Director, Demand Generation

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

📋 Description

• Collaborate with Sales leadership to establish quarterly targets for marketing-sourced and influenced pipeline.

• Develop a program mix aimed at achieving pipeline objectives and conduct weekly performance reviews with Sales.

• Create an integrated campaign framework featuring a single brief, calendar, scorecard, and designated owner for each campaign.

• Transform Tier-1 product launches into active pipeline campaigns in partnership with Product Marketing.

• Design ongoing Account-Based Experience (ABX) programs for key segments and specified accounts.

• Align audiences, account lists, campaign priorities, pipeline goals, and cost-per-SQL objectives in collaboration with Digital Marketing.

• Enhance funnel-stage criteria, routing, speed-to-lead service level agreements, and campaign influence visibility with SDR leadership and Marketing Operations.

• Develop re-engagement initiatives for stalled leads, closed-lost opportunities, and event participants.

• Create partner co-sell campaigns and marketing development fund (MDF) programs in collaboration with AWS, Twilio, NVIDIA, and other partners.

• Recruit, mentor, and develop the campaign team.

• Manage the campaign calendar utilized by Demand Generation, Product Marketing, Branding, Content, Events, and Sales.

• Report to the VP of Demand & Growth and partner with Growth Marketing, Events & Field Marketing, Digital Marketing, and Marketing Operations.

⛳️ Requirements

• Proven experience managing an enterprise pipeline number in conjunction with Sales and tracking programs from initial contact to closed-won status.

• Familiarity with developing ABM/ABX programs targeting enterprise buying committees, focusing on measurable pipeline and revenue outcomes.

• Capability to analyze full-funnel conversion metrics across MQL, SAL, SQL, and closed deals.

• Understanding of CRM campaign structures, marketing automation tools, and attribution methodologies.

• Proficiency in translating positioning into cohesive campaign messaging across advertisements, emails, landing pages, and SDR outreach.

• Demonstrated player-coach leadership experience, encompassing the hiring and nurturing of marketers, along with drafting briefs and generating reports.

• Experience with AI-driven processes for creating human+AI workflows related to campaign planning, content generation, list building, analysis, and reporting.

• Skilled in developing repeatable campaign models, scorecards, and playbooks.

• Ability to cultivate trust with Sales and SDR leaders while sharing accountability for pipeline outcomes.

• Preferred: typically 10+ years of experience in B2B demand generation or integrated campaigns, including several years in managerial roles, or equivalent proven experience.

• Preferred: background in a rapidly growing technical company, such as those focused on cloud computing, data infrastructure, developer tools, security, or AI.

• Preferred: exposure to API-first or usage-based businesses, or experience in regulated industries.

• Preferred: co-marketing experience with hyperscalers or Independent Software Vendors (ISVs).

• Preferred: hands-on experience with Salesforce, HubSpot, Outreach, Dreamdata, 6sense, Demandbase, Superset, LinkedIn Ads, and Google Ads.

• Preferred: experience executing integrated campaigns in collaboration with an agency partner while retaining strategic oversight in-house.

🏝️ Benefits

• Equity opportunities.

• Performance-based bonus.

• Access to AI tools and opportunities for workflow experimentation as part of the operational framework.

• Commitment to equal employment opportunities.

• Voluntary self-identification and confidential management of demographic data.