The posting
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ABOUT ZELLO
Zello is a voice-first communication platform, powered by our industry-leading push-to-talk technology, to improve collaboration and productivity for desk-less workers. With over 175+ million users, we’re the #1 rated push-to-talk app in the world, delivering 9 billion (yes, with a B) messages a month.
At Zello, our company values are at the heart of what we do everyday. We’re proud to serve the frontline, we’re privileged to connect people in times of crisis across the globe, and we’re honored to support first responders.
And this is where you come in.
This is an individual contributor role — you'll own the demand gen program end to end, with the opportunity to build a team as it proves out.
AFTER A SUCCESSFUL FIRST YEAR, YOU WILL HAVE
- Built a repeatable enterprise demand generation engine that produces a predictable monthly volume of sales-accepted opportunities from target accounts.
- Launched an account-based program against a defined target account list, with measurable engagement lift and named-account meetings sourced.
- Rebuilt the inbound-to-sales handoff with the account executive team — scoring and routing defined, time from inquiry to meeting cut, and inquiry-to-opportunity conversion improved.
- Shipped integrated campaigns carrying Zello's enterprise story across paid, web, email, and events, each reporting pipeline attribution monthly.
- Instrumented campaign measurement so every program carries a cost-per-opportunity and pipeline-contribution number the revenue team trusts.
WHAT YOU'LL DO
- Own enterprise demand generation end to end — the strategy, the execution, and the pipeline number it produces.
- Build the target account list with sales leadership, then run the account-based campaigns that penetrate it.
- Design lead scoring and routing in HubSpot, then revise it based on what actually converts.
- Translate Zello's positioning into integrated campaigns across paid media, the website, lifecycle email, and events.
- Own SEO for the website — keyword targeting and on-page optimization that grows organic traffic feeding the pipeline.
- Partner with account executives on pipeline quality — sit in pipeline reviews, follow the handoff, fix what breaks.
- Direct paid media and lifecycle execution through contractors, agencies, and shared design and RevOps resources.
- Report performance monthly: spend, cost per opportunity, and pipeline contribution by program.
- Pick up selected existing marketing programs during the transition — final scope confirmed with the hiring manager.
WHO YOU ARE
- 3-6 years in B2B growth or demand generation as an individual contributor.
- You've owned a pipeline number rather than a lead number, and you can walk through exactly how you moved it.
- You've built a demand generation program from target definition through to sales-accepted opportunity — not just executed campaigns someone else scoped.
- You've run account-based campaigns against a named list and can show the engagement and meetings that came out of them.
- You bring sales in before launch rather than after — the account executives you've worked with would call you easy to work with.
- You cut programs that aren't producing and say so early, instead of defending the spend.
- You build the measurement yourself, present the number, and hold up under questioning from revenue leadership.
- You work hands-on in HubSpot, or a comparable marketing automation platform, building workflows, scoring, and reporting without waiting for support.
A NOTE ON SCOPE
This is an enterprise demand generation seat — the job is measured in pipeline, not leads, brand, or content. You'll direct paid media rather than execute it day to day, and this isn't a self-serve or product-led growth role. If that's the kind of ownership you're looking for, we want to hear from you.
We hire for potential, passion for our mission, and a knack for solving difficult problems over checking every qualification box. We have competitive pay, equity with significant upside, and intentionally design our benefits to encourage healthy and well-balanced employees, flexible schedules and time off. We even offer a sabbatical after every five years of service so you’re able to pursue and enjoy what matters most to you. And of course, we wouldn’t be a technology company without a ping-pong table and free snacks in our break room. Join us!
Zello provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.
All Zello personnel are required to comply with defined security, privacy, and compliance requirements applicable to their role along with requirements that are applicable to all Zello personnel.
