Customer Marketing Career Development Framework
|Role Summary||An autonomous contributor, executor, and collaborator, who has a thorough understanding of Customer Marketing programs and activities. They see projects through from idea to execution and completion, working cross-functionally to build strong relationships with our customers and incorporate customers into our broader marketing efforts.||A very experienced Customer Marketing leader, driving multiple cross-functional projects in a highly autonomous way that shapes the future of Sourcegraph’s business.|
|Scope||Manages day-to-day projects mostly autonomously and leads planning for Customer Marketing programs (CAB, Reference Programs, etc.) and activities (Customer Stories, Webinars, etc.), with minor support from manager.||Drives strategic Customer Marketing initiatives and programs across the entire organization.|
|Impact||Autonomously prioritizes requests and projects based on business impact, with little guidance from manager.||Proactively identifies and prioritizes impactful opportunities and secures the resources to execute new Customer Marketing initiatives.|
|Marketing Collaboration||Collaborates with Marketing stakeholders to incorporate customers into key campaigns and activities. Proactively identifies opportunities for Customer Marketing to contribute across all Marketing teams.||Drives strategy for company projects, managing a wide range of stakeholders to drive results.
May work with agencies. May own small budgets.
|Drive to Completion||Oversees work with cross-functional teams to hit project timelines. Proactively surfaces and addresses blockers. Works with manager to resolve complex blockers.||Keeps all stakeholders on track to hit project timelines. Proactively surfaces and resolves blockers without manager.|
|Internal Communication||Keeps the company and stakeholders up-to-date through all relevant channels (Slack, company meetings, trainings, etc.), with little guidance from manager.||Proactively keeps the company and stakeholders up-to-date through all relevant channels (Slack, company meetings, trainings, etc.), with no guidance from manager|
|Maximizing Impact||Autonomously sets and achieves ambitious goals, often driving alignment across multiple stakeholders in order to achieve them. Proactively flags barriers to achieving goals.||Sets and achieves ambitious goals by aligning multiple stakeholders. Proactively flags and addresses barriers to achieving goals.|
|Sourcegraph||Strong understanding of the entire code intelligence platform and the broader market.||Expert in all aspects of Sourcegraph as a code intelligence platform and the broader market.|
|Competition||Understands direct and indirect competitors in our category and how we compare. Incorporates competitive messaging and positioning into customer stories to strengthen our competitive advantage with little guidance from manager.||Is an expert on all competitors and uses competitive intelligence. Proactively creates customer stories to differentiate ourselves with external audience.|
|Market||Has a solid understanding of the devtools ecosystem and where Sourcegraph fits in. Uses this insight to tell compelling customer stories.||Proactively helps Sourcegraph understand how our platform will be interpreted by customers.|
|Developer Intuition||Understands how influential devs and dev communities perceive the product and effectively communicates in a way that earns respect from developers. Uses understanding of product to create stronger messaging and community.||Uses technical intuition to create better messaging and positioning. Evolves nuance and understanding alongside the evolving technical landscape and trends of Sourcegraph and the market.|
|Messaging and Writing|
|Content Reviews||Reviews and edits customer stories mostly autonomously. Manager only required for minor edits.||Final approver for editing customer stories and content.|
|Content Creation||Works with writers and agencies to develop case studies in a number of compelling formats (written, video, etc.) with little support from manager.||Proactively identifies and creates content to support broader business goals, including thought leadership content, executive keynotes, and more.|
|Developer-First||Understands how influential devs and dev communities perceive the product, effectively communicates in a way that earns respect from developers. Uses understanding of product to create stronger messaging and community.||Uses technical intuition to create better messaging and positioning, evolves nuance and understanding alongside the evolving technical landscape and trends of Sourcegraph and the market.|
|Strategy||Regularly suggests projects and other ideas to help the Marketing Team achieve its goals. Works with manager to get such projects prioritized and resourced.||Regularly suggests projects and other ideas to help Sourcegraph achieve its goals. Independently works to get such projects prioritized and resourced, including driving buy-in at the executive level.|
|Leadership||Collaborates with senior leadership team on Customer Marketing projects, with little support from manager.||Autonomously collaborates with senior leadership team on Customer Marketing projects; requires no support from manager.|
|General||A strong communicator, who drives cross-functional collaboration efforts and the long-term direction of their team.
Shares their experience and expertise to help others grow, through mentoring and coaching other teammates, focussing on insightful strategy/plans/RFC reviews, etc.
Effectively able to convince and challenge teammates and cross-functional stakeholders using valid expertise and respectful communication.
Routinely drives improvements in team processes.
|Manages conflicting views at the executive level, without need for escalation to their manager.
Used as a resource to uplevel campaigns, programs, or initiatives.
|Engineering and Product||Effectively partners with multiple PMs/EMs and/or ICs to bring their products to life with customer stories.||Proactively brings customer feedback to Product/Eng based on learnings from CAB and case study interviews.|
|Sales and CE||Regularly connects with Sales and CE to understand which customers have compelling stories to tell. Creates Customer Marketing content for Sales and Demand Gen on a variety of topics.||Proactively recommends and executes Customer Marketing programs that will impact the broader Sales/CE organizations.|
|Cross-Functional Projects||Owns assigned part(s) of company-wide cross-functional projects.||Serves as the DRI for cross-functional projects.|