Grow your career with ON24

ON24 is on a mission to transform the way marketers’ market, powering the live, always-on and personalized experiences that businesses need to create engagement, deliver data, find demand and drive revenue. Through the ON24 Platform, marketers can build data-rich, interactive webinars and content experiences, understand audience behavior and turn that intelligence into action. Informed by more than a billion engagement minutes -- including 12 million polls, 1.3 million surveys, 1.5 million conversations, and conversion of over 17 million resources -- marketers drive more revenue from ON24 experiences than any other digital channel. Headquartered in San Francisco, ON24 has a wide global footprint with eight offices in key regions, including London, Munich, Singapore, Stockholm and Sydney.

Role Overview

This mission-critical role at ON24 is responsible for shaping and executing strategies that elevate the ON24 brand, expand market awareness, and strengthen its position as an industry leader.

The ideal candidate will be a strategic thinker with a creative mindset and strong leadership abilities. They will spearhead the evolution of ON24's narrative in a dynamic marketplace, leading a high-impact team to deliver measurable results. This is an exceptional opportunity to drive meaningful change and make a significant impact on ON24’s growth and reputation.

Bringing together creativity, data-driven insights, and strategic vision, the VP of Marketing will ensure cohesive and compelling messaging across target audiences and verticals. We are seeking a proven leader with a track record of crafting narratives that demonstrate value, tangible benefits, and innovation in B2B environments.

Responsibilities

• Strategic Vision & Leadership: Develop and execute a robust brand strategy that aligns with ON24’s vision and business objectives.
• Positioning & Messaging: Refine brand positioning and enhance go-to-market messaging for key verticals and use cases, ensuring consistency across external channels and internal teams.
• Thought Leadership: Partner with the executive team to develop visionary insights on the future of data, AI, and engagement, positioning ON24 as an industry thought leader.
• Market Insights: Stay ahead of industry trends and the competitive landscape to ensure ON24’s marketing strategies remain innovative and effective in highlighting market differentiation.
• Brand Identity & Visual Design: Refine and maintain ON24’s brand identity, ensuring visual design across all marketing materials, digital platforms, and events reflects the company’s leadership and innovation.
• Strategic Communications: Oversee communications strategies across PR, AR, IR, and internal channels to ensure consistent, compelling messaging across all touchpoints.
• Event Strategy: Lead the planning and execution of key events, ensuring impactful ON24 representation aligned with business goals. Develop compelling executive keynotes and actively participate in evangelizing ON24 at events.
• Team Leadership: Manage and mentor a high-performing global marketing team, fostering a culture of collaboration, innovation, and excellence. Build the team’s capacity to scale and deliver in a high-growth environment.

Qualifications

• Proven Marketing Expertise: 10+ years of experience in marketing leadership roles, preferably in technology sectors such as cloud or marketing solutions. Experience scaling marketing operations in organizations with revenue exceeding $250M is required.
• Strategic Vision: A proven track record of developing and implementing marketing strategies that drive growth and enhance market leadership.
• Exceptional Communication: Strong written and verbal communication skills with the ability to craft compelling narratives tailored to diverse audiences.
• Leadership Excellence: Demonstrated success in leading, growing, and inspiring high-performing and diverse marketing teams.
• Cross-functional Collaboration: Ability to manage complex projects and lead cross-functional teams in fast-paced, matrixed environments.
• Industry Knowledge: A deep understanding of technology, AI, and digital marketing trends, with a passion for driving innovation.
• Creative Orientation: A creative thinker capable of bringing innovative ideas to fruition.
• Adaptability: Proven ability to thrive under pressure, adapt to changing priorities, and succeed in competitive environments.

Perks & Benefits

• Health benefits designed to fit the needs of you and your family — including medical, dental, and vision plans  
• Unlimited PTO policy and wellness days to log off and recharge   
• 11 paid company holidays for US-based employees + 1 Floating Holiday + 2 Floating Wellness days 
• Employee Stock Purchase Plan  
• 401K Plan with employer match  
• Reimbursements covering home office expenses, cell phone use, and classes for professional and personal development  
• Fitness and wellness perks including discounted memberships with 24 Hour Fitness  

The base pay range for this position is $200,000-250,000. This range is not a guarantee of actual compensation that may be earned nor a promise of any specific pay for any specific employee, which is always dependent on relevant experience, education, skills, location, and other applicable factors. 

EEOC: 

ON24 is proud to be an equal employment opportunities (EEO) workplace to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability or genetics. In addition to federal law requirements, ON24 complies with applicable state and local laws governing nondiscrimination in employment in every location in which the company has facilities. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training.  

Pursuant to the San Francisco Fair Chance Ordinance, ON24 will consider for employment qualified applicants with arrest and conviction records.

#LI-MK
#LI-Remote

• Develop and execute a sales strategy for our Life Sciences vertical in the Americas, aligned with the company's vision to drive growth and revenue. 
• Achieve top-line bookings and revenue goals across commercial and medical affairs within accounts. 
• Create and implement strategic account plans to maximize sales coverage and engagement with stakeholders at all levels. 
• Identify and map key stakeholders in target accounts; develop and execute sales and outreach plans to position the company and generate leads. 
• Present, promote, and sell services and solutions to prospective customers, ensuring participation in all relevant RFIs and RFPs. 
• Close new business deals and expand accounts, meeting or exceeding quotas by conducting qualification calls with C-level executives and department leaders. 
• Identify new prospects from inbound leads and self-sourced opportunities. 
• Convert opportunities into business by developing proposals and conducting pitches with business unit leadership and operations teams. 
• Cultivate and maintain long-term relationships through excellent communication and interpersonal skills. 
• Develop and manage annual, quarterly, and monthly territory business plans. 

• 7+ years of experience in a B2B SaaS organization 
• 5+ years of experience in sales and business development within the life sciences industry, with a particular focus on large pharmaceutical organizations. Proven experience in omnichannel approach, data analytics, and medical marketing  
• Demonstrated ability to manage complex projects, ensuring alignment with strategic goals. 
• Strong existing relationships with key business decision makers in pharmaceutical and life sciences companies, facilitating easier market penetration and partnership opportunities. 
• Strategic and Analytical Thinking: Structured thinking and robust business acumen, enabling the development of comprehensive sales strategies and account plans. 
• Awareness of emerging technology trends and their potential impact on product commercialization in the life sciences, ensuring the ability to adapt and leverage new technologies for competitive advantage. 
• A history of achieving and exceeding sales targets and revenue goals, demonstrating a strong ability to drive business growth. 
• Experience working collaboratively with marketing, product development, and customer success teams to deliver cohesive and effective strategies. 
• Ability to navigate and succeed in diverse and complex global markets, understanding regional nuances and leveraging them for strategic advantage. 

• Health benefits designed to fit the needs of you and your family — including medical, dental, and vision plans  
• Unlimited PTO policy and wellness days to log off and recharge   
• 11 paid company holidays for US-based employees + 1 Floating Holiday + 2 Floating Wellness days 
• Employee Stock Purchase Plan  
• 401K Plan with employer match  
• Reimbursements covering home office expenses, cell phone use, and classes for professional and personal development
• Fitness and wellness perks including discounted memberships with 24 Hour Fitness  

• Grow the ARR (Annual Recurring Revenue) in an assigned set of existing Enterprise accounts by successfully managing client renewals and generating new upsell and expansion opportunities
• Map accounts and whitespace in your territory, prospect, secure meetings and close new business by qualifying opportunities with key decision makers. Decision makers include a wide range of marketing and demand generation titles, as well as corporate communications, training, IT and procurement.
• Collaborate closely with the ON24’s SDR Team to strategically prospect into new business units.
• Partner with ON24's Client Success Team to summarize existing business in key accounts and facilitate introductions to client advocates and references.
• Consult with prospects to determine the best solutions for their specific needs. Recommend solutions, prepare and present proposals and get contracts executed.
• Conduct presentations and product demonstrations.
• Achieve all individual activity and revenue targets set by the company.
• Log sales activity (prospecting, opportunities, revenue, next steps) in Salesforce.com.
• Attend sales seminars, sales meetings or educational activities to stay up-to-date on the latest developments, trends, and regulations in the market place.
• Keep current with all ON24 product information, pricing and contract terms.
• Travel, as required, to meet prospects and customer face-to-face across the EMEA region

Requirements

• 8-10+ years of direct sales experience, within B2B SaaS company. Industry experience a plus; selling into marketing, corporate communications, and/or training preferred.
• Demonstrated experience in developing new business relationships with all levels of enterprise organizations; a true hunter mentality who strives for the close.
• Demonstrated experience of being able to conduct online sales presentations and product demonstrations.
• Strong technical aptitude.
• A Bachelor's degree in Communication, Business, Marketing, or related fields, or relevant experience.

Qualifications

• Ability to converse in a professional and knowledgeable manner on various industry topics and Internet technologies in order to sell opportunities to prospective customers.
• Ability to create successful sales strategies for ON24 products and/or services.
• Must possess highly developed organizational, planning and management skills.
• Strong detail orientation with numbers, follow through and contract details.
• Must have superior written and oral communication skills.
• Must be comfortable working in a fast-paced, quota-driven environment with changing needs and requirements.
• Professional experience with Salesforce.com, Microsoft Outlook, Word, Excel, and PowerPoint.
• Creativity, persistence, integrity, curiosity, and the will to succeed. 

• Health benefits designed to fit the needs of you and your family
• Generous PTO policy and wellness days to log off and recharge (including 11 company-wide holidays, Floating Holiday, 2 Floating Wellness days)
• Employee Stock Purchase Plan 
• Reimbursements covering home office expenses, mobile phone use, and classes for professional and personal development 

• Prospect, secure meetings, and close new business by qualifying opportunities with key decision makers in high-growth companies.  DMs include a wide range of marketing and demand generation titles, as well as corporate communications, training, IT, procurement and sales.  
• Conduct online presentations and product demonstrations.  
• Consult with prospects to determine the best solutions for their specific needs.  Recommend solutions, prepare and present proposals and get contracts executed.  
• Achieve and exceed individual activity and revenue targets.  
• Log sales activity (prospecting, opportunities, revenue, and next steps) in Salesforce.com.  
• Attend sales seminars, sales meetings or educational activities to stay up-to-date on the latest developments, trends, and regulations in the market place.  
• Keep current with all ON24 product information, pricing and contract terms.  

• A true “hunter” mentality who strives for the close.  
• Demonstrated experience driving new business with all levels of contacts within and organization.  
• Successful track record of achieving and exceeding quotas.  
• Ability to implement and drive sales strategies for ON24 products and/or services.  
• Must possess highly developed organizational, planning and management skills.  
• Strong detail orientation with numbers, follow through and contract details.  
• Must have superior written and oral communication skills.  
• Enjoy working in a fast-paced, quota-driven environment with changing needs and requirements.  
• A Bachelor's degree in communication, business, marketing, or related field or relevant experience  
• 1 - 3 years of direct sales experience, ideally B2B sales at a software company.  
• SaaS sales experience a plus; selling into marketing, corporate communications and/or training preferred.  

• Health benefits designed to fit the needs of you and your family — including medical, dental, and vision plans 
• Unlimited PTO policy and wellness days to log off and recharge   
• 11 paid company holidays for US-based employees + 1 Floating Holiday + 2 Floating Wellness days
• Employee Stock Purchase Plan 
• 401K Plan with employer match 
• Reimbursements covering home office expenses, cell phone use, and classes for professional and personal development 
• Fitness and wellness perks including discounted memberships with 24 Hour Fitness  

ON24 is on a mission to transform the way marketers’ market, powering the live, always-on and personalized experiences that businesses need to create engagement, deliver data, find demand and drive revenue. Through the ON24 Platform, marketers can build data-rich, interactive webinars and content experiences, understand audience behavior and turn that intelligence into action. Informed by more than a billion engagement minutes -- including 12 million polls, 1.3 million surveys, 1.5 million conversations, and conversion of over 17 million resources -- marketers drive more revenue from ON24 experiences than any other digital channel. Headquartered in San Francisco, ON24 has a wide global footprint with eight offices in key regions, including London, Munich, Singapore, Stockholm and Sydney.

Opportunity Overview

ON24 is seeking a VP/MD EMEA to run the region. This individual will be a revenue-focused general manager who can bridge operational and sales leadership. We are looking for an individual who can drive the EMEA business to hit aggressive revenue targets and continue to scale operations outside of the USA. Just as importantly, we are looking for someone who will be additive to the ON24 culture, will be invested in developing his/her team and be highly contributory at executive team level.

General Management and Operations

• ‘Live and breathe’ the company values, driving a culture in EMEA that is consistent with the rest of the global business
• Mentor the fantastic team in region, prioritizing their personal development and building career plans for top performers
• Take the lead in executing the business plan of ON24 in EMEA
• Evaluate, recruit and retain top-tier talent to execute the plan
• Ensure the EMEA business is running on the right set of consistent KPIs

Revenue Leadership

• Drive predictability and excellence into the commercial functions of ON24 EMEA
• Nurture cross-functional collaboration across the regional leadership team to achieve all revenue and financial targets
• Ensure that ON24 has the right team in place to continue its revenue growth
• Act as a regular executive sponsor in strategic accounts and partnerships, supporting sales staff on the ground
• Successfully execute the go-to-market plan in EMEA for ON24, both directly and through key partners
• Taking a hands-on approach to general management

Executive Contribution and Strategy

• Publicly represent ON24 as a senior executive
• Be part of the executive team, heavily contributing to strategy and sharing best practice
• Working with key stakeholders globally to distil and communicate success and best practice in the field to ON24’s team
• Play a lead role in building the market strategy and operating plan for ON24 in EMEA

Skills & Experience:

• Experience of running a region of similar scale (P&L ownership) for a US-based company and proven understanding of the importance of managing cross functional stakeholders
• An advocate for creating a diverse and inclusive work environment
• A strong background in SaaS (marketing tech/analytics strongly preferred) • A track-record of building, scaling and mentoring high-performance sales teams
• Proven ability and track-record in implementing effective appraisal structures for employees under your care
• Experience of running a rigorous sales operation, demonstrating both a quantitative and qualitative approach
• A strong tract-record of overachieving regional quotas
• A strong communicator; excellent written and oral skills
• Strong financial and business acumen
• Experience engaging with press, investors and analysts.
• The proven ability to build a culture of excellence and innovation

• Develop and execute a comprehensive global partner strategy to drive revenue growth and expansion. 
• Identify, recruit, and onboard strategic partners, including resellers, agencies, consultants, and technology partners. 
• Establish strong relationships with key partners and work closely with them to develop joint business plans and go-to-market strategies. 
• Collaborate with cross-functional teams including sales, marketing, product, and customer success to ensure alignment and maximize partner success. 
• Provide ongoing support and enablement to partners, including training, resources, and support for joint marketing initiatives. 
• Monitor and analyze partner performance, identify areas for improvement, and implement strategies to optimize partner outcomes. 
• Stay informed about industry trends, competitor activities, and market developments to identify new partnership opportunities and stay ahead of the curve. 

• Bachelor's degree in business, marketing, or a related field; MBA preferred. 
• Proven track record of success in building out a partnership strategy, business development and partner management within the SaaS industry. 
• Strong understanding of webinar marketing, digital marketing, and/or B2B sales processes. 
• Excellent communication, negotiation, and relationship-building skills. 
• Ability to think strategically and execute tactically in a fast-paced, dynamic environment. 
• Experience working with global partners and navigating cultural differences is a plus. 
• Self-starter with a results-oriented mindset and a passion for driving business growth. 

• Health benefits designed to fit the needs of you and your family — including medical, dental, and vision plans      
• Unlimited PTO policy and wellness days to log off and recharge       
• 11 paid company holidays for US-based employees + 1 Floating Holiday + 2 Floating Wellness days  
• Employee Stock Purchase Plan      
• 401K Plan with employer match      
• Reimbursements covering home office expenses, cell phone use, and classes for professional and personal development      
• Fitness and wellness perks including discounted memberships with 24 Hour Fitness      

• Leverage relationships with partnership executives in large F500  companies to secure meetings and introduce the ON24 partner solution.   
• Collaborate with Enterprise account teams on their account plans and ensure that they include a plan to introduce our partner solution. 
• Consult with prospects to determine the best solutions for their specific needs. Recommend solutions, prepare and present proposals and get contracts executed. 
• Conduct presentations and product demonstrations. 
• Achieve all individual activity and revenue targets set by the company. 
• Log sales activity (prospecting, opportunities, revenue, next steps) in Salesforce.com. 
• Attend sales seminars, sales meetings or educational activities to stay up-to-date on the latest developments, trends, and regulations in the marketplace. 
• Keep current with all ON24 product information, pricing and contract terms. 
• Travel, as required, to meet prospects and customer face-to-face. Approximately 10-15% travel. 

• Experience selling PRM, partner enablement or other related solutions to partnership executives in large, F500 companies in the technology industry specifically. 
• Ability to sell complex solutions to cross-functional decision-making teams at large F500 companies 
• Ability to create successful sales strategies for ON24 products and/or services. 
• Must possess highly developed organizational, planning and management skills. 
• Strong detail orientation with numbers, follow through and contract details. 
• Must have superior written and oral communication skills. 
• Must be comfortable working in a fast-paced, quota-driven environment with changing needs and requirements. 
• Professional experience with Salesforce.com, Microsoft Outlook, Word, Excel, and PowerPoint. 
• Creativity, persistence, integrity, curiosity, and the will to succeed.  

• Health benefits designed to fit the needs of you and your family — including medical, dental, and vision plans  
• Unlimited PTO policy and wellness days to log off and recharge   
• 11 paid company holidays for US-based employees + 1 Floating Holiday + 2 Floating Wellness days 
• Employee Stock Purchase Plan  
• 401K Plan with employer match  
• Reimbursements covering home office expenses, cell phone use, and classes for professional and personal development  
• Fitness and wellness perks including discounted memberships with 24 Hour Fitness  
• The base pay for this position is $130,000-$150,000. This range is not a guarantee of actual compensation that may be earned nor a promise of any specific pay for any specific employee, which is always dependent on relevant experience, education, skills, location, and other applicable factors.  

Role Overview:   

As a Sales Development Researcher at ON24, you'll be working closely with CRMs & databases to help support our multiple SDR teams with various projects such as validating/maintaining client data, prospecting potential customers, and analyzing data trends. This is a role that requires an organized, motivated, data-driven individual that also has good interpersonal skills & a hunger for sales. This role is a great opportunity to join ON24's sales organization and familiarize yourself with common industry software & tools, while receiving the necessary resources and training it takes to move into a client-facing role. 

Responsibilities:  

• Utilizing ON24 use cases to research net new prospects to expand our existing base for the Acquisition & Global Expansion team. 
• 90% research and 10% miscellaneous tasks such as marketing campaign support. 
• Continuing to build, validate and maintain data hygiene within our extensive customer and prospect contact database. 
• Skilled at prospecting for new business by discovering need for ON24 solutions. 
• Comfortable with detailed conversations both at a business and a technical level. 
• Strong written and verbal communication, time management skills, and team orientation. 
• Ability to build cross-functional relationships. 

Skills & Experience:  

• Detail oriented, with strong analytical and problem-solving skills. 
• A self-starter with the ability to work efficiently and with minimal supervision. 
• Self-driven, self-disciplined individual. 
• Organized and have the ability to multi-task. 
• Outstanding with communication and presentation skills and are comfortable interacting with colleagues in a professional and helpful manner. 
• Excellent with interpersonal skills and ability to work within a team-oriented environment. 

Bonus Points For: 

• Knowledge of CRM systems, Salesforce.com. 
• Knowledge of Marketo or other marketing automation systems. 
• Knowledge of Discover.org, LinkedIn Sales Navigator, ZoomInfo, Data Fox 

Perks & Benefits:  

• Health benefits designed to fit the needs of you and your family — including medical, dental, and vision plans  
• Generous PTO policy and wellness days to log off and recharge   
• 11 paid company holidays for US-based employees + 1 Floating Holiday + 2 Floating Wellness days 
• Employee Stock Purchase Plan  
• 401K Plan with employer match  
• Reimbursements covering home office expenses, cell phone use, weekly team lunches, and classes for professional and personal development  
• Fitness and wellness perks including ClassPass and discounted memberships with 24 Hour Fitness  

EEOC: 

ON24 is proud to be an equal employment opportunities (EEO) workplace to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability or genetics. In addition to federal law requirements, ON24 complies with applicable state and local laws governing nondiscrimination in employment in every location in which the company has facilities. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training.  

Pursuant to the San Francisco Fair Chance Ordinance, ON24 will consider for employment qualified applicants with arrest and conviction records