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Director, ABM & Orchestration



Austin, TX, USA
Posted on Wednesday, August 9, 2023

Hi, We’re AffiniPay!

AffiniPay is a leading fintech company, based out of Austin, Texas. As the market leader in professional services payments and project management software, AffiniPay’s tech products serve legal, accounting, architectural, engineering and construction firms. AffiniPay has been recognized as one of Inc. 5000’s fastest growing companies in the U.S. for 11 years in a row, and as a result, our teams continue to grow as well!

The Director, Demand Generation is responsible for the strategy and implementation of effective ABM and demand generation programs (including our webinar program and overall website optimization) that meet the growth objectives of our suite of brands, with an emphasis on driving acquisition and accelerating existing opportunities from target accounts. The role is part of the 360 Demand team and works in collaboration with Marketing Ops, Marketing Campaigns, BDR and Sales team.

What You’ll Do:

Lead Generation:

  • Strategize, execute, and optimize a data-driven demand generation strategy to drive awareness, increase qualified leads, and achieve marketing and sales goals
  • Iterate and optimize campaigns and programs using metrics and data including but not limited to lead volume and conversion, program pipeline, velocity in funnel metrics, and opportunity conversion
  • Collaborate and partner with marketing org on campaign concept & messaging, custom creative deliverables, and campaign setup to effectively execute on programs
  • Manage 6Sense platform and all 6Sense program for defined business lines
  • Identify and manage vendors to execute 3rd party full funnel programs

Account Based Marketing:

  • Own the strategy and implementation of effective ABM and demand generation programs that meet the growth objectives of the business, with an emphasis on driving acquisition and accelerating existing opportunities from target accounts
  • Develop and deploy multi-channel demand generation and ABM programs, including crafting strategy, budget, aligning internal teams, and project managing execution
  • Meet with regularly and provide insight and marketing support to BDRs and AEs in their account-based prospecting efforts
  • Partner with Marketing, Sales, and Enablement to develop demand generation and ABM playbooks including outbound prospecting efforts

Webinar Content and Strategy:

  • Oversee and drive the strategy of our educational programs and webinars (thought leadership + demand gen) across all brands
  • Develop and execute high-impact webinar strategies that drive high volume registrations and generate pipeline
  • Manage and execute webinar best practices, marketing trends, and audience engagement techniques to create compelling and interactive webinar experiences
  • Develop comprehensive webinar strategies that align with our brand strategies and objectives

Web Design and Strategy:

  • Create and execute the overall website strategy, ensuring a seamless and engaging user experience, and driving growth and engagement through compelling content, design and functionality
  • Primary point of contact overseeing our corporate website
  • Establish key metrics/KPIs, lead regular strategy review sessions and deliver insights to drive improvements
  • Monitor user experiences/journeys and recommend improvements to keep the website modernized
  • Analyze content performance (both quantitative and qualitative insights) and provide guidance on areas of opportunity
  • Conduct industry research and competitive intelligence to ensure the digital experience meets changing user expectations

About You:

  • 8-10+ years of proven experience with demand generation and ABM platform technology in a B2B software environment defining and executing strategy for multiple products/brands within enterprise software/technology space
  • Experience owning the webinar strategy for a B2B company, optimizing webinar and/or on-line events platforms’ performance as well as tracking ROI and lead generation
  • Proficient with various marketing automation and AI tools (specifically 6sense, Marketo and SFDC), Google Analytics, ecommerce platforms
  • Demonstrated success in managing targeted lead generation efforts and funnel management
  • Proactive self-starter with high initiative and critical thinking. Proven ability to think strategically, but with exceptional attention to detail in execution
  • Strong, hands on leadership abilities with the experience to manage and supervise a small team
  • Excellent verbal and written communication skills. Strong interpersonal skills. Strong influencing and relationship-building skills
  • Data-driven and strong analytical skills with an understanding of pipeline management and metrics
  • Experience building and managing field marketing campaigns, programs, segmentation, executive and key account programs, as well as digital marketing
  • Positive, can-do attitude and ability to manage multiple projects at once
  • Located in Austin, TX with the ability to work at the AffiniPay office 3x/week

Our Story

Founded in 2005, AffiniPay’s mission is to build technology products that helps professionals focus on the work they love. As the leader in the professional payments industry, AffiniPay’s products serve legal, accounting, architectural, engineering and construction firms. Our portfolio of software solutions include MyCase (Legal Practice Management Software), CASEpeer (Practice Management for Personal Injury Firms), Docketwise (Immigration & Case Management Software), (Soluno (Legal Accounting), and Woodpecker (Legal Document Automation). Our portfolio of payment solutions include LawPay (Legal), AffiniPay for Associations (Associations), CPACharge (Accounting Professionals), and ClientPay (Architect, Engineer, and Construction). AffiniPay’s products serve over one hundred thousand users, and we are noted as one of the fastest growing tech companies in Austin, Texas. We are constantly looking for talent to join our team to continue playing a key part in unlocking our potential.

Diversity, Equity & Inclusion at AffiniPay

At AffiniPay, we recognize that innovation occurs with a strong team of people who are diverse in background, personality, talent and ideas. Experience comes in many forms and ensuring a diverse and inclusive workplace where we continue to learn from each other is an integral part of our culture. We are committed to creating a welcoming and transparent environment for all that embraces those differences through education, equal access to opportunities and information, inclusionary programs, and community outreach.

Benefits that Benefit You!

As a people first culture, we believe it is important that our teammates are happy, healthy, and productive. In order to best support that, AffiniPay provides award-winning benefits that can make a difference in your life - right now and for the future.

  • All employees receive fully covered medical, dental and vision coverage - Choose from our 2 available health plans based on what fits you and/or your family!
  • Have some fur babies? - We offer them insurance too!
  • RELAX and enjoy your time away with our flexible paid time off policy!
  • We will help you plan for your future - 401K, or RRSP if in Canada, with a company match
  • Competitive compensation packages that include mid-year and end-of-year bonuses and equity options for all full-time employees
  • Health Wellness Program that includes nutrition consultations, mental health apps, and access to discounted memberships
  • Have plans to grow your family? - Parental resources, including 16 weeks of paid time off for primary and secondary caregivers
  • Professional development opportunities including mentorships, leadership programs and our AffiniPayU courses
  • We believe it is important to give back with our Matching Gift Program and organized activities focused on donations, volunteerism and supporting the local communities throughout the country
  • D&I initiatives provide educational opportunities regarding multicultural issues, tolerance, and celebrating diversity among our entire staff
  • An incredible, in-office experience at our headquarters in Austin and San Diego including free lunch delivery, a fully stocked kitchen, and some “sweet” surprises for those afternoon pick-me-ups
  • Work Hard/Play Hard - We have an Experience Team focused on team and company events and activities throughout the year including summer photo contests, pumpkin patches, Thanksgiving potlucks, holiday celebrations, and more!