Marketing Growth Manager, Global Programs

Marketing Growth Manager, Global Programs

Company: Sonatype Location: Remote (USA) Contract: Permanent

Sonatype is the software supply chain security company, providing a comprehensive solution that combines proactive protection against malicious open-source software, enterprise-grade SBOM management, and a leading open-source dependency management platform. We empower organizations to build secure, high-quality, and innovative software at scale. As pioneers in open-source, with Nexus Repository and stewardship of Maven Central, we are committed to building faster, safer software, leveraging AI and data intelligence to mitigate risk and drive efficiency.

About the Role

Sonatype is seeking a results-oriented and analytical Marketing Growth Manager to own and optimize our external pipeline generation partners. This role is crucial for driving campaigns, qualified meetings, pipeline creation, and continuous improvement across both inbound and outbound demand generation efforts. You will be at the intersection of Marketing, Sales, Revenue Operations, and our pipeline generation partners, exploring how AI, automation, and modern Go-To-Market (GTM) tools can enhance sales development.

Key Responsibilities

• Optimize Pipeline Generation Programs:
  • Oversee the performance of pipeline generation partners across regions, campaigns, and sales segments.
  • Establish clear weekly, monthly, and quarterly expectations for qualified meetings, opportunity creation, pipeline generation, follow-up speed, activity quality, and conversion rates.
  • Conduct weekly performance reviews, campaign stand-ups, goal setting, and SLA tracking with partners and marketing counterparts.
  • Ensure partners and sales teams meet quotas, quality standards, messaging requirements, follow-up expectations, and data hygiene.
  • Identify performance gaps and drive corrective actions through process improvements, targeting adjustments, or partner escalations.
• Drive Inbound and Outbound Pipeline Generation:
  • Collaborate with Marketing and Sales to convert inbound demand into qualified pipeline through timely and personalized follow-up.
  • Develop and manage outbound programs targeting priority accounts, personas, buying groups, and use cases.
  • Align pipeline generation programs with Product Marketing, Field Marketing, Performance Marketing, Marketing Operations, and Sales to ensure clear Ideal Customer Profiles (ICPs), relevant personas, compelling messaging, campaign priorities, and timely business triggers.
  • Evaluate accounts, personas, messages, offers, and channels that yield the strongest meeting and pipeline outcomes.
• Modernize Execution with AI and Automation:
  • Test AI, agentic workflows, automation platforms, enrichment tools, intent data, personalization tools, and outbound sequencing technologies to boost partner productivity and conversion.
  • Design experiments to improve account research, buyer identification, message personalization, lead scoring, call preparation, meeting booking, and nurture/re-engagement processes.
  • Develop workflows that extend Sonatype's GTM systems, including Salesforce, HubSpot, and Gong.
• Improve Messaging, Targeting, and Conversion:
  • Translate Sonatype's positioning into effective pipeline generation messaging, outreach frameworks, engagement strategies, and persona-specific campaign guidance.
  • Analyze conversion rates by persona, account type, segment, campaign, use case, channel, and sales team to identify areas for improvement.
  • Establish feedback loops between Sales, Marketing, Product Marketing, Campaigns, and external partners to continuously refine targeting, messaging, and engagement strategies.
• Manage Metrics, Reporting, and Cadence:
  • Own reporting and performance analysis for all pipeline generation programs, including inbound, outbound, account-based, and partner-supported motions.
  • Track key metrics such as speed-to-lead, meetings booked, meeting acceptance and show rates, opportunity conversion, pipeline created, pipeline quality, and pipeline progression.
  • Utilize data to inform strategic decisions on resource allocation and program redesign.

What Success Looks Like

• Within 90 Days: Establish a clear operating cadence and performance scorecard; create visibility into pipeline generation performance; improve alignment between Marketing, Sales, and partners; launch initial AI-enabled experiments; address major performance or data quality issues.
• Within 6-12 Months: Improve pipeline generation and conversion across all programs; develop scalable, data-driven programs leveraging AI and automation; enhance conversion rates from inquiry to meeting, meeting to opportunity, and opportunity to qualified pipeline; build consistent feedback loops between teams.

Requirements

• 5+ years of experience in B2B SaaS growth marketing, demand generation, revenue marketing, GTM operations, pipeline generation, sales development operations, or related revenue growth functions.
• Proven experience supporting pipeline generation, demand generation, sales development operations, GTM program management, and/or external pipeline generation partnerships.
• Strong understanding of pipeline generation across inbound follow-up, outbound prospecting, Account-Based Marketing (ABM), campaign follow-up, nurture, and sales hand