Director of Demand Generation, ABM, Marketing Operations

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

📋 Description

• Lead the strategy for demand generation with a primary emphasis on creating pipeline and driving revenue impact, rather than merely focusing on lead volume.

• Design, implement, and expand digital-first demand initiatives across various channels including paid media, website, email, lead nurturing, digital ABM, and other performance-based channels.

• Develop and oversee demand generation budgets while continuously tracking ROI and reallocating resources based on performance metrics.

• Regularly meet or surpass pipeline goals; share results and insights with the executive team.

• Create and refine tiered ABM strategies that align with the Sales account approach, facilitating multi-touch, multi-channel engagement across buying committees.

• Utilize intent signals and first-party data to prioritize accounts and customize outreach at scale.

• Assist in managing lengthy and complex buying cycles that are typical in federal and regulated markets.

• Establish and scale marketing operations processes and technology stack, including marketing automation, attribution, lead scoring, lead routing, lifecycle stages, and Sales transitions.

• Implement and enhance tools such as marketing automation platforms, CRM integrations, intent data providers (e.g., ZoomInfo), and sales engagement platforms.

• Develop and maintain dashboards and reporting systems that unify Marketing, SDR, and Sales teams around common pipeline metrics and accountability.

• Manage the Knox website as a fundamental demand and conversion engine, ensuring it remains continuously updated, optimized, and aligned with digital campaigns.

• Collaborate with the Content team on SEO and AEO strategies while overseeing the technical, operational, and performance elements that enhance discoverability and conversions.

• Establish data-driven demand and pipeline strategies using top-down targets and bottom-up forecasting in close collaboration with Sales and Finance.

• Create scalable playbooks for digital demand, ABM, and operations to support growth.

⛳️ Requirements

• Over 5 years of experience in B2B demand generation, particularly within SaaS or complex technical products.

• A proven history of generating sales-aligned pipeline through digital demand and ABM initiatives.

• Extensive experience in various digital demand channels: paid advertising, website optimization, email and lead nurturing, digital ABM, and performance marketing.

• Demonstrated capability to set data-driven targets, create forecasts, and optimize strategies based on outcomes.

• Practical experience in marketing operations and technology: attribution, lead scoring, routing, CRM integration, and marketing automation.

• Due to the nature of our engagements with federal government clients and the need for compliance with relevant regulations, this role requires U.S. citizenship. Dual citizenship is not acceptable for this position. Candidates must provide documentation verifying sole U.S. citizenship status as part of the background check process.

🏝️ Benefits

• Medical

• Dental

• Vision

• Life & Disability

• Unlimited PEO

• Employee-funded 401k plan