Team Manager, Sales Campaigns & Lead Funnel - HashiCorp

Introduction

A career in IBM Software means you'll be part of a team that transforms our customer's challenges into industry-leading solutions. We are an infinitely curious team, always seeking new possibilities, and dedicated to creating the world's leading AI-powered, cloud-native software solutions. Our renowned legacy creates endless global opportunities for our network of IBMers. We are a team of deep product experts, ensuring exceptional client experiences, with a focus on delivery, excellence, and obsession over customer outcomes. This position involves contributing to HashiCorp's offerings, now part of IBM, which empower organizations to automate and secure multi-cloud and hybrid environments. You will join a team managing the lifecycle of infrastructure and security, enhancing IBM's cloud solutions to ensure enterprises achieve efficiency, security, and scalability in their cloud journey.

Your Role And Responsibilities

At HashiCorp, an IBM Company, we build the infrastructure that enables innovation. Our suite of multi-cloud infrastructure automation products are the underpinnings of the largest enterprises in the world, who rely on our solutions to provision, secure, connect, and run their critical applications to deliver crucial services, communications tools, and entertainment platforms to the world. We’re building a once-in-a-generation infrastructure company with a unique approach: rather than focusing on specific technologies, we build products and solutions that support real-world workflows spanning the multiple cloud environments that nearly every organization worldwide is using today.

About The Team

Our Global Integrated Campaigns & Program team drives worldwide strategies to engage prospects and customers and generate demand for our prioritized products and solutions. We lead the Go to Market (GTM) strategy and partner closely with Product Marketing, the Worldwide Field Organization, Corporate Marketing, Growth Marketing, Partner Marketing, DevRel, and others to bring full-funnel campaigns and programs to life, optimizing performance and business impact.

About The Role

We are seeking a Team Manager, Sales Campaigns & Lead Engine Programs to lead a team of four in executing high-impact, global marketing programs. This role oversees both Sales Plays & Lead Engine Programs – translating campaign strategy into scalable sales motions and outreach activation across global segments – and Corporate Segment Programs, which engage long-tail accounts through digital, field, and ABM-aligned programs. This is a hands-on leadership role for a strategic thinker who thrives in both team collaboration and execution at scale.

In This Role You Can Expect To

Operationalize Sales Plays to Activate Campaigns

• Translate campaign strategy into scalable, persona-based sales plays for the Worldwide Field Organization (WWFO).
• Develop, manage, and track Sales Plays: account targets, messaging, BOMs, and cross-organization synergy plays (e.g., IBM, Red Hat, HashiCorp).
• Work closely with Sales teams (WWFO, SDRs, Corporate Segment Account Managers) and their leadership to ensure campaign alignment, account targeting, messaging, and lead follow-up.
• Update existing campaigns and build new sales plays for Solutions-level campaigns in partnership with Campaign Managers.
• Launch new sales play campaigns aligned to GTM priorities.
• Prepare sales toolkits, and pipeline acceleration motions in partnership with SDR and CAM teams.
• Act as the primary point of contact for SDR and Corporate Sales, providing monthly readouts and driving adoption of marketing programs.
  
  

Optimize the Lead Engine & Funnel Management

• Partner closely with Marketing Operations to manage and optimize lead workflows, scoring, routing, and lifecycle processes.
• Implement lifecycle automation to accelerate speed-to-lead and increase conversion.
• Build and optimize personalized chatbot experiences, including meeting bookers and targeted offers.
• Develop Outreach performance scorecards, A/B testing strategies, and AI-based content optimization in partnership with Campaign Managers.
• Maintain and update messaging libraries for practitioner and decision-maker campaigns in alignment with campaign themes and value propositions.
• Oversee lead lifecycle performance, including volume, conversion, and funnel health.
• Prepare monthly/quarterly reporting (MBRs/QBRs) on campaign and sales performance, delivering actionable insights for optimization.
  
  

Scale Corporate Segment Marketing

• Serve as primary point of contact for Corporate Segment marketing programs, serving as the point of contact for Corporate Segment programs, leveraging Campaign Playbooks as sources of truth.
• Plan and execute virtual workshops, Tactic sessions, and first- and third-party corporate events as needed for the Corporate segment.
• Enable SDRs and CAMs with messaging, templates, sequences, and pre/post-event sales packages.
• Partner with Growth Marketing, Digital teams, etc. on content syndication and outreach automation efforts for Corporate segment, including messaging committees and A/B testing.
• Scale personalized prospect and customer experiences across campaigns.
  
  

Partner with peers on program execution, product launches, and accelerated outbound campaigns.

Preferred Education

Bachelor's Degree

Required Technical And Professional Expertise

• 7+ years of relevant experience overseeing high-velocity and scaled marketing campaigns and 2+ years of experience managing small teams.
• Experience developing and executing global programs with diverse stakeholders.
• Proven track record of achieving measurable success against funnel metrics and KPIs.
• Experience collaborating closely with diverse Sales teams and Marketing Operations.
• Background in multiple marketing disciplines, including sales campaigns, demand generation, lead funnel optimization, and performance marketing
  
  

Preferred Technical And Professional Experience

• Experience at high-growth tech companies.
• Experience marketing cloud services or enterprise software.
• Experience targeting decision-maker audiences.