Head of Enterprise Marketing San Francisco, CA

Descript is at an inflection point. We have 50M+ users, genuine product‑market fit, and a real opportunity to move upmarket—converting high‑fit self‑serve users into consolidated enterprise contracts and going after the accounts that belong in our pipeline. As Head of Enterprise Marketing, you'll own that motion end‑to‑end.This is a builder role for someone who's done it before: someone who can meticulously understand what's driving inbound interest, identify which accounts to go after and why, and design the campaigns, lifecycle plays, and conversion experiments to bring them in. You'll co‑own upmarket pipeline with Sales, partner with Product on the self‑serve‑to‑enterprise conversion motion, and partner with our in‑house Growth/Paid team and Rev Ops to make sure the whole system is instrumented and accountable.The raw materials are here—a passionate user community, a strong product, and a large market. This hire shapes what we do with them upmarket.WHAT YOU'LL DOCo‑own upmarket pipeline targets with Sales, with shared accountability for sourced and influenced pipelineBuild and execute an enterprise demand playbook: ICP definition, target account selection, channel mix, offer strategy, and campaign design and executionDevelop a vertical prioritization framework: define which industries and enterprise segments to pursue, in what order, and with what messageDesign account‑based programs with messaging and experiences calibrated to high‑fit accountsOwn and maintain an annual marketing calendar that aligns campaign activity to business milestones, seasonal growth opportunities, and pipeline targetsSource and manage contract and agency resources as neededSelf‑Serve to Enterprise ConversionPartner with Product and Sales to identify high‑fit self‑serve buyers and design conversion experiments that move them toward consolidated contractsBuild lifecycle plays that nurture individual users into team and enterprise buyersDevelop and iterate on the plays, offers, and sequences that convert product‑qualified accounts into pipelinePerformance & MeasurementMeticulously track which channels, plays, and offers are driving inbound interest and conversions, and use that intelligence to sharpen programs continuouslyBuild AI‑first marketing ops and measurement frameworks that give the team real visibility into what's workingReport regularly on pipeline contribution, channel efficiency, and program performancePartner daily with Sales on account priorities, ABM strategy, and pipeline reviewsBrief and align with the in‑house paid advertising team on enterprise‑targeted campaignsCo‑own enterprise lifecycle with Rev Ops, ensuring accountability is clear and programs are coordinatedOwn the strategy for high‑touch deal acceleration programs—things like executive round tables and leadership‑level events—partnering with Field Marketing on executionContribute to enterprise pricing and packaging strategy alongside Product and Sales, with an eye toward what moves deals forward and expands accountsWHAT YOU BRINGMinimum Qualifications8+ years of B2B marketing experience, with at least 3 years building or scaling an upmarket or enterprise demand motionExperience at a PLG or product‑led company—you understand the self‑serve‑to‑enterprise conversion motion and have driven itConsumer‑to‑B2B crossover experience; you know how to market to users who are also buyersStrong analytical skills and a track record of building measurement frameworks that actually get usedExperience co‑owning pipeline targets with Sales in an accountable, collaborative wayPreferred QualificationsDeep familiarity with modern ABM tooling and CRM/MAP integrationExperience building, or deeply partnering with, AI‑native marketing ops and workflowsBack…