Director of Demand Generation

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

📋 Description

• Convert Quavo's ICP, account tiers, buyer personas, and revenue objectives into a targeted demand strategy for banks, credit unions, fintechs, processors, and sponsor banks.

• Collaborate with Product Marketing to maintain an up-to-date understanding of Quavo's target buyers, including their priorities, purchasing process, key stakeholders, and factors that create urgency for fraud and dispute solutions.

• Identify priority account segments, buying group members, pain points, and campaign themes for each quarter, adapting focus as market conditions and sales priorities evolve.

• Develop account-based programs that leverage account fit, intent, enrichment, regulatory triggers, leadership changes, hiring trends, and sales insights to prioritize the appropriate accounts and individuals.

• Create campaigns for priority accounts that integrate digital, sales outreach, executive programs, and events into a cohesive initiative, each with a defined audience, buyer challenges, messaging, and measurement plan.

• Manage the integrated campaign calendar encompassing digital, email, paid media, webinars, lifecycle nurture, partner programs, and sales-activated initiatives, ensuring clear ownership, follow-up actions, and performance visibility across all active programs.

• Design and execute high-touch programs such as executive dinners, roundtables, conference engagements, customer-led sessions, partner events, and other account-based experiences.

• Establish the field operating model, including audience strategy, invitation tactics, sales coordination, experience design, post-event follow-up, and account intelligence capture.

• Ensure that field programs are synchronized with broader account journeys, maintaining clear links to priority accounts, buying group engagement, active opportunities, and next-step strategies.

• Enhance conversion rates from engaged accounts to qualified sales discussions by refining offers, scoring systems, follow-up processes, proof points, ROI content, and competitive context.

• Define the demand measurement framework and maintain a regular review cadence with Sales and Revenue Operations to assess pipeline contribution, campaign effectiveness, and account progression.

• Utilize performance data, AI, and automation to pinpoint conversion gaps, test enhancements, and optimize programs throughout the entire funnel.

⛳️ Requirements

• 8-10+ years of experience in B2B demand generation, growth marketing, revenue marketing, integrated campaigns, or ABM, with a focus on programs that drive pipeline results.

• Proven history of generating qualified pipeline in long-cycle enterprise or mid-market B2B environments, particularly with $100K+ ACV and multi-stakeholder buying committees.

• Extensive ABM experience, including named- or tiered-account programs that engage multiple members of a buying group.

• Proficiency in integrating events, executive programs, partner initiatives, and webinars into account-based demand programs, covering audience planning, sales alignment, follow-up strategies, and opportunity progression.

• Practical experience with integrated campaigns, lifecycle marketing, paid and digital channels, marketing automation, CRM reporting, and sales activation.

• Demonstrated success in collaborating with Sales and Revenue Operations to align target accounts, enhance follow-up quality, and connect marketing activities to pipeline results.

• Strong analytical and operational acumen, with the ability to analyze funnel performance, diagnose conversion issues, and provide clear recommendations.

• Excellent executive communication skills, capable of translating demand performance into business impact.

• Willingness to travel up to 20% as necessary to support business demand and coverage needs.

🏝️ Benefits

• Health insurance

• Retirement plans

• Paid time off

• Flexible work arrangements

• Professional development opportunities