Accountability Chart

ABM Lead Manager/Head of ABM

Description: The ABM head will be responsible for analyzing and improving the ABM department's

operations, advocating for the team and preparing them for success, as well as developing

and implementing improvement plans for ABM as a product.

Responsibilities:

• Observe, analyze, and implement improvement plans on current operations.
• Develop enhancement strategies to improve ABM as a service.
• Actively work closely with the data department to ensure smooth collaboration
• Train, mentor, and guide team members in new processes.
• Manage and own ABM Master class sessions.
• Investigate shortfalls, issues, and complaints in current business processes.
• Create annual budgets and hiring plans for the department
• Review tools and processes as best practice that we can implement for all teams

under her/his leadership.

• Owns ABM team's performance and efficiency.
• Quarterly reports on team's performance, budget, results.

ABM Manager

Description: The Account-Based Marketing (ABM) Manager is responsible for the strategy and implementation of effective Account-Based Marketing programs that meet the growth objectives of our clients, with a strong emphasis on driving pipeline generation exclusively from a top target account list and accelerating existing opportunities. The role will also

support strong partnerships with key stakeholders within the Marketing organization, and

do client facing presentations.

Responsibilities:

• Define the Account-Based Marketing strategy and execution plan for clients.
• Partner closely with our clients’ sales teams to ensure strong marketing and sales alignment.
• Develop growth strategies with the sales team in order to optimize engagement within high-value accounts.
• Manage client meetings, prepare kick-offs, reports, and documents needed by client/campaign.
• Manage project timelines, quality issues, resources, & budget.
• Responsible for engagement profitability
• Identify the most effective marketing messages through A/B testing using value propositions, materials, channels, and calls to action for personas and key accounts.
• Assist with account research, campaign planning, development, execution, and performance.
• Attend workshops, lectures, and training sessions wherever possible.
• Manage your team's annual budget efficiently.
• Manage team capacity effectively, prioritize efforts

Junior ABM Manager

Description: The Junior ABM Manager is responsible for closely supporting the strategy and implementation of effective Account-Based Marketing campaigns designed by their ABM Manager, they also have the responsibility of assisting with internal coordination inside of an ABM team, reducing the load of coordination tasks for the ABM Manager, a senior ABM coordinator’s final mission is to level up to ABM lead.

Responsibilities:

• Supporting the ABM Manager on campaign management
• In charge of minor/advanced ABM engagements
• Own the execution of some ABM campaigns
• Correlate with ABM coordinators and List Building coordinators to ensure the
• Help coordinate the team on work-related tasks
• Being familiar and comfortable with Kalungi’s internal processes
• Clear knowledge of the internal workings of their team
• Tracker and campaign monitoring

ABM Campaign Coordinator

Description: The ABM Campaign Coordinator and QA is responsible for managing the campaigns channels of our clients, updating the metrics and dashboards. The main focus of this role is keeping numbers tracked and updated properly, ensuring quality at the data level and coordinating elements, like list building specialists and data operators, alongside the ABM lead, to guarantee the success of the campaigns.

Responsibilities:

• Execute and manage campaigns through the established channels.
• Keep campaign metrics and trackers updated.
• Monitor campaign performance and report any issue immediately.
• Generate performance reports on ongoing campaigns.
• Provide campaigns insights on ICP & Key Personas during campaign execution.
• Identify successes and failures on the established campaigns channel.
• Verify the quality of the lists to be used.
• QA list building and data being used on the campaigns.
• Manage and Update of the Suppression list per client.
• Maintain a clear line of communication between campaign stakeholders.

ABM List Building Coordinator

Description: The ABM List Building Coordinator, also called List Building Specialist is responsible for delivering high-quality list building, that includes developing list building strategies, organizing and setting up the list building process, monitoring as well as checking the work on the list keeping in mind that these lists will be used for marketing campaigns.

Responsibilities:

• Setup and organize the list building processes.
• Develop and manage the list building process from beginning to end.
• Deliver quality list buildings.
• Manage the team's questions in regards to the work being done.
• On-board the team to new projects and processes.
• Identify possible optimizations that can be applied to the list buildings processes.
• Assist the ABM Lead with keeping track of the team's performance.
• Identify new sources and tools needed for data extraction.
• Identify best sources and practices for the list building project.

Data Operator

Description: The Data Operator is responsible for helping gather data from various sources - which can range from just websites to contact information and more, and efficiently manage a large amount of information. You will also have the opportunity to learn and gain experience in B2B SaaS marketing.

Responsibilities:

• Data entry and enrichment
• Conduct online research
• Scrape websites
• Aid in the creation of curated lists of prospects for our client’s
• Verify accuracy and sort information to prepare sourced data.
• Review data for deficiencies or errors, correcting any incompatibilities and checking output.
• Generate reports, store completed work in designated locations and perform backup operations.
• Transfer data from paper formats into database systems
• Type in data provided directly from customers or other parties
• Create and manage spreadsheets with large numbers of figures
• Verify data by comparing it to source documents

Associate CMO

Description: The Associate CMO acts as an out-sourced marketing leader for clients. They focus on understanding the clients needs and offering a marketing playbook based on their current positioning. Associate CMOs (depending on their level) manage Marketing Associates and Marketing Interns. The ACMO reports to the ACMO Manager.

Responsibilities:

• Creating the go-to-marketing strategy
• Cross-departmental project management
• Planning and executing inbound and outbound campaigns
• Website creation and upkeep
• Building out branding and messaging
• Tracking key marketing and business metrics
• People management and upskilling
• Provide full accountability to results
• Customer Support
• Help clients reach T2D3 Growth

Associate CMO/Marketing Leadership Manager

Description: The manager of the marketing leadership division leads Kalungi’s Associate CMOs. This manager knows the role of the ACMO well and leads the team in managing engagements, allocating leadership resources for new clients, managing renewal revenue, and putting systems in place to improve marketing leadership performance, while also managing the ACMO team directly. This person is a part of the Leadership Team and reports directly to the CEO.

Responsibilities:

• Lead & level up Kalungi CMOs (career development)
• Establish hiring criteria for new CMOs, marketing associates, & interns
• Standardizing the Kalungi engagement, build engagement roadmap/timelines
• Structure Associate CMO calendar planning, time management, etc.
• Develop thought leadership (Blogs, podcasts w. Mike and Stijn, etc.)
• Establish sales trainings for ACMOs
• Build role progressions for Marketing Associate & update intern progression
• Develop/present masterclasses for MA’s & interns
• Assist with Sales calls (post-discovery? Pre-meet ACMO?).
• Help with Bruno/Armando reach revenue generation targets
• Own 1-2 engagements
• Manage hiring budget in conjunction with engagement load

Marketing Associate

Description: An intermediate level leader able to coordinate with multiple teams and manage a high volume of projects across multiple clients. The Marketing Associate supports the Associate CMO team throughout client engagements, helping to manage the internal team, coordinate with the client, and plan the strategy of the engagement. Shadows and acts as an extension of their Associate CMO. They help keep track of action items, work on important strategy and planning documents and deliverables, keep the team accountable, on task, and on schedule.

Responsibilities:

• Relaying feedback and communications from clients
• Interpret analytics and create meaningful actions for the team to take
• Tactical execution on high level strategies implemented by Associate CMO
• Presenting progress to clients
• Owns the monthly marketing reports
• Builds the GTM workshop deck
• Creates the Competitive Research deliverable
• Responding to SDRs
• Communicating goals to internal team
• Setting expectations with clients and internal team
• Manage multiple projects between different clients
• Lead internal meetings
• Run ABM campaigns from start to finish
• Check in on team OKRs
• Material review, editing, and revision (content, design, web dev, etc.)
• Client communication
• Supporting the team with materials, context, etc.
• Goal/expectation setting and strategy
• Filling in the gaps (pinch hitting for content, web dev, automation, etc. whenever needed)

Marketing Intern

Description: An entry level marketing leader able to coordinate with multiple teams and manage a high volume of projects across multiple clients. The Marketing Intern supports the Associate CMO team throughout client engagements, helping to manage the internal team, coordinate with the client, and plan the strategy of the engagement. They help keep track of action items, work on important strategy and planning documents and deliverables, keep the team accountable, on task, and on schedule.

Responsibilities:

Tactical execution on high level strategies implemented by Associate CMO

Owns the monthly marketing reports

Builds the GTM workshop deck

Creates the Competitive Research deliverable

Responding to SDRs

Communicating goals to internal team

Manage multiple projects between different clients

Lead internal meetings

Run ABM campaigns from start to finish

Check in on team OKRs

Material review, editing, and revision (content, design, web dev, etc.)

Supporting the team with materials, context, etc.

Goal/expectation setting and strategy

Filling in the gaps (pinch hitting for content, web dev, automation, etc. whenever needed)

Design Associate

Description: Responsible for interaction, user interface, user experience, information architecture design, and usability within Kalungi products

Responsibilities:

• Build and maintain design systems for Kalungi UI and UX components
• Work with Product Developers and Product Managers to design new UI elements, capabilities and prototypes in Figma
• Research UI design trends and patterns to inspire designs and marketing strategies
• Create designs that support product marketing efforts led by Product Managers

Product Developer:

Description: Responsible for bringing products to reality through technical creation. Crossover of web-design, programming, and Bubble development. A support-level player who is honing their craft and working toward understanding the organizational context of products being built.

Responsibilities:

• Collaborate closely with a PM and Designer on projects
• Is provided specific products or scoped capabilities that need to be built (e.g., implement a pre-prototyped OKR module or build a URL modifier)
• Ship features from existing product road-maps
• Create documentation for in-development and live products
• Provide customer support for live products
• Address user-reported bugs
• Improve existing products by refining workflows and introducing new capabilities
• Track, measure, and improve speed and quality of product development
• Contribute to and actively plan meetings
• Contribute to delivering successful products with cross-functional team members
• Learning to collaborate cross-functionally

Product Developer 2

Description: Brings products to reality through technical creation. Crossover of web-development, programming, and Bubble development. A support-level player who is honing their craft and working toward understanding the organizational context of products being built. The Product Developer designs, builds, launches and iterates over Kalungi’s own (internally developed) tools. Internal tools (ie. webdev automated processes) to help our own team’s performance, and external tools (ie, Atlas and Atlas Pro), that can be commercialized and used by our partners and other institutions. The product developer is in charge of developing new functionalities, updating and fixing bugs, testing and reviewing products before launch, and answering questions and support tickets that may arise.

Responsibilities:

• Collaborate closely with PMs and Designers on projects
• Is provided specific products or scoped capabilities that need to be built (e.g., implement a pre-prototyped OKR module or build a URL modifier)
• Ship new features from product roadmaps
• Create documentation for in-development and live products
• Provide customer support for live products
• Address user-reported bugs
• Improve existing products by refining workflows and introducing new capabilities
• Track, measure, and improve speed and quality of product development
• Contribute to and actively plan meetings
• Contribute to delivering successful products with cross-functional team members
• Learning to collaborate cross-functionally

Product Associate

Description: The Product Associate coordinates Product Designers and Product Developers to produce product features & capabilities that that have been scoped out by a Product Owner or Product Manager. This role also supports with marketing efforts around their product area, including demand generation, positioning, pricing, messaging, content creation, performance marketing, marketing campaigns, and funnel reporting. The Product Associate is a supporting-level player who is honing their craft (toward being a Product Owner) and working to understand organizational context

Responsibilities:

• Collaborate with other product specialists (designers, developers) to deliver small sections features and capabilities from the overarching product roadmap
• Communicates clear product requirements that enable designers and developers
• Support with positioning, pricing & placement of the products in their suite
• Contribute to content marketing (and documentation) efforts for their product track
• Create help and how-to documentation for their owned product suite
• Support other Product Associates in their individual marketing and development efforts
• Contribute to, actively plan meetings, and manage follow-ups
• Manage support tickets within their specific product track
• Own basic customer, competitive, and market analyses to inform product development decisions
• Learning to use tools (Excel, HubSpot, Search Console, etc.) to organize, manipulate and report on data for their product suite

Automation Specialist

Description: The Automation Specialist job consists of planning and implementing Automation strategies for clients. They integrate different sales and marketing tools with Hubspot, and work to automate manual tasks.

Responsibilities:

• CMO communication on specific clients
• Project updates
• Complex project execution
• Automation Plan development
• Daily tasks updates
• Specialist Feedback
• Client communication escalation
• Direct Client communication
• Client Satisfaction

Design Manager

Description: An experienced designer who can own/ lead multiple engagements (6-8 clients at a time) from start to finish. This designer specializes in branding/ visual identities but is also well experienced in all other areas of design. This designer is able to keep their own schedule organized, delegate tasks to other designers, and own feedback loop for client facing situations. Responsible for overseeing the design team, managing expectations/ bandwidth for team members, keeping the team on track for goals and OKRs. Be the voice and advocate for the team to inbound team management.

Responsibilities:

• Ownership of all communications/feedback/implementation for each of their clients
• Delegates tasks to supporting team members to make room for bigger incoming requests or new clients
• Keep track of all ongoing, incoming, outgoing engagements
• Keep track of team members growth/ progress
• Set up new processes and standards to help design/inbound team processes.

Associate Designer

Description: A growing junior designer who is able to own 2-4 engagements from start to finish at a time. This designer specializes in branding/ visual identities but is also well experienced in all other areas of design. This designer is able to keep their own schedule organized, delegate tasks to other designers, and own feedback loop for ongoing projects.

Responsibilities:

• Ownership of all communications/feedback/implementation for each of their clients
• Able to design a full website in Figma
• Able to use adobe AI, PSD, IND fluently
• Able to create templates in google, word, ppt, and adobe programs; conceptualize brands and input into Figma
• Creates logos
• Lead client facing meeting regarding branding

Junior Designer

Description: The junior designer is responsible for creating and expanding on design assets based on client's approved brand style guidelines. The role provides support for the visual / graphic needs of the Lead Designers. The junior designer does not lead any client branding workshops but is there to support the design team with deliverables after the workshop and the brand has been created.

Responsibilities:

• Website mock-ups
• E-books
• Imagery
• Iconography expansion
• Social media graphics
• Print material
• Slide decks
• Graphics / brand assets
• One-pagers
• "Non-Branding workshop" client meetings ("Design Production Support" will be able to assist with client engagements post-workshop process to alleviate the "Lead Designer" of unnecessary responsibilities)

Content Marketing Specialist

Description: Content Marketing Specialists plan, create, and execute a content strategy for clients. This role includes writing different types of content such as website pages, blogs articles, landing pages, emails etc. The Content Specialist works closely with the team of designers, automation specialists and content leads. A content marketing specialist owns 3-5 content engagements. They use SEO best practices to give clients online visibility, and offer value with our content so they can develop audience trust and a loyal customer base.

Responsibilities:

• Random/last-minute requests (email copy, landing page or website copy, one-pager/sales enablement, transcripts into content, etc.)
• Planning and strategizing for client’s content calendar (including market research, planning for SEO,
• Blogs (research, writing, edits, SEO optimizations, reviews, staging, publishing)
• Sales enablement/lead magnets (one-pagers, case studies, newsletters, eBooks, testimonials)
• Project management (keeping CMO on task for reviews/moving content forward, juggling/prioritizing workload based on needs, managing Verblio, keeping Trello up to date, managing GCD requests, design requests, SEO requests, etc.)
• Website copy (pop-up, in-line CTAs, product pages, website pages, landing pages, demo pages, SEO optimizations)
• Write SEO-optimized blogs and website pages
• Write and manage social media posts, newsletters, product release emails and webinar promotion

Video Team Manager

Description:

Responsibilities:

• Develop concepts or creative ideas for video projects.
• Produces and edits short-form and long-form videos.
• Shoot video, whether in-house or out in the field.
• Research trends and patterns to inspire designs and marketing strategies.
• Runs full production cycle from script writing to planning, filming, editing and approvals with key stakeholders.
• Makes technical and creative decisions regarding locations, appropriate lighting, shooting angles, camera placement, audio needs, and other production matters.
• Leads projects and actively plans meetings.
• Present and articulate rationale for concepts, direction and in progress to creative peers.
• Begins going beyond best practices, and starts uncovering novel, unexpected, but still workable solutions.
• Improvement and awareness of changing technologies and best practices.
• Responsible for team growth and team performance.
• Continued broadening of the team’s technical capabilities

Video Specialist

Description:

Responsibilities:

Develops concepts or proposals to a client and gets pitch approved.

Produces and edits short-form (and occasionally long-form) videos.

Shoot video, whether in-house or out in the field.

Research trends and patterns to inspire designs and marketing strategies.

Runs full production cycle from script writing to planning, filming, editing and approvals with key stakeholders.

Makes technical and creative decisions regarding locations, appropriate lighting, shooting angles, camera placement, audio needs, and other production matters.

Leads projects and actively plans meetings.

Present and articulate rationale for concepts, direction and in progress to creative peers.

Video Production Associate

Description: The Video Production Associate is the animator/illustrator specialist of the video team, and the one in charge of creating assets, preparing them to be animated and animating them. They also work on video editing, motion graphics and screenwriting.

Responsibilities:

• Develops and executes on-air design concepts including working with creative peers to bring concepts to life through animation.
• Designs storyboards which present a design concept using advanced graphics and animation tools, techniques, video, filming footage, stock imagery photography and special effects.
• Animate original concept designs or client driven designs using animation tools such as After Effects.
• Works with in-house editors and producers regarding implementation of graphic design needs.
• Maintain digital files and ensure that projects are properly archived.
• Deliver strategic and conceptual motion principles and systems that communicate brand intention and value across the brand.
• Edit together and/or composite live-action footage and completed animations into final product.
• Present and articulate rationale for concepts, animation direction and in progress to creative peers.

SEO Manager

Description: Manage team of SEO associates, working together to maintain and opitimize content and products for better SERPs rankings.

Responsibilities:

• Create blogs and documents to lay a better foundation for Kalungi SEO.
• Manage SEO associates, teaching them and helping them grow/level up
• Create SEO strategies, collaborating with CMOs and content team
• Lead creation of new tools to help standardize the SEO marketing process
• Work with associate to lead direction of client search growth
• Have knowledge over a wide variety of tools such as Google Search Console, SEMrush, SEO Spider, to help team better understand how to process client SERPs information.

Finance Coordinator

Responsibilities:

• Quickbooks transactions categorization (daily banking)
• Emburse - transaction categorization by customer, managing balance and users
• Determining charges to pass through to clients, invoicing accordingly
• Monthly cash flow analysis/forecasting
• Auditing monthly expenses for cost-saving opportunities
• Paying all contractors, vendors, bills
• ADP – new employee setup, issuing semi-monthly payroll
• Client invoice creation, follow up, reconciliation
• Tracking and Reimbursing staff expenses
• Managing external payment programs (Paypal, Payoneer, Bill.com)
• Tracking payments received in Hubspot & commission
• Responsible for collection of W9’s for year-end 1099’s
• Creation and maintenance of company documents (payment terms, banking instructions)

HR Manager

Description: The HR Manager is the first and last point of contact at Kalungi, from the first interview to the last day. They manage anything "people" related at the company. The HR manager is a member of the Leadership Team and reports directly to the CEO.

Responsibilities:

• Managing the hiring portal(s) and communicating with all applicants throughout the hiring process
• On-boarding all new employees and contractors; including sending contracts, giving access to company tools, and conducting one-on-one meetings periodically for the first 90 days at Kalungi
• Gathering and reporting feedback from the team for managers and L-team
• Managing and enforcing Kalungi’s compensation structure
• Creating and enforcing company policies
• Assisting with and administering Performance improvement plans, termination, and other disciplinary actions
• Strengthening and highlighting company culture via the Kalungi website, Culture Council, Human Resources initiatives, and Leadership meetings