Director, Demand Generation

This is a fully remote position, open to applicants in Virginia.

📋 Description

• Take charge of the comprehensive demand generation strategy by segment, persona, and ideal customer profile throughout the entire buyer journey.

• Convert revenue objectives into quarterly pipeline and campaign strategies while forecasting with data-driven precision.

• Collaborate with RevOps, Sales, and Product Marketing to enhance ideal customer profiles, target account lists, and segmentation.

• Create and oversee integrated full-funnel campaigns across digital platforms, ABM, nurture strategies, webinars, content syndication, and partner/co-marketing initiatives.

• Distinguish messaging, creative elements, and demand generation offers by leveraging buyer insights and competitive positioning.

• Conduct ongoing experimentation and testing to refine messaging, channels, offers, and conversion rates.

• Construct a scalable, privacy-conscious demand engine utilizing modern marketing technologies.

• Advocate for responsible AI implementation in campaign production, personalization, and analytics.

• Maintain data integrity, attribution discipline, and seamless marketing-to-sales transitions.

• Oversee marketing-to-sales SLAs, lead/account routing, and follow-up processes.

• Facilitate joint pipeline inspections and coverage assessments with Sales leadership.

• Enhance conversion rates, velocity, and win rates across different stages and segments.

• Build, mentor, and develop a high-performing team.

• Conduct weekly, monthly, and quarterly operational reviews focusing on demand metrics, accountability, and necessary adjustments.

• Relay plans, outcomes, and resource requirements to executive leadership.

• Manage the demand generation budget allocation, reallocation, and ROI accountability.

• Decrease CAC and enhance payback periods while ensuring pipeline coverage and growth.

⛳️ Requirements

• A minimum of 10 years of experience in B2B marketing.

• At least 5 years of experience in demand generation within the Software or SaaS sector.

• Proven experience in owning pipeline and revenue results in a Software or SaaS marketing context.

• Experience across enterprise, mid-market, and/or product-led growth strategies.

• Strong knowledge of modern marketing technologies, CRM systems, marketing automation, attribution and BI tools, intent and enrichment data, ABM platforms, paid media, and demand analytics.

• Leadership experience in hiring and coaching.

• Ability to effectively communicate strategies and results to C-suite and board-level executives.

• Understanding of funnel metrics, attribution models, cohort analysis, and pipeline economics.

• Familiarity with category creation, international expansion, or channel/partner demand initiatives.

• Experience engaging with community-led growth and technical or developer audiences.

• Proven track record of operationalizing AI within marketing workflows.

• Experience in marketing to technical buyers or within data, cloud, or security sectors.

• Expertise in privacy-aware measurement, including first-party data, consent, and modeling.

• Capital One will not sponsor a new applicant for employment authorization for this position.

🏝️ Benefits

• Performance-based incentive compensation, which may include cash bonuses and/or long-term incentives (LTI).

• Comprehensive, competitive, and inclusive health, financial, and additional benefits that support overall well-being.

• Reasonable accommodations available for applicants in need.