Director, Performance Marketing & ABM

Title: Director, Performance Marketing & ABM

Mission

Every consumer on earth purchases in one of three places: online, big-box retail, or mom-and-pop shops. Paradoxically, the largest commercial channel is, by far, humble traditional trade shops. Yet they remain fragmented, offline, and opaque.

Native is the first intelligence-grade system built to penetrate this opacity. Each analog store is digitized into a dynamic graph where noise is filtered into low latency signals, transforming the antiquated offline world into advanced digital intelligence. Commercial leaders gain the precision to see what others cannot, store by store, rendering decisive decision advantage to win the market.

Join the ground floor of the only platform engineered to decode the analog economy into operational dominance.

Talent Values

• High Leverage: Consistent ability to attain the productive capacity of 5-10 people through grit, raw talent, and sheer force of will.
• High Agency: Relentless sense of ownership in the outcome, regardless of circumstance, acting decisively to shape the environment rather than being shaped by it.
• Curiosity With Discipline: An evidence seeking, measurement mindset without succumbing to analysis paralysis, and a penchant for experimentation.
• Intellectual Honesty: Certain enough to act, humble enough to always be learning

Role

Every dollar of adspend is a hypothesis about how the world will respond — and almost no one who spends it ever reads the result. Native is hiring a Director, Performance Marketing & ABM to be the person who does; to be clear, this is not a normal marketing job — it is the design and operation of a scientific engine that happens to deploy ads.

One person, two funnels — demand and supply — full accountability for the machine that fills each.

Native thinks in terms of the effects we seek to have on the world: a senior CPG commercial leader who moves from first exposure to conviction; a Contributor who downloads the Native app and completes their tenth data collection task. Marketing is the instrument by which we cause those effects.

This role exists to state the hypothesis, instrument the measurement, deploy the spend, read the result honestly, and fold the learning into the next deployment. The output is not campaigns. It is a repeatable engine that scales — every cycle leaves behind both an outcome and a piece of knowledge the next cycle is built on.

This is a nontraditional role because it covers more than adspend. The mandate spans hypothesis, instrumentation, measurement, deployment, and iteration of marketing output against measured outcomes. The scientific disposition is the job, and it requires the facility to instrument, measure, report, and communicate across teams with fluency irrespective of channel or measure. Elasticity of spend.

Saturation of an audience. Wear-out of a creative. Movement inside a target account. Activation of a Contributor cohort. Different measures, one discipline. If a metric cannot be trusted, rebuild the instrumentation until it can. When leadership asks what the adspend bought, the answer comes in outcomes achieved and lessons banked, never impressions served.

On the demand side, Native is waging a sustained influence campaign with senior commercial leaders at the world's top CPG manufacturers and distributors across more than fifteen markets, principally through LinkedIn. This is a deliberate departure from fixed legacy SaaS tooling: the work is not only measuring MQL-to-SQL conversion (though that matters) but experimenting with how well-deployed marketing achieves a variety of outcomes at every stage of the funnel — first exposure, engagement by account and content theme, penetration of the buying committee, stage movement, closed-won.

ABM here means measuring influence, not counting formfills: small numbers of named accounts, long cycles, and disciplined causal reasoning about what actually moved them.

On the supply side, Native runs an on-demand supply acquisition funnel — Contributors download the Native app and perform data collection tasks at scale across Latin America and Africa. The governing metric is not cost per install; it is cost per fully activated Contributor.

This person owns the data-driven profile of the ideal Contributor, seeds lookalike audiences from the highest-performing cohorts, and drives activated CAC down relentlessly through all relevant paid and referral channels. Elasticity, saturation, and cohort payback are the daily language of this funnel.

There is no marketing technology stack waiting for this person. That is deliberate. Native will not buy an expensive ABM suite to do what a sharp operator with AI tooling can build better. This person constructs the measurement layer themselves — attribution, engagement scoring, cohort analysis, experimentation infrastructure — and fluency with AI tooling that displaces SaaS is the operating model, not a preference.

The role reports to the VP of Marketing and serves Sales for the demand side of the business, and Ops for the supply side of the market. Creative production is handled by Native's creative team; this person writes the brief, defines the target, and owns the result.

Performance is assessed on two numbers: measurable influence on enterprise pipeline, and cost per fully activated Contributor.

Core Responsibilities

• Run the Loop: Operate a continuous cycle of hypothesis, instrumentation, deployment, measurement, and iteration across both funnels. Every dollar of spend is an experiment with a hypothesis stated in advance, a measurement designed before launch, and a decision that follows from the result. Find where returns diminish, prove it, and redeploy accordingly.
• Own the Demand Funnel: Build and operate the paid engine of Native's account-based influence campaign against senior CPG leaders in 15+ markets. Construct target audiences and instrument engagement by account, category, market, and content theme — measuring influence at every stage of pipeline, not formfills at the top of a funnel.
• Own the Supply Funnel: Manage Meta and adjacent adspend to acquire Contributors across Latin America and Africa, optimizing cost per fully activated Contributor — ten approved data collection actions — as the governing metric. Build the profile of the ideal Contributor and seed lookalike audiences from the highest-performing cohorts.
• Build the Measurement Layer: Construct the attribution, cohort analysis, experimentation, and reporting infrastructure for both funnels using AI tooling and direct data work as the default, rather than purchased SaaS. The stack must make both funnels legible, auditable, and steerable.
• Communicate the Science: Deliver demand-side results to the revenue organization and supply-side results to the operations organization while reporting to the VP of Marketing. Translate instrumentation into plain-language evidence any commercial leader can act on, and arbitrate priorities with that evidence.

Requirements

• Scientific Measurement Fluency — top of the list, non-negotiable: Demonstrated ability to treat adspend as experimentation: state a falsifiable hypothesis, instrument the measurement, estimate where returns diminish, quantify uncertainty honestly, and change the next deployment because of what was learned. Candidates should expect to demonstrate this ability against real campaign data during the process, and to explain past experiments — including the ones that failed and what they changed as a result.
• Owned Spend, Owned Outcomes: Has personally deployed meaningful adspend against a hard efficiency number, and built the measurement themselves because their number depended on it. Analysts who measured other people's spend and operators who spent without measuring both fall short of this bar. The sequence matters: accountability first, instrumentation built out of necessity.
• AI-Native Tooling Fluency: Demonstrated ability to use AI tools (Claude and similar) to build measurement, automation, and analysis capability that would otherwise require purchased SaaS. Native's stack for this role will be built, not bought, and this person builds it.
• Solo Operator Range: This is a solo role by design. Must own strategy, execution, instrumentation, and reporting without a team — while exercising Director-level judgment and communicating at Director-level altitude with the CRO, VP of Operations, and VP of Marketing.
• Emerging Market Fluency: Experience acquiring users or supply in Latin America, Africa, or comparable markets, with judgment about channel mix, creative localization, and conversion behavior in those environments.
• Preferred, but secondary: Explicit experience in ABM and enterprise demand generation; marketplace or gig-platform experience, particularly two-sided supply acquisition; working fluency in Python or SQL. Each of these accelerates ramp, and none substitutes for the scientific disposition above. The disposition is required; the rest can be learned here.

Company

Headquartered in New York City, Native is a high-growth, venture-backed company redefining how physical retail is measured, understood, and acted on. Backed by Vista Equity Partners, a $100B+ platform focused on enterprise systems that own workflows, proprietary data, and execution, its mandate is clear: equip commercial leaders with the intelligence layer required to win, decisively.

Native replaces static research and fragmented fieldwork with living intelligence subscriptions —where agentic AI orchestrates continuous data collection, and reasoning across the market. The result is not a market analyzed after the fact, but one that is continuously seen, understood, and actioned in real time, enabling its users with an unfair competitive advantage.

Location

Cape Town

Mexico City