Director, Demand Generation

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

📋 Description

• Take charge of the demand generation strategy and quarterly planning, establishing pipeline and MQL/SQL objectives in collaboration with Sales and finance/RevOps.

• Develop and manage multi-channel campaigns that include paid search, paid social, display/retargeting, email nurturing, webinars, and content syndication.

• Create and implement account-based marketing (ABM) initiatives focused on specific accounts, working closely with Sales and Field Marketing.

• Oversee marketing automation and lifecycle strategies (including lead scoring, nurture tracks, and routing rules) in partnership with RevOps/marketing operations.

• Administer the demand generation budget across various channels, consistently reallocating resources based on cost-per-lead, cost-per-opportunity, and pipeline ROI.

• Collaborate with Product Marketing to convert messaging and positioning into effective campaign assets, landing pages, and promotional offers.

• Develop and maintain demand generation reporting and dashboards (MQLs, SQLs, pipeline sourced/influenced, conversion rates, CAC), and present findings to marketing and sales leadership.

• Conduct experimentation and testing across channels and offers to consistently enhance funnel conversion rates at every stage.

• Manage relationships with vendors/agencies related to paid media, ABM, and marketing automation.

• Build and lead a team of demand generation managers/specialists as the function expands.

⛳️ Requirements

• Over 7 years of experience in demand generation or growth marketing, including at least 3 years in a leadership position responsible for pipeline outcomes.

• Background in B2B SaaS, preferably in sectors like cybersecurity, cloud infrastructure, or other technical/enterprise IT domains.

• Demonstrated success in creating and scaling multi-channel demand programs that consistently generate pipeline aligned with targets.

• Extensive knowledge of marketing automation platforms (e.g., HubSpot, Marketo) and CRM systems (Salesforce), including lead scoring, routing, and attribution configurations.

• Strong analytical capabilities — confident in managing funnel metrics, creating dashboards, and justifying marketing ROI to Sales and finance teams.

• Practical experience in executing paid media campaigns (Google, LinkedIn, and/or industry-specific advertising platforms) and assessing channel effectiveness.

• Experience in executing or closely collaborating on ABM initiatives and account-based strategies with Sales.

• Exceptional skills in cross-functional collaboration, especially with Sales, SDR, RevOps, and Product Marketing.

• Located in the United States, with the ability to work across U.S. time zones.

🏝️ Benefits

• Health insurance

• Retirement plans

• Paid time off

• Flexible work arrangements

• Professional development