Remote Vacancy.
Kontur, an IT company, is looking for a Head of Marketing for Kontur.Extern.
Kontur.Extern is an electronic reporting system that helps accountants interact with regulatory bodies electronically.
The product is in its mature stage, and the company is seeking opportunities to grow its client base and maintain its market leadership. The company is building an ecosystem of services for accountants, entering new sales segments, launching new promotion formats, improving its communication system, and maintaining a high level of customer loyalty.
About the Team:
The marketing team at Kontur consists of over 450 experts in various fields: from brand management and communication design to SEO and targeted advertising, from desk and foresight research to event and content marketing, from segment analytics to discovery and delivery marketing.
The team has a matrix structure. Marketing works closely with the product team, providing a real opportunity to make decisions that directly impact product development at various stages of its lifecycle.
The Head of Marketing will be responsible for the full marketing cycle for the reporting direction.
Responsibilities:
- Create and defend the commercial product plan in accordance with the business strategy. This includes marketing goals, project timelines, resources and budget for implementing initiatives, ROMI assessment, and prioritization.
- Manage a team of seven product marketers: set goals in line with the strategy and tactics of the direction, plan team resources, control quality and deadlines, and develop employee competencies.
- Create and implement GTM strategies for projects within the initiative portfolio of the direction.
- Manage the product's tariff line and pricing: control the scaling of the new tariff line in subscriptions and renewals, review discount policies based on channel and segment.
- Monitor, optimize, and identify growth opportunities in the channel mix and unit economics of promotion for segments and products within the direction.
- Test and implement Unique Selling Propositions (USPs) and offers for target customer profiles. Launch regular hypothesis testing using HADI cycles.
- Organize cross-functional work with related teams: coordinate sales, brand, content, event, and internet marketing, analytics department, partner marketing, and product development.
Candidate Expectations:
- At least five years of experience in B2B product marketing, including at least two years of team leadership (team of five or more).
- Experience in independently launching new products and features in B2B SaaS – from research to commercial readiness: segmentation, JTBD, USP design, offers, pricing, market entry, aligning economics with sales strategy.
- Experience in calculating unit economics and channel mix.
- Understanding of CAC/LTV/ARPC models by segment; experience in rebuilding and building a channel mix from scratch for target CR and ROMI.
- Experience in building and rebuilding tariff lines in SaaS.
- End-to-end work with the funnel: awareness → acquisition → activation → revenue → retention: diagnosing gaps, prioritizing steps.
- Experience in transitioning from SLG to PLG models will be an advantage.
- Strong management experience: resource planning, hiring, team formation, motivation, and development.
- Critical and systemic thinking.
- Ability to make strategically important decisions in conditions of uncertainty.
- Cross-functional leadership without formal authority: the role sits at the intersection of marketing, product, sales, development, and analytics – most of the work is implemented by colleagues who are not direct reports. It is important to be able to negotiate, escalate issues when necessary, maintain the overall goal, while preserving team relationships.
Performance Evaluation:
- Achievement of quarterly SMART goals.
- Achievement of commercial indicators: revenue plan and related metrics.
Company Offers:
- A solid foundation to build upon. The company already has excellent products, proven tools, and experts. Your task is to find new approaches to scale our influence in this segment.
- Deep expertise. Many tasks are handled in-house. Therefore, colleagues have a good understanding of specific B2B audience segments, delve into business pain points, share experiences, and generate ideas with colleagues in a unified context.
- Co-marketing and strategic partnerships. They engage in cool collaborations with major market players.
- Automation of routine tasks through AI assistants. They provide all the necessary infrastructure for effective work.
- Freedom and responsibility. Goal setting consists of personal KPIs and team OKRs. The employee chooses how to achieve the desired result, relying on established company processes. If something goes wrong, they draw conclusions and change tactics.
- Openness and strong horizontal connections. Their own social network, monthly broadcasts to maintain overall context, team retreats, and workshops for sharing experiences within the company.
- Opportunity to share expertise externally. The company supports and develops visibility. They assist in preparing presentations for conferences, recording podcasts, and writing articles.
- Care for your comfort. You can work remotely, in a hybrid model, or in the office if there is one in your city. In any case, you will be provided with equipment and everything necessary.
