Director, B2B Performance Marketing

TEGNA is seeking a proven marketing leader who can architect and optimize a scalable B2B marketing engine to deliver marketing qualified leads for a national media organization. This role will include overseeing the buildout of our enterprise-level lead generation and CRM infrastructure, ensuring that marketing, sales, and product teams are fully aligned around shared data, automation, and performance.

The ideal candidate has deep experience leading marketing operations and demand generation at scale - ideally within media, ad tech, or a data-driven digital business. You know how to design and optimize a lead funnel from top-of-funnel identification through nurturing and MQL handoff, and you thrive at the intersection of marketing, technology, and business outcomes.

Key Responsibilities

• Lead Generation Infrastructure: Build and scale a multi-channel lead generation pipeline, integrating digital campaigns, CRM, and analytics tools to drive qualified pipeline growth.
• CRM Implementation: Lead the configuration, and rollout of an enterprise-level CRM, including data integration, workflows, reporting, and governance.
• Funnel Optimization: Design and continuously improve the end-to-end lead funnel - from prospect identification and segmentation to nurture programs and MQL conversion.
• Cross-Functional Partnership: Collaborate closely with engineering, product, sales and data teams to ensure seamless system integrations and accurate attribution tracking.
• Measurement and Reporting: Define and operationalize marketing performance metrics, ensuring visibility into campaign ROI, lead quality, and conversion rates.
• Team Leadership: Manage and mentor a small team across marketing operations, automation, and analytics, fostering a culture of innovation, accountability, and excellence.

Qualifications

15+ years of progressive experience in B2B marketing, with progressive success in efficient demand generation.

Proven success standing up or optimizing enterprise-grade CRM and marketing automation systems (Salesforce, HubSpot, Marketo, or equivalent).

Experience driving a profitable and scaled B2B lead engine through both organic, paid and earned media.

Strong technical fluency - able to translate between marketing, product, and engineering stakeholders.

Deep understanding of lead lifecycle management, scoring, attribution, and nurture workflows.

Prior experience in media, ad tech, or data-driven marketing environments strongly preferred.

Exceptional analytical, organizational, and leadership skills, with the ability to drive cross-functional alignment and measurable growth.

Skills

Analysis Skills, Automation, Automation Systems, Business-to-Business (B2B), Business-to-Business (B2B) Marketing, Campaigns, Continuous Improvement, Cross-Functional, Customer Relationship Management (CRM), Customer Relationship Management (CRM) Systems, Demand Generation, Lead Generation, Leadership, Marketing, Marketing Automation Software, Marketing Metrics, Mentoring, Multimedia, Organizational Skills, Performance Metrics, Product Engineering, Return on Investment (ROI), Sales, Sales Qualification, Salesforce.com, System Integration (SI), Team Lead/Manager, Vehicle Driving, Website Conversion

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TEGNA Inc