- Salary
- $70k – $80k/yr
- Location
- Pleasanton, CA
- Workplace
- Remote
- Type
- Full-time
- Department
- Sales
- Seniority
- Manager
- Closing date
- Today
- Source
- ApplyToJob
Description
About Valorx
Valorx lets revenue teams work their Salesforce data the way they actually want to — in a spreadsheet. Fusion brings live Salesforce data into Excel; Wave delivers spreadsheet-grade grid editing in the browser and embedded inside Salesforce; and Valorx AI (launching January 2027) lets anyone ask their Salesforce data anything, in plain language, right where they work. Teams at companies like NVIDIA, Adobe, BP, and Qualcomm use Valorx to forecast, quote, and manage pipeline without fighting their CRM.
The role
You will own Valorx's global event engine end-to-end: a 15-event, 4-region Salesforce ecosystem calendar — Dreamforce and TDX in San Francisco; Agentforce World Tours including New York, Boston; plus Southeast Asia, and Sydney — and a monthly webinar program. The mandate: land new customer logos, and create new opportunities inside existing customer accounts. In a typical month you are negotiating one sponsorship contract, running a 6-week pre-event campaign for the next event, working the follow-up from the last one, and producing a webinar. The calendar is funded, the budget is approved, and the playbook is built — the function is new, and you are its first and only owner. You will be measured on pipeline progression and closed revenue, not on booths built or badges scanned.
You are
Year-one targets
Valorx is an equal opportunity employer. We evaluate candidates without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, veteran status, disability, or any other legally protected characteristic.
Valorx lets revenue teams work their Salesforce data the way they actually want to — in a spreadsheet. Fusion brings live Salesforce data into Excel; Wave delivers spreadsheet-grade grid editing in the browser and embedded inside Salesforce; and Valorx AI (launching January 2027) lets anyone ask their Salesforce data anything, in plain language, right where they work. Teams at companies like NVIDIA, Adobe, BP, and Qualcomm use Valorx to forecast, quote, and manage pipeline without fighting their CRM.
The role
You will own Valorx's global event engine end-to-end: a 15-event, 4-region Salesforce ecosystem calendar — Dreamforce and TDX in San Francisco; Agentforce World Tours including New York, Boston; plus Southeast Asia, and Sydney — and a monthly webinar program. The mandate: land new customer logos, and create new opportunities inside existing customer accounts. In a typical month you are negotiating one sponsorship contract, running a 6-week pre-event campaign for the next event, working the follow-up from the last one, and producing a webinar. The calendar is funded, the budget is approved, and the playbook is built — the function is new, and you are its first and only owner. You will be measured on pipeline progression and closed revenue, not on booths built or badges scanned.
You are
- A field marketer who thinks like a seller — you talk about events in meetings, opportunities, and closed-won dollars, unprompted.
- An owner, not a coordinator — you have carried the sponsorship contract, the budget, the booth, the campaign, and the follow-up yourself, not supported someone who did.
- A one-person engine — you are at your best running a system solo
- A negotiator — you treat every sponsorship rate card as an opening offer, and you have the discount stories to prove it.
- On the road by choice — ~30% travel.
- You have owned 8+ sponsored B2B conference presences end-to-end — sourcing, contract negotiation, booth, staffing, pre-event campaign, on-site execution, and post-event follow-through — and can walk through any of them without notes.
- You have sourced $1M+ in event-driven pipeline in a single year, and you know your numbers cold: cost per lead, cost per meeting, cost per opportunity, per event.
- You have influenced or closed revenue you can trace — specific closed-won deals that started at your booth or your dinner, with the story of how the handoff to sales worked.
- You have booked meetings before doors opened — 15+ pre-booked meetings for a flagship event through target lists and outbound sequences, working with SDRs.
- You have a proven event-conversion methodology — a pre-event / on-site / post-event system with a follow-up SLA measured in hours, not weeks — and you can describe it step by step because you built or ran it, not because you read about it.
- You have run a per-event ROI scorecard and made a kill decision with it — cut a city, dropped a sponsorship, or moved budget because the numbers said so.
- You have worked the Salesforce ecosystem — Dreamforce, World Tours, or the AppExchange partner circuit — and you know how sponsorship prospectuses, tiers, and lead-retrieval actually work.
- You have operated the marketing stack yourself — Marketo (our stack) or similar, plus Salesforce campaign hygiene: UTMs, campaign codes, lead routing.
- The calendar — select, negotiate, and contract 12-15 Salesforce ecosystem sponsorships a year across four regions, within budget and against an ROI model you'll be expected to beat.
- The contract — Salesforce sponsorships sell first-come-first-served the minute sales open (~3 months before each event). You track every prospectus drop and submit day one.
- Pre-event demand — 6-week campaigns per event: named-account lists, meeting-booking sequences with our SDR, geo-targeted ads, executive dinners at flagships.
- The customer track — existing customers are targets too: invite named customer accounts to booths, dinners, and webinars, and work with their AEs to turn attendance into expansion opportunities — new products, new teams, new divisions.
- On-site execution — booth operations, staffing, scan discipline with context notes, live Valorx AI demos as the booth draw, same-hour hot-lead routing to sales.
- The follow-up system — every lead into nurture within 48 hours, meetings requested on hot leads, clean AE handoffs with a 5-day first-touch rule.
- The webinar program — 8 webinars a year anchoring the months without a physical event, with our content team.
- The scorecard — cost-per-lead / meeting / opportunity retro within 6 weeks of every event; underperformers get cut, winners get upgraded tiers. Your call, your data.
- Partner moments — co-hosted dinners and joint webinars with Salesforce SI partners in each region.
Year-one targets
- Pipeline progression, per event — # of leads from the event → # of accounts Sales Qualified → # of accounts in Proof of Concept, against a defined per-event model (you'll see the exact numbers in week one). Counted across both motions: new-logo accounts and expansion opportunities in existing customer accounts. These three stages are your scoreboard.
- Closed-won revenue — anything past PoC (negotiation, contracting) counts only when it closes. New-logo accounts sourced at your events earn full credit; expansion opportunities in existing customers and re-engaged dormant accounts earn partial credit, agreed with sales up front.
- On-booth execution — 15-20 meetings pre-booked per flagship event before doors open, every scan captured with a context note, hot leads routed to sales the same hour.
- Follow-up SLA — 100% of leads worked within 48 hours; first AE touch within 5 days.
- Efficiency — cost per lead, per Sales Qualified account, and per PoC account improving quarter over quarter against the model, with zero missed sponsorship sales-open windows.
- You're looking to manage a team or direct an agency from a desk — this is an on-the-floor, on-the-run operator role.
- Your event experience is mainly logistics and vendor coordination executed against someone else's strategy.
- You measure event success in impressions, foot traffic, or badge-scan counts.
- You have never carried a pipeline number, and the idea of a quarterly bonus tied to one is uncomfortable.
- You need an events team, an agency, or a producer to execute.
- 30% travel — including international — sounds like something to negotiate down.
- Base salary: $70,000.
- Quarterly performance bonus with a 15-20% target, tied to pipeline progression (leads → Sales Qualified accounts → accounts in PoC, vs the per-event model), meetings per flagship event, and follow-up SLA — on-target earnings ~$80,000-$84,000.
- Benefits: Health, Dental & Vision insurance · 401(k) · PTO policy.
- Career path: first owner of a funded function. As the engine scales, this role grows into Head of Field Marketing — hiring and leading its own team.
- US-based, remote; morning overlap with our India team required.
- Travel ~30%, including 2-3 international trips a year (UK/EU, India, Southeast Asia).
Valorx is an equal opportunity employer. We evaluate candidates without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, veteran status, disability, or any other legally protected characteristic.
Skills
ExcelSalesforceNegotiation