Director, Demand Generation

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

📋 Description

• Develop the demand generation engine. Establish demand generation programs, strategies, data insights, and tools that connect with and energize the unified pipeline team — including events and field marketing, SDRs, and sales associates — to ensure target accounts progress through every stage of their journey.

• Transform demand generation to be AI-centric. Spearhead a demand motion designed as a closed loop: agents research every target account, monitor trigger events such as funding rounds, executive changes, and competitor activities, and personalize outreach as soon as a buying opportunity arises. Creative strategies are developed from core positioning, voice, and proof points, rather than being rebuilt from scratch for every campaign, with budget reallocations based on measured responses to enhance future cycles.

• Redefine the demand generation playbook. The companies we target represent a small, sophisticated audience that often disregards generic marketing. You will need to innovate beyond conventional channels utilized in traditional demand gen playbooks and create unique programs, formats, and moments that capture attention and build trust with this audience.

• Assemble and cultivate a high-performing, AI-savvy team. Recruit, lead, and nurture a team of campaign and channel marketers who prioritize an AI-first approach. Establish clear ownership, coach for impact, and elevate the quality and speed of the output.

• Implement account targeting and tiering strategies. Collaborate with sales to refine the ideal customer profile, identify and prioritize target accounts, and align on mutual goals and account priorities.

• Coordinate across the motion. Establish a cohesive operational rhythm with the outbound and field teams you work alongside, ensuring that targeting, account statuses, and next steps are synchronized and that all efforts collectively advance accounts.

• Take ownership of results. Be responsible for the pipeline generated by your programs, and define and report on key metrics — including account progression, pipeline generated, and win rates.

• Manage the budget. Direct ABM and channel spending, including investments in agencies, toward the programs that yield the highest returns.

⛳️ Requirements

• Over 6 years of B2B marketing experience, particularly in leading account-based or demand generation teams and managing personnel.

• Demonstrated success in executing account-based marketing, including managing account targeting and tiering, developing tiered program models, and generating measurable pipeline from designated accounts.

• Experience in an AI-driven environment with a proven ability to leverage AI for enhanced efficiency and effectiveness.

• Extensive multi-channel expertise, covering paid, digital, social, direct mail, web, content, and lifecycle marketing, with a solid understanding of how channels interact to advance an account.

• Proven experience in leading agency or vendor partnerships as an extension of an in-house team.

• Strong collaborative orientation with sales, and an understanding of how SDRs, AEs, and sales teams engage with named accounts.

• Excellent analytical and measurement capabilities. You define success in terms of pipeline and revenue rather than mere activity, and you manage budgets for optimal returns.

• Proficient with a contemporary, AI-native go-to-market stack, encompassing data enrichment and orchestration (e.g., Clay), signal and intent platforms (e.g., Common Room, 6sense), marketing automation, and CRM systems.

• A builder's mentality, characterized by enthusiasm for establishing new initiatives, creating structure, and navigating ambiguity.

• Experience in fintech or other complex enterprise SaaS is preferred. Familiarity with private markets (private equity, venture capital, commercial real estate, etc.) is a plus.

🏝️ Benefits

• Health, dental, and vision coverage for you and your family

• Life insurance

• Mental wellness support

• Assistance for fertility and family growth

• Flex Time Off in addition to paid company holidays

• Paid family leave, medical leave, and bereavement leave policies

• Retirement savings plans

• An allowance to customize your home work and technology setup

• Annual stipend for professional development