VP, Demand Generation

Xactly Corporation - San Jose, CA4.0

Full-timeEstimated: $160,000 - $230,000 a year
Job Title: VP of Demand Generation

Function: Marketing

Position Type: Full-time

Position Level: Executive

Location: Flexible

Travel Requirements: 25%

Xactly Corporation was founded to solve an important challenge: how to help people everywhere connect and unleash their human potential through seamless, perfectly aligned Sales Performance Management. Xactly’s comprehensive Sales Performance Management (SPM) suite leverages data from a sales performance AI platform to provide timely insights across the entire SPM value chain, from sales planning to execution, including compensation to optimization. Xactly takes Sales Performance Management from a dark art to a science, providing decision-makers with the data insights they need to tap the motivational power of their incentive compensation. With access to predictive analytics and benchmark data, enterprises can now optimize territories, design the right compensation and incentive plans and accelerate attainment and optimization of sales performance.


As a VP of Demand Generation at Xactly, you will be responsible for the strategy and execution of marketing programs that capture, and nurture marketing leads across multiple channels. Reporting directly to the Founder & CEO, the ideal VP of Marketing will have a demonstrated track record of growing brands through successful lead generation. The VP of Marketing will have grown and leveraged Brand, Communications, Events, Digital & Demand, Partner Marketing, and Marketing Automation teams to maximize the executive management teams’ continued pursuit of capturing market share and driving revenue growth. The VP of Marketing will have a vision of the market’s direction and use it to drive collaboration with, and influence of, sales and product teams. The VP of Marketing will be great at creating and telling stories for the audiences that matter and be able to track the ROI on marketing initiatives, defining results in terms of business growth versus hype.


Our Xactly Marketing team comes from all over the country and has experience across a variety of large enterprise and startup-style companies. We bring a myriad of ideas from our backgrounds to solve problems of all shapes and sizes while making our stakeholders feel empowered by the data we provide them. We want people to feel comfortable coming to us with any questions, no matter how simple or complex, and strive to leave them with a positive outcome. We’re here to make someone’s idea a reality!


Bachelor's degree in marketing, Business or related field; MBA or advanced degree a plus
10+ years of proven experience in managing demand generation, including managing a global demand gen team and outsourced demand gen agencies with demonstrating significant measurable results; additional experience in strategic messaging & positioning of both brands and categories, and corporate communications, strongly preferred
Track record as a highly successful, hands-on Marketer in SaaS environments and a champion of best practices
Experience in enhancing and managing the demand generation plan and operations across channels including campaigns, execution, reporting, and analysis and
Advanced knowledge of digital marketing landscape and emerging technologies and trends, especially in the social and mobile space
Experience conducting A/B tests across channels to continuously optimize campaign and channel performance
Good understanding and practical knowledge of web strategy
Experience delivering compelling, specific messaging for each stage of the buyer journey, creating an engaging customer experience with bottom-line results
Demonstrated ability to establish a brand and scale a business
Proven reputation as a highly credible and collaborative partner with Sales and Product teams through innovative marketing programs and pipeline-building activities that complement revenue goals
Strong ability to build relationships with customers and internal leadership at all levels, along with effective interpersonal, presentation and communication skills.
Experience with latest lead generation methods for direct sale businesses
Demonstrated leadership qualities that strongly align with Xactly’s culture of collaboration, innovation, open discussion of ideas & opinions, no-ego and a focus on delivering real value
Inspirational leader of people who will drive and build upon Xactly’s “C.A.R.E.” values: Customer Focus, Accountability, Respect, Excellence


Complete hands-on training to gain a foundational understanding of all products and departments that make up Xactly
Meet with key leaders across all functions to learn about all facets of Xactly’s business, setting you up for success in month two
Schedule 1:1s with all direct reports across all locations to gain a better understanding of overall department structure
Begin to provide leadership, motivation and hands-on direction for the global marketing team
Assess the current state of the marketing department and identify areas of improvement for month two and beyond


Assess the current management of inbound and outbound demand generation channels, such as email, direct mail, digital advertising, SEO, webinars, seminars, industry events and more
Build the go-to-market and global demand generation plan, gain buy-in, developing ongoing communication to ensure consistency, clarity and accountability
Define and develop lead nurturing campaigns based on target buyer personas and real-time measurements based on lead quality and conversion
Own reporting and communication of team impact, while building a clear understanding of demand gen goals, success metrics and impact across the organization
Drive the overall Xactly marketing strategy and work with leadership to develop the annual strategic marketing plan based on Xactly’s objectives
Have developed a strong relationship with existing staff; mentor and grow team & lead/build the staffing plan needed to properly scale and prove department value and impact
Enable lead flow and end-to-end reporting and analytics; define and track lead forecasts and conversion rates
Own the strategy & execution of the brand marketing plan to get Xactly’s message to the market. Tell Xactly’s story in creative and compelling ways across any and all channels
Create truly integrated marketing campaigns that tie together PR, content, social, advertising, and products together to further define and amplify the market’s awareness of the category and Xactly’s brand and capabilities.
Develop and bring to the market creative thought leadership and content to generate market awareness and leads
Lead all PR, communications and messaging both internally & externally to ensure Xactly’s story is reaching a larger audiences
Be responsible for all on-going activities such as acquisition marketing, customer marketing, web marketing (SEO, SEM), corporate communications (PR, analysts, trade shows), events, and direct marketing (e.g. advertising and email campaigns)
Spearhead the development and execution of all events, CEO speaking engagements and Xactly sponsorship opportunities
Act as a company spokesperson and evangelist for Xactly with the media, analyst community, partners, and customers as required
Analyze and interpret market and competitor information; identify underlying drivers of change and trends
Develop and manage a marketing budget to bring about the best in practice spend and organizational effectiveness


In addition to the above, continue to drive agreement between marketing and sales on how we are managing attribution to properly understand our main drivers of leads and opportunities, drive actionable insights, and find ways to move the needle
Work closely with team to further define and implement optimal lead management processes and resources - including taxonomy, lead flow processes, SLA requirements with sales, SFDC compliance


In addition to the above, successfully meet the annual strategic marketing plan based on Xactly’s objectives

Is this role not an exact fit for you? Keep an eye on our Careers Page for other positions!


Flexible Time Off (FTO)
Comprehensive Insurance Coverage (including pet insurance!)
Tuition Reimbursement
XactlyFit Gym/Fitness Program Reimbursement
Kitchen Stocked Daily with Tasty Snacks, Fruit, and Drinks
Access to Corporate Discounts
Parking & Commuter Benefits
Up to (3) Days Paid Leave to Participate in Community & Volunteer Opportunities
End of Month Surprises, Contests, BBQs, Parties & Reward Vacations
401(k) Retirement Savings Plan & Employer Match


Xactly is a leading provider of enterprise-class, cloud-based, incentive compensation solutions for employee and sales performance management. We achieve this by following our vision: Unleashing human potential to maximize company performance. We address a critical business need: to incentivize employees and align their behaviors with company goals. Our solutions allow organizations to make better strategic decisions, optimize behaviors, increase sales and employee performance, improve margins, increase operational efficiencies, mitigate risk, design better incentive compensation plans, and reduce error rates in incentive compensation calculations. Our core values of Customer Focus | Accountability | Respect | Excellence are key to our success, and each day we’re committed to upholding them by delivering the best we can to our customers.

We were the first 100% cloud-based, multi-tenant provider focusing solely on the incentive compensation and employee and sales performance management market, and we achieved our leadership position through domain expertise and innovative technology. We deliver our solutions through a Software-as-a-Service (SaaS) business model.

Xactly is proud to be an Equal Opportunity Employer. Xactly provides equal employment opportunities to all employees and applicants without regard to race, color, religion, sex, age, national origin, disability, veteran status, pregnancy, sexual orientation, or any other characteristic protected by law.

We do not accept resumes from agencies, headhunters, or other suppliers who have not signed a formal agreement with us.