• Lead positioning, messaging, and solution enablement for the global large CSP market. • Develop differentiated solution narratives connecting Calix technical capabilities to Tier 1 business priorities. • Tailor presentations and materials for Tier 1 opportunities. • Support new product introductions and market feedback gathering.

• You will ensure that Marketing’s influence is visible from first website touch through closed-won revenue, with clear accountability across the entire funnel • Build and own a Marketing Operations roadmap aligned to Marketing OKRs and GTM priorities • Drive quarterly planning, prioritization, and capacity tradeoffs across Sales, CS, and Marketing • Architect a scalable demand engine across inbound, outbound, lifecycle, paid, partner, and expansion motions. • Translate marketing strategy into measurable funnel design, conversion optimization plans, and pipeline creation targets. • Establish standardized executive dashboards and board-ready reporting across the full funnel (Lead → MQL → SQL → Pipeline → Revenue). • Own end-to-end funnel analytics, including pipeline sourcing, multi-touch attribution, and buyer journey influence. • Identify and close conversion gaps across the funnel (inbound conversion, demo-to-SDR handoff, MQL-to-SQL, and pipeline velocity). • Deliver pacing and performance insights that inform revenue forecasting and GTM planning. • Establish visibility into pre-MQL performance, including traffic quality, source mix, engagement depth, and content performance. • Own and optimize the Marketo ↔ Salesforce architecture, ensuring clean lifecycle management, data synchronization, campaign tracking, and attribution integrity. • Identify automation and AI opportunities that increase efficiency and insight speed • Lead attribution strategy, data governance, and campaign taxonomy standards. Establish rigorous campaign taxonomy, naming conventions, and governance frameworks to support scalable reporting. • Ensure scalable data models that support advanced analytics and forecasting • Partner with Marketing on website strategy, CMS optimization, and real-time engagement tools (e.g., conversational marketing platforms, AI-powered chatbot solutions such as Qualified or similar tools). • Ensure airtight conversion-tracking and lead-routing infrastructure from the website to SDRs. • Implement clear intake, prioritization, and SLA frameworks • Establish consistent weekly and quarterly planning cadences • Partner closely with Sales and Business Development to optimize demo-to-SDR handoff, speed-to-lead performance, qualification criteria, and lead routing logic. • Ensure shared accountability across Marketing and Sales for pipeline creation and conversion outcomes • Define Marketing’s KPI framework and connect investment to SaaS unit economics • Improve conversion, reporting efficiency, and data accuracy • Lead and develop the Marketing Ops and Analytics team • Build specialized expertise across funnel analytics, attribution modeling, lifecycle optimization, and marketing systems architecture

• Oversee the strategic design, implementation, and scaling of the organization's Account-Based Marketing (ABM) and B2B2C marketing functions • Architect a Marketing-as-a-Service model that bridges B2B relationships with end-consumer activation • Direct the development of scalable marketing frameworks for enterprise clients • Hold ultimate accountability for account-based marketing initiatives' performance • Ensure clear communication of service value to consumer base • Establish measurement models and define KPIs

• Design and implement an onboarding program and ongoing coaching cadence for city-level Audience Development Managers that sets them up for success • Create a library of actionable tools, templates, and training materials supporting core tactics such as localized PR, partnerships, sponsorships, event activations, local advertising, grassroots marketing, etc • Own the national marketing strategy across the network and translate it into frameworks cities can apply locally to create effective local marketing plans, goals, and budgets • Serve as strategic advisor and trusted coach to city teams, helping them navigate challenges and maximize opportunities • Foster a culture of experimentation, shared learning, and continuous improvement across the network, while creating mechanisms for cross-pollination of ideas—identifying what's working, making it replicable, and spreading it across markets • Own national marketing programs, identifying key network-wide campaign moments and developing beneficial partnerships that could expand our reach and add value to our brand • Work in partnership with Chief Creative Officer on strategic planning, creative initiatives, brand development and aligning marketing results to overall network goals • Develop strategic and innovative brand initiatives to grow and retain members, alongside our membership team • Build out a thoughtful annual marketing plan that leverages what we’ve learned to date, building out key “tentpole” moments across the year and driving local and national efforts around them • Oversee paid digital marketing efforts determining the right combination of full-time and outside resources needed to effectively reach our goals • Oversee annual marketing budget, tracking spend and reallocating funds strategically as needed • Establish a system for reporting on marketing performance and surfacing insights to city teams and leadership • Lead a small marketing team with vision, ensuring each team member is focused effectively and developing professionally • Clarify roles and goals of HQ team and localized marketing contributors to ensure operational efficiency and brand cohesion • Deepen the entire organization’s understanding and integration of marketing across all teams, in order to tap into the bubbling creativity of the full staff • Keep up with trends in podcast and newsletter marketing, surfacing and integrating new ideas, industry best practices, and technological disruptions on a regular basis • Maintain a culture of collaboration, direct communication, and honest feedback, in line with City Cast’s values