Vice President, Marketing Lead Generation & Enablement

About the Role

Key Responsibilities

• Set the strategic vision for demand creation—focusing on quality, velocity, and sales impact over raw lead volume.
• Translate business goals, GTM priorities, and market intelligence into scalable, high-performance lead generation frameworks.
• Define the balance between broad inbound strategy and targeted ABM tactics, with attention to how each fuels the pipeline at different lifecycle stages.
• Build and continuously refine sophisticated lead scoring and routing models that integrate firmographics, engagement signals, intent data, and buying stage indicators.
• Establish a segmentation strategy aligned to ideal customer profiles (ICPs), verticals, and buying group behaviors.
• Partner with RevOps, Analytics, and Sales to ensure scoring logic aligns with pipeline conversion patterns and real-time market feedback.
• Partner with Sales Enablement to ensure sales teams are equipped with insights, playbooks, and feedback loops tied to lead quality and readiness.
• Create structured processes for marketing-to-sales handoff, improving speed-to-follow-up and minimizing lead leakage.
• Help Sales understand lead behavior and scoring rationale to better tailor outreach and accelerate early-stage conversions.
• Own the administration and strategy of Sales Enablement Tools (Highspot, etc), ensuring seamless content management, user access, and system optimization.
• Develop and maintain sales playbooks, content governance processes, and tagging structures to support rep productivity.
• Collaborate cross-functionally with sales, marketing, and product teams to align content with buyer journeys and go-to-market initiatives.
• Train and support users to drive platform adoption, onboarding, and ongoing engagement across teams.
• Analyze usage and engagement data to assess content performance, surface insights, and continuously optimize enablement efforts.
• Ensure integrations with CRM and other tools to embed Highspot in sales workflows and track impact on revenue outcomes.
• Act as a connective leader between Marketing, Sales, Product, RevOps, and Data teams—ensuring end-to-end pipeline cohesion.
• Influence the evolution of our marketing and sales tech stack (e.g., MAP, CRM, ABM, intent tools) to support strategy execution.
• Collaborate on the strategic rollout of ABM initiatives, with marketing driving precision targeting and Sales leading deep account engagement.
• Define funnel performance KPIs and reporting frameworks across MQLs, SALs, SQLs, and pipeline coverage.
• Partner with Marketing Operations to build dashboards that visualize lead flow, scoring efficacy, sales follow-up, and pipeline lift.
• Lead quarterly performance reviews and optimization plans, ensuring continuous improvement in how leads are sourced, qualified, and progressed.

Requirements

• 10+ years of experience in B2B marketing, with at least 5 years in lead generation strategy, revenue marketing, or marketing operations.
• Proven expertise in designing lead scoring models and lifecycle strategies that enable sales conversion.
• Strong understanding of B2B buying journeys, complex sales cycles, and strategic account targeting.
• Experience working with platforms such as Salesforce, Marketo, HubSpot, or equivalent CRM/MAP tools.
• Salesforce CRM expertise a must.
• Demonstrated ability to partner closely with Sales leadership and influence go-to-market alignment.
• Experience with sales enablement platforms (e.g., Highspot, Seismic) and strong understanding of sales and marketing workflows.
• Ability to analyze content performance data and drive cross-functional alignment with sales, marketing, and RevOps teams.
• Familiarity with AI-driven tools for lead scoring, content personalization, buyer intent analysis, and sales enablement.
• Ability to leverage AI insights to improve targeting, optimize campaign performance, and automate parts of the buyer journey and sales enablement workflows.

Nice to Have

• Familiarity with ABM methodologies and tools (e.g., 6sense, Demandbase, Bombora).
• Background in industries with long or complex B2B sales cycles (e.g., financial services, SaaS, enterprise technology).
• MBA or advanced degree in Marketing, Business, or Data Analytics.

Qualifications

• 10+ years of experience in B2B marketing, with at least 5 years in lead generation strategy, revenue marketing, or marketing operations.
• Proven expertise in designing lead scoring models and lifecycle strategies that enable sales conversion.
• Strong understanding of B2B buying journeys, complex sales cycles, and strategic account targeting.
• Experience working with platforms such as Salesforce, Marketo, HubSpot, or equivalent CRM/MAP tools.

Benefits & Perks

• Salary range: $193,000 - $251,000 / year plus eligible for annual bonus.
• Transparent compensation schemes and comprehensive employee benefits, tailored to your location.
• Flexible working arrangements, advanced technology, and collaborative workspaces.
• A culture of high performance and innovation where we experiment with new ideas and take responsibility for achieving results.
• A global network of talented colleagues, who inspire, support, and share their expertise to innovate and deliver for our clients.
• Global Orientation program to kickstart your journey, followed by access to our Learning@MSCI platform, LinkedIn Learning Pro and tailored learning opportunities.
• Multi-directional career paths that offer professional growth and development through new challenges, internal mobility, and expanded roles.
• An environment that builds a sense of inclusion, belonging, and connection, including eight Employee Resource Groups.