Field Marketing Manager

We are seeking a strategic Field Marketing Manager to own OTAVA’s event calendar and field marketing strategy. This role decides where OTAVA shows up, from trade shows and conferences to curated executive dinners, roundtables, customer events, and partner events, and brings operational rigor to the event process, ensuring every lead is tracked from capture through the funnel to closed-won revenue. Working closely with Sales, BDRs, Channel, and Demand Generation, the Field Marketing Manager turns events into a measurable, repeatable pipeline engine.

Event Strategy & Calendar:

• Own OTAVA’s annual event calendar and field marketing strategy, including regional programs aligned to sales territories and priority markets, in partnership with Sales and Channel leaders and tied to target accounts, priority verticals, and revenue goals.
• Evaluate and select industry events, conferences, and sponsorships based on audience fit, cost, expected pipeline, and feedback from the Sales team, and make investment recommendations to revenue leadership.
• Continuously refine the event mix using performance data, cutting low-return events and doubling down on those that drive pipeline and revenue.

Event Programs & Execution:

• Plan and execute trade shows, conferences, sponsored events, executive dinners, roundtables, and customer and partner events.
• Own event operations end to end, including vendor selection and negotiation, booth, registration, travel, branded merchandise, event asset and inventory management, and lead capture, while managing to stay within budget.
• Plan and run OTAVA’s annual sales kickoff (SKO) and other internal events.
• Define goals for each event and develop staff briefs, including target accounts, messaging, and talk tracks, in partnership with Product Marketing.

Lead Management & Funnel Tracking:

• Ensure operational rigor across the event lead process, including lead capture standards, HubSpot campaign setup, lead upload and routing, and campaign attribution.
• Track every event lead from capture through MQL, SQL, opportunity, and closed-won, ensuring clean data and clear attribution of event-sourced and event-influenced revenue.
• Partner with Demand Generation and BDRs on pre-event targeting and post-event follow-up, and hold follow-up to agreed timeframes so leads convert to opportunities.

Budget & Performance Analytics:

• Own the field marketing and events budget, deciding how to allocate investment across events and programs.
• Build dashboards and deliver post-event and quarterly reporting on attendance, meetings, leads, pipeline, closed-won revenue, and ROI by event.
• Leverage AI tools to accelerate event planning, campaign development, and reporting.

Experience

• 4-6 years of B2B field or event marketing experience, preferably within cloud, IT services, or SaaS.
• Proven experience owning an event calendar and strategy, including evaluating and selecting events based on ROI.
• Experience building lead tracking and attribution processes that tie events to pipeline and closed-won revenue.
• Experience partnering with sales, BDR, and channel teams, including on partner events.

Required Knowledge, Skills, and Abilities:

• Strong event lifecycle knowledge, including sponsorship evaluation, logistics, vendor management, and on-site execution.
• Strong working knowledge of HubSpot for campaign setup, lead management, funnel reporting, and attribution.
• Strong analytical skills, with the ability to measure and communicate event ROI and revenue impact.
• Strong budget management and negotiation skills.
• Exceptional project management skills, with the ability to manage multiple concurrent events.
• Highly collaborative and proactive, with excellent written and verbal communication skills.

Education:

• Bachelor’s degree in Marketing, Communications, Business, or a related field preferred.

Essential Functions:

• Working with Atlassian products (Jira, Confluence, etc.)
• Working with Microsoft 365 products
• Working with project management tools (e.g., Monday.com or Asana)
• Working with HubSpot (CRM and marketing automation)
• Working with WordPress
• Working with event lead capture and registration tools
• Working with AI tools (e.g., Claude)

KPI's

• Event-sourced and event-influenced pipeline
• Event-sourced and event-influenced closed-won revenue
• Lead-to-opportunity conversion rate by event
• Cost per lead, cost per opportunity, and ROI by event
• Post-event follow-up completed within agreed timeframes

What We Offer:

Competitive base salary ($95K-$115K), depending on experience and qualifications, plus a 10% annual bonus opportunity, 401(k) match, health insurance, generous PTO, paid volunteer time off, and working with world-class co-workers who are just as dedicated and as awesome as you are.

What about Otava?

At Otava, we are people empowering people to enable growth. We are excited for you to join us!

As a global leader in secure, compliant, enterprise-class cloud hosting, we deliver a full range of solutions from colocation to private and hybrid cloud computing. We’re creative thinkers who love to serve others, automate where possible, and change when required. Above all, we love to help our clients. We aim for superior client service in everything we do and strive to get even better.

Sound like you? Come join us!