Senior Director, Audience Strategy & GTM Programs

Gong harnesses the power of AI to transform how revenue teams win. The Gong Revenue AI Operating System unifies data, insights, and workflows into a single, trusted system that observes, guides, and acts alongside the world’s most successful revenue teams. Powered by the Gong Revenue Graph, AI-powered intelligence, specialized agents, and trusted applications, Gong helps more than 5,000 companies around the world deeply understand their teams and customers, automate critical sales workflows, and close more deals with less effort. For more information, visit www.gong.io. At Gong, you will join a company built on innovative products, ambitious goals, and passionate people. We are shaping the future of revenue intelligence and we want people who are excited to build what comes next. You will work with a team that dreams big, moves fast, and cares deeply about the craft and about each other. Here, transparency and trust are core to how we operate, and every person has the opportunity to make a visible impact. If you want to grow, stretch, and do work that truly matters, Gong is the place to do the best work of your career. As Senior Director of Audience Strategy GTM Programs, you'll own how we interpret buyer behavior, decide when to engage, and orchestrate email and automation programs that drive meaningful conversion. We're seeking a strategic leader to fully reimagine how Gong engages prospects and customers throughout their journey. You'll lead a lean, high-impact team focused on improving MQL volume, accelerating MQL-to-opportunity conversion rates, and ultimately fueling aggressive pipeline growth to meet current and future revenue goals. This is a critical leadership role reporting to the VP of Growth Demand Generation, with direct influence on Marketing's contribution to revenue. You'll partner closely with Revenue Operations, Sales Development, Product Marketing, and Marketing Operations to build scalable, data-driven programs that protect our audience while driving results. RESPONSIBILITIES Define and execute Gong's audience strategy and customer engagement framework, establishing rules for who gets contacted, why, and when based on behavioral signals, intent data, and engagement patterns Own the strategic vision for signal-led marketing, determining which first-, second-, and third-party signals drive engagement decisions, leveraging AI to surface actionable patterns Own the strategy for contact acquisition to ensure we have a healthy database of key personas to target Audit, optimize, and rebuild Gong's nurture program portfolio, reimagining current programs and launching new, AI-first high-impact marketing flows that reengage lost opportunities, accelerate leads to meetings, and increase velocity to opportunity creation Serve as the Customer Zero leader for Engage and Enrich for marketing, partnering with Product to design and execute internal demand generation and engagement programs, validate audience strategies, and influence product roadmap through direct ownership of Gong’s GTM deployment. Design and implement audience segmentation frameworks that enable precise targeting across buying stages, account priorities, personas, and behavioral triggers Drive funnel performance metrics including MQL volume, MQL-to-SQL conversion rates, pipeline sourced, and buying signal creation, establishing testing frameworks and continuous optimization practices Set engagement rules, suppression logic, and guardrails to protect audience health while maximizing conversion opportunities across all funnel stages Build and lead a team of individual contributors responsible for marketing automation and agentic workflows, audience segmentation, campaign operations, email strategy, copywriting, testing, and deliverability Develop a clear system to track program influence on pipeline quality and velocity, using data to inform strategic decisions and optimize engagement timing Foster a culture of intentional engagement, system ... (truncated, view full listing at source)