资深现场运营，ABX
Principal Field Operations, ABX
我们正在寻找一位高级营销运营负责人，负责构建和运行Sanity的基于账户增长（ABX）计划背后的运营引擎。这个职位适合具有总监及以上经验的人选，他们希望从零开始构建我们的ABX账户到机会系统。这是一位能够逐步招聘并培养团队的建设者。你将设计营销技术架构和账户到机会的流程，将一个账户从最初的意图信号转化为机会，然后运行并扩展它。
在Sanity.io http://Sanity.io，我们正在打造人工智能驱动的内容运营的未来。我们的AI内容操作系统让团队可以自由地建模、创建和自动化内容，使其符合业务需求，加速数字发展并提升内容运营效率。SKIMS、Figma、Riot Games、Anthropic、COMPLEX、Nordstrom和Morningbrew等公司正在使用Sanity来推动和自动化他们的内容运营。
向首席营销官汇报，你将负责营销技术栈和完整的账户旅程模型：如何选择账户、检测意图、协调营销与SDR的互动，并在完整上下文中转交给销售团队。目前大部分内容尚未达到理想状态。你将定义它、构建它、证明其有效性，然后让它在没有你的参与下持续运行。此外，你还需负责其余的营销技术栈。
你将负责以下工作：
- 构建ABX账户到机会的引擎
- 设计并负责端到端的账户旅程：（TAL）账户选择与销售协作、分层、意图检测、评分、互动协调、SDR激活和机会交接，明确每个阶段的定义、服务级别协议（SLA）和负责人
- 构建账户评分模型，将公司信息、技术信息、意图和产品使用信号整合为单一的账户准备度视图，并根据实际转化数据进行迭代优化
- 定义与ABX计划、SDR和销售团队的运营节奏：哪些账户在参与中，哪些活动正在进行，哪些正在转化，以及下一步需要做出哪些调整
- 负责营销技术栈
- 全面负责营销技术架构：MarkOps、Salesforce同步、Leandata路由、Common Room、意图数据供应商、增强工具和ABM平台，包括自建与采购决策及供应商整合
- 负责自动化平台：程序、模板、智能活动、令牌、治理和维护
- 构建人工智能驱动的解决方案
查看英文原文
We're looking for a Principal Marketing Operations to architect and run the operational engine behind Sanity's account-based growth (ABX) program. This is a role for someone with director+ level experience who would love to build our ABX account to opportunity systems from scratch. A builder that will hire and develop a team over time. You'll design the martech architecture and the account-to-opportunity process that takes an account from first intent signal to opportunity, then run it and scale it.
At Sanity.io http://Sanity.io, we’re building the future of AI-powered Content Operations. Our AI Content Operating System gives teams the freedom to model, create, and automate content the way their business works, accelerating digital development and supercharging content operations efficiency. Companies like SKIMS, Figma, Riot Games, Anthropic, COMPLEX, Nordstrom, and Morningbrew are using Sanity to power and automate their content operations.
Reporting to the CMO, you'll own the marketing technology stack and the full account journey model: how we select accounts, detect intent, orchestrate engagement across marketing and SDRs, and hand off to sales with full context. Most of this doesn't exist yet in its target state. You'll define it, build it, prove it works, and then make it run without you in the loop. Along with this you would own the rest of the marketing stack.
WHAT YOU WOULD DO:
- Architect the ABX account-to-opportunity engine
- Design and own the end-to-end account journey: (TAL) account selection with sales, tiering, intent detection, scoring, engagement orchestration, SDR activation, and opportunity handoff, with clear stage definitions, SLAs, and owners at every step
- Build the account scoring model that combines firmographic, technographic, intent, and product usage signals into a single view of account readiness, and iterate on it against actual conversion data
- Define the operating cadence with ABX program, SDRs, and sales: which accounts are in play, what plays are running, what's converting, and what changes next
- Own the martech stack
- Own the marketing technology architecture end to end: MarkOps, the Salesforce sync, Leandata routing, Common Room, intent data providers, enrichment tools, and ABM platforms, including build-vs-buy decisions and vendor consolidation
- Own the Automation platform: programs, templates, smart campaigns, tokens, governance, and hygiene
- Build AI-powered automation into the stack so account research, personalization, and campaign execution scale beyond manual builds
- Define and maintain other critical applications part of marketing ongoing operations
- Pipeline data, measurement, and funnel operations
- Co-own the pipeline generation target with demand gen, SDRs, and sales, with the operational infrastructure to hit monthly, quarterly, and annual goals
- Model the full-funnel account journey from awareness to closed-won; define conversion benchmarks at the account level, identify gaps, and drive data-backed changes to the GTM motion
- Own marketing data quality (deduplication, normalization, enrichment, decay management) and the campaign-to-opportunity attribution framework, including campaign member statuses, UTM governance, and CRM campaign structure
- Partner with the data team on account-level pipeline and funnel reporting that leadership actually uses to make decisions
ABOUT YOU:
- Based in: North America (remote)
- 10+ years in marketing operations, revenue operations, or GTM operations at B2B SaaS companies, including time as a Director, Head of, or equivalent senior owner of the function
- You've built an account-based motion before: the systems, the scoring, the routing, the handoffs, not just administered one someone else designed
- Deep hands-on expertise in Automation tools (Marketo or similar) and Salesforce; you can architect the solution and build it yourself
- Strong command of the B2B buyer journey, ABM/ABX strategy, intent data platforms, and lifecycle management including account and lead stage definitions
- Proven experience partnering with SDR and sales teams on account routing, handoff SLAs, and funnel optimization
- Data-fluent: you know which questions to ask, how to frame analytical briefs, and how to partner with a data team to get answers
- Track record of evaluating, integrating, and consolidating a martech stack, and a demonstrated interest in applying AI to automate and scale marketing programs
- You want IC scope with executive-level ownership: comfortable presenting the ABX operating model to leadership one day and debugging a smart campaign the next
WHAT WE CAN OFFER:
- A highly-skilled, inspiring, and supportive team
- Positive, flexible, and trust-based work environment that encourages long-term professional and personal growth
- A global, multi-culturally diverse group of colleagues and customers
- Comprehensive health plans and perks
- A healthy work-life balance that accommodates individual and family needs
- Competitive stock options program and location-based salary
WHO WE ARE:
Sanity.io http://Sanity.io is a modern, flexible content operating system that replaces rigid legacy content management systems. One of our big differentiators is treating content as data so that it can be stored in a single source of truth, but seamlessly adapted and personalized for any channel without extra effort. Forward-thinking companies choose Sanity because they can create tailored content authoring experiences, customized workflows, and content models that reflect their business.
Sanity recently raised an $85m Series C led by GP Bullhound and is also backed by leading investors like ICONIQ Growth, Threshold Ventures, Heavybit and Shopify, as well as founders of companies like Vercel, WPEngine, Twitter, Mux, Netlify and Heroku. This funding round has put Sanity in a strong position for accelerated growth in the coming years.
You can only build a great company with a great culture. Sanity is a 200+ person company with highly committed and ambitious people. We are pioneers, we exist for our customers, we are hel ved, and we love type two fun! Read more about our values here! https://www.sanity.io/blog/our-sanity-values
Sanity.io http://Sanity.io pledges to be an organization that reflects the globally diverse audience that our product serves. We believe that in addition to hiring the best talent, a diversity of perspectives, ideas, and cultures leads to the creation of better products and services. We are committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, marital status, disability, or gender identity.