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Marketing Ops/Demand Manager

Marketing | San Francisco, CA | Full Time

Job Description

About us:

Headquartered in San Francisco with key offices in New York, Omaha and London, Sojern is the world’s leading data-driven traveler engagement platform that delivers the most efficient marketing, distribution, monetization and insight solutions at scale. Since 2007, the company has helped 500+ global travel brands more efficiently and meaningfully engage with travelers to drive conversions and loyalty. We have a fun and collaborative culture

The Role:

Do you want to run the marketing automation and demand generation engine behind one of the fastest-growing tech companies revolutionizing the travel advertising space? Sojern helps hundreds of the world’s leading airlines, hotel chains, cruise operators, tourism providers, and boutique properties reach travelers and deliver amazing experiences for millions of consumers and business travelers around the globe.

As the Marketing Ops/Demand Manager, you’ll build, optimize, and manage Sojern’s customer demand funnel, marketing automation systems and tools, lead routing processes, nurture and trigger streams, and measurement and reporting, with an emphasis on driving growth for our Property Solutions business. You’ll own strategy, day-to-day campaign management, and systems integrations for our marketing automation platform (Marketo), develop and optimize qualification and lead handoff processes between marketing and sales, and manage planning and execution for email streams and trigger programs across our entire customer base. You’ll be part of our digital and demand generation teams to plan and deliver against MQL, SQL, and revenue targets. You’ll partner cross functionally with analytics and Salesforce administrators to ensure we have the right infrastructure and attribution models to analyze lead flow and funnel economics.

The ideal candidate is an self-directed hands-on operator with exceptional attention to detail who’s built and scaled B2B demand generation funnels via marketing automation systems and analytics on a global level. This role is based in San Francisco, California, reporting to the Director, Demand Generation. You’ll be a key player in building our world-class marketing vision, help drive major competitive advantage for Sojern, and work with a really smart, fun group of people. You’ll also be supported by a Marketing VP who “gets” demand generation and marketing ops and has experience building industry-leading teams.


  • Develop strategy and manage execution for all email nurture, trigger sequences, and one-off communications across all Sojern customers and prospects via Marketo.

  • Launch, test, optimize, and iterate paid media campaigns across multiple channels (including Google AdWords, Facebook, LinkedIn, Twitter, Display, Retargeting, Affiliate) to meet lead generation targets (marketing qualified leads, cost-per-lead).

  • Build and manage campaigns within ad platforms. Coordinate campaign creative assets and tracking parameters with internal team members and external vendors. Set up and Q/A campaign tracking in Google Analytics and Google Tag Manager.

  • Design and implement the life-of-a-lead process, including lead intake and qualification, global routing rules, sales queue measurement, and lead nurturing programs.

  • Partner with Sales teams to establish SLAs on marketing leads to optimize Sales Development productivity; write, test, and iterate on email and phone scripts for inbound lead response.

  • Lead technical aspects of marketing and sales system integrations including the marketing automation platform (Marketo), analytics (Tableau, Google Analytics), SFDC, and other internal databases, leveraging developer resources as needed.

  • Build reports and dashboards to provide visibility in marketing campaign results and measure campaign effectiveness, including channel metrics, lead distribution, opportunity stages, pipeline contribution, and profitability of MQLs.

  • Manage Account-Based-Marketing (ABM) program execution integrating database lists with advertising execution across digital channels (including retargeting, prospecting, Facebook, Twitter, LinkedIn, newsletters, direct mail, website) to engage key target accounts.

  • Own and evangelize a rapid test and learn approach to learn quickly and scale results.

  • Be the in-house expert on marketing data analytics, automation systems, and best-in-class operational processes.

  • Manage third party vendor relationships and contractor resources.


What you bring to the table:

  • BA or BS degree

  • 3+ years of progressive career experience and hands-on execution in demand generation or marketing automation / operations / analytics

  • Proven success building B2B marketing funnels, scaling profitable demand, optimizing lead handoff processes, and exceeding ROI targets at a growing startup

  • Power user of Marketo (a must), Google Analytics, Tableau,  and SFDC preferred

  • Deep understanding of marketing automation strategies and testing methodologies

  • Expert fluency with metrics and KPIs including CAC, LTV, CPL, and ROAS

  • Passion for testing, learning and iterating

  • Team player with strong cross-functional skills

  • Hands-on and ready to jump in and create value



  • Culture: Our team loves a good time

  • Snacks: Well-stocked kitchen to fill your breakfast, lunch, and snack needs

  • Opportunities: Be part of a growing team with training and support to help you grow

  • Give Back: We give 40 hours a year to volunteer and organize office volunteer programs with local organizations

  • Ownership: Lead creative and challenging projects

  • Meals: Monthly catered lunches & happy hours

  • UNLIMITED vacation policy

  • Wealth: Stock options

At Sojern, we value diversity and always treat all employees and job applicants based on merit, qualifications, competence, and talent. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.