Customer Marketing Career Development Framework

IC4 IC5
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.
Launch/Project Management
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.
Product Expertise
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.
Strategic Thinking
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.
Cross-Functional Collaboration
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.