Marketing Manager - Government Services

Marketing Manager

Sphera is seeking a results‑driven Marketing Manager to own the go‑to‑market strategy and execution for its Hazardous Material Management System (HMMS) suite—a purpose‑built solution for U.S. government and defense organizations. The role reports to the VP, Demand Acceleration and sits at the intersection of demand generation and product marketing, requiring deep understanding of the procurement cycles, compliance requirements, and stakeholder dynamics of government accounts.

• Develop and maintain differentiated messaging and value propositions for the HMMS suite, tailored to U.S. government buyers including defense logistics officers, EHS professionals, and procurement stakeholders.
• Partner with Product Management to support new launches and feature releases, translating technical capabilities into clear value for government prospects and existing customers.
• Monitor the competitive landscape for government hazardous material management solutions and keep internal teams informed of market developments.
• Plan and execute integrated demand generation campaigns targeting government and defense accounts, including federal agencies, military installations, and GSA contract holders.
• Drive full‑funnel marketing programs across digital channels (SEM, paid social, display, email), webinars, and government‑focused trade events (e.g., SAME, DLA conferences), and ABM programs.
• Define campaign KPIs, track pipeline contribution, and continuously optimize programs based on performance data.
• Partner with digital marketing to ensure HMMS solution pages, SEO content, and paid strategies effectively reach government procurement and EHS audiences.
• Develop a deep understanding of U.S. Department of Defense acquisition processes, GSA schedules, and federal procurement cycles to align marketing timing and tactics effectively.
• Collaborate with Sales on account‑based marketing (ABM) programs targeting key defense and federal agencies, providing tailored content, outreach materials, and campaign support.
• Build visibility within relevant government user communities and industry associations to strengthen Sphera’s credibility in the federal market.
• Develop thought leadership content such as white papers, blogs, webinars, and regulatory updates addressing key challenges in hazardous material compliance, DoD EHS requirements, and federal sustainability mandates.
• Collaborate with subject matter experts to translate complex technical and regulatory topics into compelling content for government EHS professionals and logistics managers.
• Align with Sales, Customer Success, and Account Management teams on pipeline targets, customer expansion opportunities, and renewal marketing programs.
• Partner with digital marketing, corporate events, and ABM teams to ensure consistent execution and messaging across all channels.
• Report on marketing performance and pipeline contribution to leadership with clear recommendations for improvement.

• 3–5 years of B2B marketing experience.
• Demonstrated experience marketing to U.S. government, federal, or defense accounts.
• Proven ability to develop and execute multi‑channel demand generation campaigns that drive qualified pipeline and revenue.
• Experience crafting product positioning, messaging frameworks, and sales enablement content for technical or compliance‑focused software.
• Familiarity with ABM strategies and platforms (e.g., 6
  
  Sense, Linked In); experience targeting government or regulated‑industry accounts is a plus.
• Proficiency with marketing automation, CRM, and analytics tools (e.g., Salesforce, Pardot, Hub Spot, Google Analytics).
• Strong written and verbal communication skills with the ability to translate complex regulatory topics into clear and compelling messaging.
• Background in EHS, product stewardship, hazardous materials management, SaaS, or defense/government contracting is a strong plus.
• Excellent project management skills with the ability to manage multiple campaigns, stakeholders, and deadlines simultaneously.

Pay: $–$ + Eligible for Variable Compensation Plan commensurate with relevant qualifications and experience.

Benefits:
Medical, Dental,…