procurify - GTM Campaign Manager

• This role also sits at the intersection of campaign execution and our evolution as an AI-enhanced platform. You'll champion how AI and automation can eliminate manual list-building, generate and personalize outreach at scale, surface which segments and plays are converting, and free human effort for the highest-leverage pipeline. If you see systems where others see silos, and you believe the best process is one you can automate, you'll thrive here. • We're also looking for someone relentless about the "last mile." Strategy without clean execution and closed-loop communication is worthless — the difference between a booked meeting and a lead sitting untouched. You'll own that last mile as a system: build the list, launch the campaign, hand it off cleanly, communicate it clearly, and measure what actually happened — then feed those learnings back into the engine. • This is not a systems-administration role (that's RevOps), a people-management role (that's BDR leadership), or a strategy-and-budget role (that's Demand Gen leadership). This is the connective tissue that all of those functions rely on but none of them owns: turning targeting, positioning, systems, and AI into campaigns that drive real pipeline. • WHAT YOU'LL BE WORKING ON: • CAMPAIGN SYSTEMS ACROSS ALL PIPELINE SOURCES • Design and operate repeatable, scalable campaign systems — not one-offs — that generate pipeline across inbound, outbound, tier/segment, and expansion. • Build and deliver targeted, ICP-aligned lead lists to BDRs proactively and on a repeatable cadence — increasingly automated and AI-generated — as the single most reliable driver of booked meetings. • Design, launch, and optimize outbound campaigns end-to-end for both new-business and expansion pipeline, using automation and AI to scale personalization and volume without sacrificing quality. • Support inbound performance by iterating and building on systems that improve MQL→SQL conversion. • Build expansion (cross-sell/upsell) campaign systems against the existing customer base in partnership with Customer Success and Account Management — a large, under-served pipeline source today. • Calibrate campaign targeting by tier/segment (SMB vs. mid-market) to protect and maximize total pipeline, not just a single tier. • PIPELINE COVERAGE & REBALANCING (UNDER GTM LEADERSHIP) • Help monitor pipeline coverage across all sources as a connected system, and reallocate campaign effort to the highest-leverage source as conditions shift. • Work from the operational math: track conversion rates by source (MQL→SAL→SQL→pipeline $), model where the leverage is, and use data and automation to drive proactive intervention through GTM led efforts. • Flag pipeline softness early, so the business can compensate proactively rather than discovering gaps a quarter too late. • AI, AUTOMATION & FIRST-PRINCIPLES OPTIMIZATION • Apply first-principles thinking to identify and remove friction in how campaigns are built, launched, and handed off — automating the repeatable and reserving human effort for high-value plays. • Champion AI and automation across the campaign lifecycle: list generation, enrichment, segmentation, message personalization, sequence optimization, and performance analysis. • Continuously deconstruct and rebuild campaign processes to be faster, simpler, and more scalable as we grow. • LAST-MILE OWNERSHIP & CLOSED-LOOP EXECUTION • Ensure clean, automated hand-offs to BDRs and AEs — leads loaded, listed, assigned, and communicated so nothing sits un-worked. • Support data fidelity across platforms (Salesforce, Marketo, sequencing, enrichment tools) as a power user of the systems RevOps builds. • Define and track measurable outcomes per campaign and per source (SAL, SQL, pipeline $) so "what good looks like" is always explicit — and feed learnings back into the system. • COLLABORATION & CROSS-SYSTEM ALIGNMENT • Partner with Marketing, RevOps, Product Marketing, Sales, BDR leadership, and Customer Success to align targeting, messaging, and campaign execution across the funnel. • Apply existing positioning and personas to concrete targeting — and flag when segment/positioning shifts appear to be suppressing high-converting traffic. • Work cleanly across teams without owning any of their core mandates — you are the systems builder and connector, not the administrator or the people manager. • KPIS FOR SUCCESS • Increased qualified pipeline creation across all sources (inbound, outbound, tier, expansion), measured in SQLs and pipeline $ — accelerated by AI and automation. • Consistent, proactive delivery of high-quality targeted lists to BDRs and AE’s — with measurable lift in meeting production. • Improved conversion efficiency across the funnel (session→MQL, MQL→SQL, SAL→SQL). • Growth in expansion/upsell pipeline generated through structured, repeatable campaign systems. • Reduced manual effort per campaign through automation and systematization. • Zero leads lost to poor hand-off — clean, closed-loop execution with no items sitting un-worked. • Early, accurate surfacing of pipeline-coverage risk against targets. • 1–3 years in a campaign management, demand generation, sales development, or GTM operations role (or a sharp, high-potential candidate ready to grow into it under mentorship). • A systems thinker who sees how people, processes, tools, and data connect — and who designs for scale rather than one-off fixes. • A first-principles problem solver who questions assumptions, deconstructs complex processes, and rebuilds them more efficiently. • Genuine enthusiasm for AI and automation — with a track record (or strong interest) in using them to eliminate manual work and amplify pipeline output. • ICP, persona, and tier fluency — able to independently determine who to target and why, and translate positioning into executable campaign systems. • Quantitatively strong — can track conversion rates and pipeline coverage across sources and understand where the leverage is (this is a math + systems + execution role, not execution alone). • Proactive, closed-loop communicator — flags blockers early and asks for help rather than silently stalling. • Comfortable rebalancing priorities as conditions change; thrives in ambiguity with strong organization. • Working knowledge of CRM (Salesforce) and sales/marketing automation (Marketo, Outreach/sequencing, enrichment tools like ZoomInfo/Clay). • Strong project management, organization, and communication skills, with an impeccable eye for detail. • Bonus: Experience in high-growth SaaS; familiarity with Gong, Clay, ZoomInfo, AI/automation tooling, or enablement platforms. • For customer-facing or GTM roles, maintains an up-to-date LinkedIn profile and ensures it is refreshed upon joining, to reflect their role at Procurify and help maintain a consistent, professional presence across our GTM team.