Expertise 7+ years of relevant experience overseeing high-velocity and scaled marketing campaigns and 2+ years of experience managing small teams. Experience developing and executing global programs with diverse stakeholders. Proven track record of achieving measurable success against funnel metrics and KPIs. Experience collaborating closely with diverse Sales teams and Marketing Operations. Background in multiple marketing disciplines, including sales campaigns, demand generation, lead funnel optimization, and performance marketing. Preferred Technical And Professional Experience Experience at high-growth tech companies. Experience marketing cloud services or enterprise software. Experience targeting decision-maker audiences. Seniority level
Mid-Senior level Employment type
Full-time Job function
Sales and Business Development Note: This description reflects a refined version of the original posting and excludes extraneous job listings and unrelated boilerplate.
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