Gong.io is hiring a Senior Director of Audience Strategy & GTM Programs. In this role, you will own how we interpret buyer behavior, decide when to engage, and orchestrate email and automation programs that drive meaningful conversion. You’ll lead a lean, high-impact team focused on improving MQL volume, accelerating MQL-to-opportunity conversion rates, and fueling aggressive pipeline growth for our innovative revenue intelligence platform.
What You'll Do
- 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.
- 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.
- 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.
What We're Looking For
- 10+ years in B2B marketing with deep expertise in lifecycle marketing, marketing automation, and demand generation.
- 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.
Nice to Have
- Experience in revenue intelligence, sales enablement, or adjacent categories.
- Track record of program transformation strongly preferred.
Technical Stack
- Marketo
- Salesforce
- ZoomInfo
- 6sense
Team & Environment
You will lead a lean, high-impact team and report to the VP of Growth & Demand Generation.
Benefits & Compensation
- Salary range: $243,750 - $362,000 USD
- Variety of medical, dental, and vision plans.
- Wellbeing Fund - flexible wellness stipend.
- Mental Health benefits with covered therapy and coaching.
- 401(k) program.
- Education & learning stipend for personal growth and development.
- Flexible vacation time.
- Paid parental leave.
- Company-wide recharge days each quarter.
- Work from home stipend.
Work Mode
This is a remote position.
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.
