Enterprise Marketing Manager, ShipStation

Who We Are:

At Auctane, we are united by a passion to help sellers — wherever they are, however they operate — fulfill the promises they make to consumers. The Auctane mission is to fuel commerce through exceptional delivery. We make it possible for businesses to meet the ever rising expectations of their customers, and we make the world smaller and more accessible to consumers everywhere. 

Auctane brands enable hundreds of thousands of merchants to annually deliver billions of products — over $200 billion worth — to customers around the globe.

And Auctane is just getting started. 

Auctane is a team of shipping and software experts with a passion for helping merchants move their ideas, dreams and innovations around the globe. The Auctane family includes ShipStation, ShipWorks, ShipEngine, ShippingEasy, Stamps, Endicia, Metapack, Shipsi, GlobalPost, and Packlink. Our partners include Amazon, UPS, USPS, eBay, BigCommerce, Shopify, WooCommerce, and Walmart.  

Auctane’s Values

The Customer is our mission.
Our company was built in service of our customers. Every time we answer the phone, write a line of code, hire a new team member, form a partnership, or build a new interface it is explicitly because we believe that action will improve the life of our customers.

We work with the best people.
We will only work with people who are enthusiastic about their work, respectful of diverse ideas and backgrounds, and who possess the ability to work both independently and as part of a team. 

We only play offense.
We’re on a mission to reach and help every mailer, shipper and merchant on the planet. Because of this we move with urgency, take risks, and are determined to ship solutions quickly. 

We expect exceptional outcomes.
We are a rapidly growing company with intent. We expect to continue to deliver market-transforming solutions for our customers and challenging growth opportunities for our employees. 

We are direct and authentic.
We have genuine empathy for our employees, partners, and customers. We serve that empathy by treating everyone the way we would like to be treated - openly, ethically, and honestly. We set expectations clearly and hold ourselves accountable for what we commit.

About The Team: 

This team is responsible for creating and executing the market positioning, marketing strategy and customer acquisition plan for the enterprise customer segment for ShipStation.  This includes but is not limited to defining ShipStation’s position in this market segment, growing awareness of our brand(s) and suite of solutions, increasing the volume of MQLs (sales opportunities), identifying opportunities to cross-sell/upsell existing customers, improving retention, and growing customer LTV.  This team also collaborates and works cross-brand to help support the needs of ShipEngine, ShipWorks and Stamps Enterprise.

About The Role:

The Enterprise Marketing Manager is responsible for growing the acquisition, conversion, retention, and LTV of enterprise customers. This person is responsible for gaining a deep understanding of the enterprise customer market segment, including specific verticals, personas, their needs, and how our product(s) uniquely serve them. 

The Enterprise Marketing Manager is closely aligned with the Enterprise Sales, Customer Success, Product Management, and Design teams. In coordination with these teams, s/he is responsible for developing and executing marketing campaigns across all channels to drive and nurture qualified leads, generate new customers, optimize product usage of existing and new features, and customer retention. 

Primary Objectives:

• Establish clear guidelines for who we’re targeting and how each of our products meets the unique needs of each audience segment through buyer person development.
• Build a comprehensive enterprise GTM plan for each of our target vertical segments to grow customer acquisition.
• Build an acquisition plan that allows us to meet –and exceed—monthly and quarterly MQLs and conversions targets, including specific programs for each customer vertical segment.
• Lead the development of thought leadership content that positions ShipStation as the authority in ecommerce shipping and order management for enterprises.
• Develop customer segmentation and lifecycle stages to create relevant marketing campaigns for each stage of the customer journey including onboarding, engagement, and retention.
• Build and implement marketing plans that decrease CAC and grow customer LTV by increasing the adoption of new features, as well as key monetization opportunities like GlobalPost, insurance, and wallet carriers. Track and report performance to key stakeholders.
• Partner with the Merchant Success teams to understand why merchants leave us. Build and implement nurture plans that include messaging and/or offers to retain customers longer.
• Work with the marketing operations, communications, and data teams to define and highlight key engagement, loyalty, LTV, and churn metrics and track customer health performance regularly. Set goals and proactively measure and communicate results to the wider organization.

Qualifications - To perform this job successfully, an individual must be able to perform each essential job duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. 

What You’ll Be Doing: 

• Market positioning and messaging
• Understand the market we compete in, including market trends and the competition
• Define our customer segments and their specific needs and pain points.
• Develop positioning and messaging that articulates how we solve problems for our targeted enterprise segments.
• Customer acquisition
• Build targeted omnichannel campaigns that reinforce our position as a key thought leader and drive qualified sign-ups (SEM, SEO, TV, Radio, Direct Mail, Organic Social, Paid Social, Content, Events, etc.). Will be responsible for writing content for emails, campaign ads, in-app messaging, landing pages, social media posts, eBooks, guide sheets, blogs, and other material as needed.
• Build Account Based Marketing (ABM) program targeting enterprise accounts.
• Work with our Enterprise Sales Team to execute targeted campaigns to drive opportunities (email sequences, call scripts, LinkedIn messaging, direct mail, events, etc.).
• Build, write, and execute nurture campaigns to encourage sign-ups to engage with our sales team and become paid customers.
• Customer journey and communication
• Define customer lifecycle stages and relevant marketing campaigns for each stage.
• How to use the product nurture flows.
• Existing feature adoption (insurance, carriers, wallet, etc.).
• Partner updates.
• Integration updates.
• New feature adoption
• Target audience development and buyer persona development.
• Marketing communication plan.
• Measurement, ROI, ROAS.
• Merchant success
• Identify and build case studies.
• Implement marketing strategies to increase retention and grow LTV.

What We Are Looking For:                                          

• Bachelor’s degree or equivalent experience.
• Four or more (4+) years experience in marketing, B2B marketing, and SaaS preferred.
• Two or more (2+) years’ experience in Account Based Marketing (ABM) or multichannel campaign planning & execution (must have experience building & launching campaigns across SEM, SEO, TV, Radio, Direct Mail, Organic Social, Paid Social, Content, Events, etc.).
• Experience working with multiple brands in a cross-functional organization.
• Excellent written and verbal communication skills.
• Analytical problem-solver.
• Ability to work across teams to get the job done.
• Strong research and deducing skills.

What will Make You Stand Out:        

• eCommerce experience.

The Tech:                                           

• CRM (such as HubSpot or Salesforce)
• Analytical Platforms (such as Google Analytics or Looker)
• Project Management (such as JIRA or Asana)
• Confluence
• GSuite / Microsoft Office Suite 
• ABM Platform (such as 6sense or DemandBase) 

Travel Requirements

• No travel required.

Additional Position Duties: (The following is a list of what all employees, except those with medical accommodation, may be regularly required to do.)

• Sit for prolonged periods
• Utilize wrist and hands for a prolonged period
• Walk short distances
• Stand for short periods
• Speaking and conversing with others
• Lift up to 25lbs without assistance up to chest height

Equal Opportunity Employer/Veterans/Disabled

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