Marketing · Remote-friendly · US · Full-time · Reports to CEO
Lead the marketing function — brand, demand, comms, and content. Own how the world understands what a Most Loved Workplace® is, why it matters, and why employers want their company in the category.
Why this role exists
Best Practice Institute owns one of the strongest brand assets in HR — the Most Loved Workplace® certification — but no single person has been accountable for the marketing function that grows it. This role exists to fix that: set the strategy, build the team, and turn brand strength into measurable commercial outcomes.
What you'll do
- Own and execute the marketing strategy: positioning, narrative, demand generation, brand, PR, and content programs
- Own marketing-sourced pipeline contribution as the primary commercial KPI; partner with the VP of New Business on conversion and handoff
- Own brand health: awareness, share of voice in the employer brand category, organic search position, executive thought leadership
- Set the comms and editorial calendar 90+ days in advance — Top 100 launches, research releases, executive media moments
- Partner with the CEO on category leadership: speaking, writing, media — make Lou the most quoted voice in employer brand
- Stand up partnerships with HR media, analyst firms (Gartner, Forrester, Josh Bersin), and association partners (SHRM, HR Tech, etc.)
- Report marketing performance to the CEO weekly with clean numbers — pipeline, attribution, brand health
What we measure you on
- Marketing-sourced pipeline against quarterly target
- Marketing-influenced revenue against annual target
- Brand health: share of voice, organic traffic, branded search trend
- Earned media moments per quarter (named publications)
- Cost per qualified opportunity trending down quarter over quarter
- Team retention and ramp time
What you bring
- 8–12+ years in B2B SaaS marketing, with at least 3 leading a function
- Track record of owning marketing-sourced pipeline and hitting it
- Strong category instincts — you understand how categories get built, named, and led
- Experience with HR-tech, employer brand, awards/recognition, B2B media, or adjacent categories
- Comfortable as a player-coach in a small but rapidly scaling team
- Operational discipline — you measure what you ship, you don't ship vanity work
- Executive comfort; partners well with CEO, sales leadership, and the board
How to apply
Send a resume and a short note describing the marketing function you built (or rebuilt) and one number it produced you're most proud of. No cover letter required. Send applications to careers@bestpracticeinstitute.org.
Sales · Remote-friendly · US · Full-time · Quota-carrying · Reports to VP of New Business
Own the full sales cycle for new prospects — from first qualified conversation through certification close. Run disciplined discovery with HR and People leaders, demo the MLW SaaS platform, and convert interest into committed certifications.
Why this role exists
The new-business AE is the conversion point between 'interested' and 'certified.' This is the role that turns awareness of the Most Loved Workplaces® standard into committed customers — and the role that protects the credibility of the certification by qualifying ruthlessly for tier fit.
What you'll do
- Run full-cycle sales on new logos: qualify, discover, demo the MLW SaaS platform, scope tier fit, negotiate, close
- Maintain a high-quality pipeline at 3–4× quota in HubSpot, with current next steps on every opportunity
- Partner with SDRs on outbound targeting; partner with Demand Gen on inbound conversion
- Run executive-level conversations with CHROs, VPs of People, Heads of Talent, and Employer Brand leaders
- Represent BPI at industry events, webinars, and partner motions
- Hand off cleanly to Customer Onboarding at close with a written summary of customer goals and tier rationale
- Contribute to the playbook — what works, what doesn't, what the next AE needs to know
What we measure you on
- New-logo revenue against quarterly quota
- Pipeline coverage ≥ 3× quota at any moment
- Sales cycle length trending down
- Win rate by segment and source
- Forecast accuracy quarter over quarter
- 100% CRM hygiene
What you bring
- 5+ years in full-cycle B2B SaaS sales, ideally selling into HR, People, Talent, or Employer Brand buyers
- Track record carrying and hitting quota
- Comfortable selling certifications, awards, recognition platforms, or HR-tech products
- HubSpot fluency or equivalent CRM mastery
- Operational discipline — pipeline lives in the CRM, not in your head
- Executive comfort; you can hold your own with CHROs and CEOs
- Bonus: experience selling into mid-market or enterprise HR org charts
How to apply
Send a resume and a short note describing one new-logo close you're proud of — segment, cycle length, what made it land. No cover letter required. Send applications to careers@bestpracticeinstitute.org.
Customer Success · Remote-friendly · US · Full-time · Reports to Director of Customer Engagement
Own the post-certification customer journey end-to-end — from kickoff through every renewal, every tier upgrade, and every value moment in between. The single point of accountability for whether a certified Most Loved Workplace® gets the value its tier promises.
Why this role exists
BPI certifies the world's Most Loved Workplaces® using validated employee sentiment data (LOWI, SPARK drivers, the MLW SaaS platform). The credibility of the certification — and the renewal motion that powers the business — depends on whether each certified company experiences the value their tier promises. This role builds the operational system behind that promise.
What you'll do
- Own the customer lifecycle playbook: kickoff → profile readiness → 30/60/90-day health checks → mid-cycle review → renewal motion. Make it repeatable, measurable, documented.
- Maintain the canonical customer status view across HubSpot, Asana, and the MLW SaaS platform — tier, profile completeness, engagement signal, renewal date, expansion opportunity
- Drive renewal motion 90 days ahead of renewal date. Surface at-risk accounts. Coordinate sales outreach.
- Identify and route upsell triggers within 24 hours. Every Free → Bronze, Bronze → Silver, Silver → Gold signal gets a tagged HubSpot record and a routed task to sales with full context.
- Run a weekly customer-success review with leadership: health, risk, expansion, blockers. No surprises at quarter-end.
- Coordinate cross-functionally with sales, content, profile/tech, and onboarding. You are the glue.
- Replace ad-hoc commenting with tracked work — one assigned task with an owner and a deadline.
What we measure you on
- Gross renewal rate ≥ 90% on the existing book by end of year 1
- 100% of Top 100 list launches ship on schedule with zero broken profile links
- Sub-24-hour SLA on upsell signal → routed to sales with full context
- Quarterly Customer Health Reports delivered to leadership — no late surprises
- A documented customer-success playbook that survives your absence
What you bring
- 3–5+ years in Customer Success, Customer Operations, or Account Management in B2B SaaS, certification programs, or awards/recognition platforms
- A track record of owning gross retention or net revenue retention as a primary metric
- Operational discipline — you close loops, you don't open them
- Strong written communication; you can replace a 30-comment thread with one tracked task and a clean owner
- HubSpot fluency (or equivalent CRM); Asana or comparable project ops tooling
- Comfortable working laterally across sales, content, tech, and onboarding — and pushing back constructively when an upstream system creates downstream chaos
- Bonus: experience with employer brand, HR analytics, employee engagement, or certification methodologies
How to apply
Send a resume and a short note (no cover letter required) describing one operational system you've built that survived without you. Include one customer-retention or expansion metric you owned and what it moved from / to. Send applications to careers@bestpracticeinstitute.org.
Customer Success · Remote-friendly · US · Full-time · Quota-carrying · Reports to Director of Customer Engagement
Own the relationship and the revenue on the existing book of certified Most Loved Workplaces®. Renewals close on time. Tier upgrades (Free → Bronze → Silver → Gold) get surfaced and converted. At-risk accounts get a deliberate save play.
Why this role exists
The recurring revenue line at Best Practice Institute is the heart of the business. Renewals don't sell themselves, and tier upsells only happen because someone is consistently surfacing them with the customer. This role owns both motions on the existing book — and the difference between a flat renewal book and a growing one comes down to the discipline and commercial instincts of the person in this seat.
What you'll do
- Carry a quota for renewals and tier-upgrade expansion on your assigned book
- Own renewal motion 90 days ahead of every renewal date: outreach, value review, negotiation, close
- Actively surface and pursue tier-upgrade opportunities — every customer should know what the next tier unlocks and why it's worth it
- Run quarterly business reviews (QBRs) for top-tier accounts; document outcomes
- Maintain commercial relationships with HR, People, and Talent leaders at each account
- Partner with Customer Onboarding on clean handoff for new accounts and with Customer Engagement on account-health risk plays
- Maintain disciplined HubSpot hygiene — every account, every renewal date, every next step current
- Forecast quarterly with accuracy; no surprises at quarter-end
What we measure you on
- Gross renewal rate ≥ 90% on assigned book
- Tier-upgrade expansion revenue against quarterly quota — the number that matters most
- Net Revenue Retention ≥ 110% on assigned book by end of year 1
- 100% CRM hygiene — no stale stages, no missing next steps
- QBR coverage on top 25% of accounts each quarter
- Forecast accuracy quarter over quarter
What you bring
- 4–7+ years in B2B SaaS Account Management with both renewal and expansion responsibility
- Track record carrying and hitting an expansion quota — not just renewing flat
- Strong commercial instinct on upsell — you spot the signal, frame the value to the customer, and ask for the upgrade without flinching
- Comfortable selling to HR, People, and Talent leaders at director and executive level
- HubSpot fluency or equivalent CRM mastery
- Operational discipline — your CRM tells the truth about your book, always
- Bonus: HR-tech, employer brand, awards/recognition, or certification industry experience
How to apply
Send a resume and a short note describing one expansion motion you owned — book size, expansion quota, what you delivered, and one upsell deal you're proud of. No cover letter required. Send applications to careers@bestpracticeinstitute.org.