VP of Marketing



Series A


5 key objectives
8 position requirements
9 competencies

The VP of Marketing spearheads the development and execution of a comprehensive marketing strategy for an early-stage B2B SaaS startup. The ideal candidate is an expert in B2B SaaS marketing and has a proven track record of successfully driving growth and customer acquisition.

This scorecard is optimised for acquisition, with a focus on delivering qualified leads into the sales pipeline. The VP of Marketing should have experience in customer segmentation, go-to-market strategy design, data-driven decision making, and leadership.

Key objectives

Key objectives describe the objectives that the new employee has to achieve to be considered successful and help create the context for basic requirements and competencies.

The business has a clear, data-driven understanding of Product-Market fit in each segment.

The business follows a clear marketing roadmap consisting of desired and realistic marketing milestones, budget proposals, and messaging strategies.

The target audience, customer segmentation strategies, customer and client personas, and go-to-market strategy for each segment are clearly defined.

Position requirements

Position requirements include the required experiences, qualifications, and skills needed to achieve the key objectives of the role.

B2B SaaS Marketing Expertise
The candidate must have a proven track record in leading, scaling, and optimizing marketing operations in a B2B SaaS startup. They should understand the unique characteristics of this space and have experience successfully driving growth and customer acquisition.

  • Tell me about a time when you designed and implemented a successful marketing strategy in a B2B SaaS environment. What were the key elements of the strategy, and how did it drive growth?
  • Can you share an instance where a marketing strategy you developed for a B2B SaaS company failed? What lessons did you learn, and how did you apply them in your next project?

A detailed explanation of the strategy, the reasoning behind it, and the specific results, such as growth in leads, conversions, customer acquisition, or other relevant metrics. For the second question, willingness to admit failure and learning from mistakes is a strong indicator of a growth mindset.

Go-to-Market Strategy Design
The individual must have successfully designed and implemented comprehensive go-to-market strategies for different customer segments. This includes a proven ability to make informed decisions about targeting, positioning, and messaging for each segment.

  • Describe how you developed and executed a go-to-market strategy for a new product or market segment. What were the key components of the strategy, and what were the results?
  • Share an instance where a go-to-market strategy didn't go as planned. What would you do differently now?

A comprehensive answer would include the objectives of the strategy, the steps taken, the outcomes, and the lessons learned. They should also display resilience and the ability to learn from their failures.

Customer Segmentation and Persona Development
The candidate should have extensive experience in identifying, understanding, and creating detailed customer segments and buyer personas. This should include a data-driven understanding of the customer’s journey, pain points, needs, and preferences.

  • Tell me about a time when you used data to define customer segments and develop personas in a B2B SaaS company. How did this influence your marketing strategies?
  • Describe a situation where understanding your customer persona dramatically improved your marketing efforts. What changes did you make based on your understanding?

Look for examples of how they used data to understand their customers better and how these insights directly influenced their marketing strategies. The candidate should be able to articulate how the persona understanding led to improved outcomes.


Competencies are the knowledge, skills, and abilities required to perform a job successfully. They help to distinguish superior performance from the average.

Business Acumen

Understands the business and the competitive situation, evaluates the impact of business decisions, and is quick to take advantage of new business opportunities.

Analytical Thinking

Understands a complex and ambiguous problem by breaking it apart into smaller pieces, analyses information in a logical and methodical manner.

Strategic Thinking

Understands industry trends, develops future-oriented scenarios, articulates a compelling vision, and links strategic goals to daily work.

Get the full scorecard

Download the full scorecard with all the key objectives, position requirements, and job-related competencies along with job-based interview questions and more.