Senior Director, Field Marketing

POSITION SUMMARY

The Senior Director, Field Marketing leads Inovalon's account- and sales-facing marketing function, owning the strategy and execution of field marketing, events, account-based marketing, and strategic technology alliances across the Provider, Payer, Pharmacy, and Insights business units. The role serves as the primary marketing partner to Sales, translating account and territory priorities into high-impact programs that generate and accelerate pipeline.

This leader owns the full field and events calendar end to end, directs Inovalon's 1:1 and 1:few ABM motion for named accounts, and leads co-marketing with the company's strategic technology partners. The Senior Director leads a team spanning events and ABM execution and is accountable for measurable pipeline influence, account penetration, and the depth of Inovalon's engagement with its highest-priority accounts and partners.

KEY RESPONSIBILITIES

Field Marketing & Events Strategy and Execution

• Own the end-to-end field marketing and events strategy, plan, and calendar across all four business units, aligned to revenue targets and sales priorities.
• Lead events as pipeline-generating programs across industry conferences, executive roundtables, hosted events, and sponsorships, owning both strategy and execution from audience targeting and messaging through onsite experience and post-event conversion.
• Set the standard for how field programs are scoped, measured, and optimized, elevating the function from logistics coordination to strategic, revenue-accountable program leadership.
• Own field and events budgets, directing investment toward the highest-return programs and retiring those that do not drive pipeline or strategic engagement.

Account-Based Marketing (ABM)

• Own the strategy for Inovalon's named-account ABM, defining target account tiers, 1:1 and 1:few program design, and the sales interlock for priority accounts.
• Direct the ABM execution team, maintaining a clear model in which this role owns ABM strategy and the sales relationship while the team runs day-to-day program execution.
• Partner with Product Marketing to source persona, positioning, value proposition, and competitive narrative as the strategic foundation for account programs.
• Define and hold the boundary between named-account ABM and broad-based demand programs owned by Growth Marketing to ensure clean targeting and attribution.
• Accountable for account penetration, engagement depth, and ABM-influenced pipeline within priority accounts.

Strategic Technology Alliances

• Own co-marketing strategy and execution with Inovalon's strategic technology partners, including Google, Snowflake, and AWS, building joint go-to-market plans that drive awareness, enablement, and pipeline.
• Serve as the primary marketing point of contact for alliance partners, developing co-branded programs, joint events, and executive engagement.
• Manage co-marketing investment and market development funds where applicable, with clear ROI measurement and reporting.

Sales Partnership & Cross-Functional Alignment

• Serve as the primary marketing partner to Sales for named accounts and territories, aligning field, ABM, and alliance programs to the sales motion and pipeline goals.
• Draw on Product Marketing for upstream narrative and positioning and on Demand Generation for demand programs, while the team owns the production of its own program content.
• Represent the field, ABM, and alliances function in commercial and revenue planning.

Team Leadership & Development

• Lead and develop a team spanning events and ABM execution, establishing a clear strategy-owns / execution-runs operating model.
• Raise the bar on operational rigor, executive presence, and revenue accountability across the team.
• Build a team that produces its own program content, setting the standard for writing quality and messaging judgment across the function.
• Champion AI-enabled workflows and data-driven decision-making across all programs.

QUALIFICATIONS

• 8+ years of B2B marketing experience with a strong focus on field marketing, events, and account-based marketing, including direct team leadership.
• Proven track record building and executing field and ABM programs that drive measurable pipeline and revenue impact.
• Experience owning co-marketing or alliance partnerships with strategic technology partners.
• Strong understanding of enterprise sales cycles, account-based marketing, and marketing attribution.
• Demonstrated ability to partner with and influence senior sales stakeholders, with strong executive presence.
• Analytical, data-driven approach to program design, measurement, and optimization.
• Strong writing and messaging judgment, with the ability to lead a team that produces its own program content.
• Experience directing cross-functional partners, including product marketing, demand generation, and content, as inputs to integrated programs.

EDUCATION

Bachelor's degree in Marketing, Business, Communications, or a related field, or equivalent professional experience.

PREFERRED QUALIFICATIONS

• Experience in healthcare technology, health data, or another regulated industry.
• Hands-on experience with ABM platforms (e.g., 6sense, Demandbase) and CRM / marketing automation (Salesforce, Marketo).
• Experience managing strategic alliance relationships with hyperscaler or cloud data partners.