The Challenge
Box is the enterprise content management leader (NYSE: BOX) helping Fortune 500s transform workflows with AI. You'll own field marketing strategy for Mid-Market and Canada-building integrated programs that generate pipeline and accelerate deals in a competitive segment.
Your Mission
Map Mid-Market and Canada sales priorities; build 2-3 integrated campaign plans (events, digital, account-based) aligned to pipeline targets
Launch first industry event or executive program for Legal vertical with measurable pipeline generation goals
Establish baseline metrics: current pipeline sourced, MQL-to-pipeline conversion, program ROI across all channels
Onboard with sales leadership; identify top 5-10 priority accounts and design account engagement strategies
Execute full integrated campaign calendar (4+ major programs) with documented pipeline impact and >20% contribution to segment revenue targets
Achieve 15%+ pipeline growth vs. prior year through field marketing programs in Mid-Market and Canada
Build repeatable playbook for industry-vertical programs (Legal launch as proof of concept for scaling to other verticals)
Establish cross-functional cadence with Product Marketing, Campaigns, and Sales; report monthly on program performance and optimize based on data
KPIs You'll Own
Pipeline Generated
Total pipeline value sourced/influenced by field marketing programs, tracked monthly with sales attribution.
MQL-to-Pipeline Conversion
Percentage of marketing-qualified leads that convert to sales-qualified opportunities.
Program ROI
Revenue influenced divided by total program spend (events, digital, content, agencies) to measure efficiency.
Sales Engagement Rate
Percentage of sales reps actively participating in field marketing programs and campaigns.
Deal Acceleration
Average sales cycle reduction (in days) for deals touched by field marketing vs. control group.
Tools & Stack
Your Team
Your Manager
VP or Director of Commercial Marketing (not specified; confirm during interview)
Current Team
Embedded within Commercial Marketing team; will collaborate closely with Mid-Market sales leadership and regional teams
New role to drive pipeline growth in underperforming segment
The Package
Salary
$130K-$160K base
Variable
Likely 15-20% performance bonus tied to pipeline targets
Equity
Standard for public company; estimated 0.02-0.05% RSUs
Remote
On-site, New York, NY. Full-time, permanent contract.
Benefits & Perks
Company Intelligence
Box (NYSE: BOX) is the market leader in Intelligent Content Management, enabling enterprises to manage content lifecycle, collaborate securely, and automate workflows with AI. Founded in 2005, Box serves Fortune 500 clients like Morgan Stanley, JLL, and Nationwide across 150+ countries. The company is at the forefront of AI-first enterprise software.
Founded
2005
Funding
Public (NYSE: BOX)
Customers
JLL, Morgan Stanley, Nationwide, and 150K+ organizations globally
Culture
AI-first mindset; fast-paced, data-driven; emphasis on cross-functional collaboration and innovation
Is This Role For You?
- You have 5+ years of field marketing, demand generation, or sales development experience in enterprise SaaS (B2B preferred)
- You're a data obsessive-you live in Salesforce, run experiments, and optimize based on metrics (pipeline, MQL, CAC, ROI)
- You love partnering with sales teams; you thrive in sales-driven cultures and speak the language of pipeline and deals
- You can build integrated campaigns from scratch (events, webinars, account-based marketing, digital) and own execution end-to-end
- You're comfortable with ambiguity and moving fast; you roll up your sleeves and own vendor management, creative briefs, and reporting
- You prefer hands-off strategy roles; this is a high-touch, execution-heavy position managing multiple programs simultaneously
- You're uncomfortable with sales metrics and accountability; pipeline generation and ROI are the core success measures here
- You've only done brand or awareness marketing; this role demands performance marketing rigor and mid-market sales expertise
- You need deep product knowledge before day 1; you'll be learning Box's platform and ICM market on the job
Interview Process
Recruiter Screening
30-min call to validate SaaS field marketing background, Mid-Market experience, and cultural fit.
Hiring Manager Interview
60-min deep dive on field marketing strategy, sales partnerships, program examples, and how you've driven pipeline in past roles.
Case Study / Take-Home
Design a 3-month integrated field marketing plan for Box Mid-Market (events, digital, account-based). Show your metrics thinking and cross-functional approach.
Director/VP Conversation
45-min discussion on go-to-market strategy, sales alignment, and vision for scaling Commercial segment marketing.
Sales Leadership Alignment
Optional conversation with VP of Sales to confirm partnership expectations and regional priorities.
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