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 inbound strategy and targeted ABM tactics to fuel the pipeline at different lifecycle stages.
• Build and refine sophisticated lead scoring and routing models using firmographics, engagement signals, intent data, and buying stage indicators.
• Establish segmentation strategies aligned with ideal customer profiles, verticals, and buying group behaviors.
• Partner with RevOps, Analytics, and Sales to ensure scoring logic aligns with pipeline conversion patterns and market feedback.
• Collaborate 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 to improve speed-to-follow-up and reduce lead leakage.
• Manage the administration and strategy of sales enablement tools (e.g., Highspot), ensuring content management, user access, and system optimization.
• Develop and maintain sales playbooks, content governance, and tagging structures to support productivity.
• Train and support users to drive platform adoption, onboarding, and ongoing engagement.
• Analyze usage and engagement data to assess content performance and optimize enablement efforts.
• Ensure integrations with CRM and other tools to embed enablement platforms into sales workflows and track revenue impact.
• Act as a connective leader between Marketing, Sales, Product, RevOps, and Data teams to ensure pipeline cohesion.
• Influence the evolution of marketing and sales tech stacks to support strategy execution.
• Collaborate on the strategic rollout of ABM initiatives with marketing driving targeting and sales leading account engagement.
• Define funnel performance KPIs and reporting frameworks across MQLs, SALs, SQLs, and pipeline coverage.
• Partner with Marketing Operations to build dashboards visualizing lead flow, scoring, follow-up, and pipeline metrics.
• Lead quarterly performance reviews and optimization plans to improve lead sourcing, qualification, and progression.

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, with Salesforce 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 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 campaigns, and automate parts of the buyer journey and sales 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

• Educational background or certifications are not explicitly specified, but an advanced degree (e.g., MBA) is a plus.
• Experience with relevant platforms and tools as outlined in requirements.

Benefits & Perks

• Salary range: $193,000 - $251,000 per 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 with opportunities to experiment and take responsibility for results.
• A global network of talented colleagues supporting and sharing expertise.
• Global Orientation program, access to Learning@MSCI platform, LinkedIn Learning Pro, and tailored learning opportunities.
• Multi-directional career paths offering professional growth through new challenges, internal mobility, and expanded roles.
• An inclusive environment with Employee Resource Groups supporting diversity and belonging.