Fractional Growth CMO – B2B Agency (Demand Gen / Pipeline Focus)

We're a digital marketing and SEO agency serving law firms. We are looking to grow our MRR about 2 million this year. We have a strong delivery team and a solid reputation but our sales calendars aren't full. We've set lead targets before but never built the operating system to make them inevitable. We need a growth-minded CMO to install that system and own the pipeline. The Problem We're Solving: - Our sales team needs 12-16 qualified discovery calls booked per week - We're currently operating at 10-15% of that volume - We have a Marketing Director and SEO lead in place, but no demand gen leadership - We've never had a proper scorecard with leading indicators tied to booked meetings We don't need more "strategy decks." We need someone who can build the machine and make the number. What You'll Do: Month 1: Foundation - Conduct a demand gen audit (channels, funnel, conversion rates, tracking) - Install a weekly scorecard with leading indicators (MQLs, booked calls, show rate, speed-to-lead) - Define funnel stages and ensure CRM/tracking matches reality - Evaluate current team capacity and gaps - Begin outbound agency evaluation or channel buildout Month 2-3: Activation - Stand up 1-2 predictable channels (outbound, paid search, webinars — you recommend) - Own the weekly pipeline meeting and hold the team accountable - Manage/direct our Marketing Director and coordinate with SEO - Optimize conversion points (landing pages, CTAs, lead follow-up) - Report on cost per booked meeting and channel performance Ongoing: - Own "Qualified Meetings Booked/Week" as your primary metric - Run the weekly constraint review with leadership - Make recommendations on team, agencies, and budget allocation What Success Looks Like: Week 2: Scorecard live, funnel baseline established Week 4: First channel producing meetings Week 8: 50% of meeting target (8+ booked/week) Week 12: 75%+ of meeting target, system is repeatable What We're Looking For: Must Have: - 7+ years in B2B demand gen, growth marketing, or revenue marketing - Experience owning a pipeline or booked meeting target (not just MQLs) - Proven track record building lead gen systems at agencies or professional services firms - Hands-on experience with outbound, paid search, and/or webinar funnels - Comfortable managing and directing a small marketing team - Fluent in funnel math, conversion rates, and unit economics Nice to Have: - Experience in legal, financial services, or other professional services verticals - Familiarity with HubSpot, Google Ads, LinkedIn outreach tools - Experience hiring/managing outbound or paid media agencies - EOS, 4DX, or other operating system experience Not a Fit If: - Your background is primarily brand, PR, or communications - You've never owned a revenue-tied metric - You need 60+ days of "discovery" before recommending action - You're not comfortable with weekly accountability to hard numbers Engagement Details: - Type: Fractional / Part-time - Hours: 15-20 hours/week - Duration: 90-day initial engagement (with potential to extend) - Location: Remote (US time zones preferred) - Start: Immediately To Apply: Please include: 1. A brief overview of a time you took over demand gen for a B2B company and built a pipeline system from scratch. What was the situation, what did you do, and what were the results (in numbers)? 2. If you were starting with us on Monday, what are the first 3 things you'd want to know or do? 3. Your hourly rate or monthly retainer expectation. We're not looking for a long proposal just clear, direct answers that show you've done this before. Apply tot his job Apply To this Job