Director of Marketing, Strategic Accounts

Description

You will own the marketing strategy for the company's strategic customers, with the goal of driving product adoption, cross-sell, upsell, customer advocacy and long-term partnership growth.

You are the main marketing partner for the Strategic Accounts group, lining up priorities, campaigns, launches and customer engagement with Product Marketing, Demand Generation, Brand, Communications, Events, Customer Success and Sales.

The company issues cards and manages payment operations in real time through its platform, and is one of the earliest players in embedded finance. Its customers include well-known brands such as Block, Cash App, Affirm, Instacart, DoorDash, Uber and Walmart.

You do not need prior payments expertise to join the team.

Hiring process: recruiter video call, hiring manager video call, then a virtual onsite of 5 to 6 interviews of 30 to 45 minutes each, followed by an offer.

Responsibilities

• Build and run the marketing strategy for strategic accounts, focused on deeper customer relationships, higher product adoption and expansion.
• Design account engagement approaches suited to each customer's maturity, industry and growth potential.
• Build programs that keep strategic customers engaged, including executive newsletters, thought leadership and webinars, industry events and speaking slots for account leaders, case studies, press releases and co-marketing.
• Lead QBR and ABR strategy, prepare innovation sessions, and support messaging and executive presentations.
• Create custom customer content, research and exclusive resources with the wider marketing team.
• Work with the Insights team on Voice of Customer programs, feedback loops and internal sharing of customer insight.
• Run the Customer Advisory Board and executive touchpoint events, from planning through delivery.
• Keep track of the product roadmap, handle customer communications, find beta participants and coordinate with Product Marketing.
• Plan executive programs such as roundtables, customer events, briefings and industry forums.
• Coordinate regional marketing, deciding what runs globally and what runs locally, including language and cultural fit.
• Create sales enablement materials, talk tracks, playbooks and campaigns for cross-sell and upsell.
• Give Strategic Account teams positioning, customer stories and product knowledge to grow existing relationships.
• Shape competitive positioning and displacement narratives for key accounts, working with Insights on intelligence and battlecards to win more volume.
• Develop expansion playbooks by customer journey stage, industry and product mix.
• Work with Sales, Customer Success, Product, Commercialization and Revenue Operations to build account-specific business cases and rank expansion opportunities.
• Work with Demand Generation to place strategic accounts in integrated campaigns, ABM programs, executive events and nurture tracks.
• Advise on account segmentation, campaign priorities, channels, events, publications and buying committee coverage to win wider penetration.
• Engage multiple stakeholders in customer organizations, including business, product, operations, finance and executive teams.
• Keep marketing engagement coordinated across the full customer lifecycle.
• Create onboarding resources, best practices and engagement programs that help new strategic customers see value fast.
• Build scalable customer communications that support adoption, education and ongoing engagement.
• Work with Analytics on goal setting, KPIs and performance tracking.
• Spot chances to strengthen relationships through proactive marketing and personalised experiences.

Requirements

• 10+ years in B2B marketing, focused on account-based, customer, field or lifecycle/expansion marketing, including at least 3 years leading people.
• Experience marketing into complex enterprise accounts with long sales cycles, several stakeholders in each buying committee and expansion-led revenue.
• A record of driving cross-sell, upsell and product adoption through marketing, with named plays, playbooks or campaigns that moved expansion pipeline or revenue in existing customers.
• You have worked alongside account teams, understood their quotas and pressures, and built messaging, talk tracks, battlecards and customer stories that reps actually use.
• You have designed and run customer advisory boards, executive roundtables, QBR/ABR programs or C-suite briefings that built trust and opened doors.
• You can discuss net revenue retention, expansion pipeline, wallet share and account penetration fluently with Sales, Customer Success, Product and RevOps.
• Experience building customer advocacy and co-marketing programs, including case studies, press releases, speaking and joint thought leadership.
• You have used Voice of Customer work, feedback loops and competitive intelligence to sharpen positioning, inform product decisions and write displacement narratives.
• You lead across Product Marketing, Demand Gen, Brand, Comms, Events and Analytics, often without formal authority, to deliver one consistent customer experience.
• You set clear goals, track results with Analytics and RevOps, and change programs based on what drives adoption and expansion.
• Working knowledge of Salesforce, Marketo or HubSpot, and familiarity with ABM platforms such as Demandbase or 6Sense.
• You have run regional programs and know when to go global or local for events, language and cultural nuance.
• You can turn complex product and customer stories into clear, persuasive executive presentations and messaging.
• Experience in fintech, payments, embedded finance, SaaS or financial services is strongly preferred.
• You are comfortable with ambiguity, can build programs from nothing and can set up a new function without a defined playbook.

Conditions

This is a Flex First role: remote from anywhere in the United States, or from the Oakland, CA headquarters, whichever suits you.

Pay depends on where you work, in one of three US tiers: National (a baseline for most of the country), Premium (for a smaller set of higher cost-of-living areas such as Los Angeles and Seattle) and Premium Plus (for the most expensive areas, such as the San Francisco Bay Area and New York City). Ask a recruiter which tier applies to you.

Base salary for new hires: National $200,000 to $250,000; Premium $207,000 to $258,800; Premium Plus $214,100 to $267,600.

Pay factors include skills, prior experience and work location.

Eligible employees receive an annual bonus that rewards both individual performance and company-wide success.

Benefits

• Several health insurance options.
• Flexible time off.
• A retirement savings plan with company contributions and after-tax contributions.
• Equity in a publicly traded company and an Employee Stock Purchase Program.
• Family-forming benefits, fertility support and up to 20 weeks of parental leave.
• Free therapy sessions, financial and professional coaching, and legal advice.
• A monthly stipend for the remote setup.
• An annual development budget for growth and learning.
• The freedom to live and work wherever you and your family do best, through Flex First.