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Field Marketing & Event Pipeline Manager
San Francisco, in-office | Reports to the CMO
The role
Most of the company’s pipeline comes from events. They need someone to own that channel and grow it.
You’ll run each event in three phases. Before the show, you’ll take the attendee list, decide which accounts matter most, and book meetings before anyone gets on a plane. At the show, you’ll have real conversations at the booth, find out whether someone’s a fit, handle their pushback, and get the next meeting on the calendar. After the show, you’ll follow up fast so those conversations turn into pipeline.
You won’t be at events alone. Depending on the show, you might bring one salesperson or a team of six, including senior sellers with 20+ years of experience. You’re the captain: you set the meeting goal, build the booth schedule, and make sure everyone shows up and does their part.
This is a good fit if you’re an SDR or BDR who:
- Has consistently hit quota and can point to the meetings and pipeline you generated
- Gets real satisfaction from booking a meeting, but is ready to move past high-volume cold calling
- Wants to own a channel and a budget instead of moving into a closing role
- Likes the research part of prospecting: digging into a list, figuring out who matters, and making a plan
The event logistics and strategy can be learned, and you’ll learn them working directly with the CMO. The instinct to turn a two-minute conversation into a booked meeting is much harder to teach.
What you’ll do
- Analyze attendee lists weeks ahead of each show, prioritize the right accounts and titles, and commit to a meetings goal
- Book meetings before each event with outreach coordinated with sales and demand gen
- Lead the team on-site: run the booth schedule, start conversations, qualify prospects, and book next steps
- Follow up within 48 hours with notes that reflect the actual conversation, and keep HubSpot up to date
- Manage the event budget (seven figures and growing) and a calendar of 10+ booked conferences, including logistics, booths, and vendors
- Help launch the company’s own events, like executive dinners and regional events in key sales markets
- Figure out which shows produce pipeline and which ones just cost money, and help shape the calendar
- Set up meetings with nearby prospects and customers around each trip, so a two-day conference becomes a full week of selling
- Spend some time between shows booking meetings directly, because the pipeline doesn’t stop when the event does
Who they’re looking for
- 2–4 years in an SDR, BDR, or similar role selling to mid-market or enterprise companies, ideally with at least one promotion
- A track record you can back with numbers: quota attainment, meetings booked, pipeline sourced
- Clear, structured thinking. You can explain how you’d approach a problem and why.
- Bonus: you’ve worked events or conferences as part of your SDR role, or you’ve already moved into an event or field marketing role from sales
Nice to have
- Background in supply chain, manufacturing, logistics, CPG, or industrial markets
- Experience with HubSpot, ZoomInfo, LinkedIn Sales Navigator, or similar tools
- Time at an early-stage company where there wasn’t a playbook
The practical stuff
The role is based in the company’s San Francisco office five days a week when you’re not on the road. Travel is usually around 25% of your time and can reach 50% during busy stretches. Most of it is in North America, with some trips to Europe as the company expands there.
- Pay is $100K–$130K base plus a 20% bonus, with meaningful equity. The bonus is based on overall performance, not commission.
JOB ID: 182681
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Katie Winkler