Demand Generation Lead

Responsibilities

• Own the number
• - Carry the target: Discovery calls, demos, and sourced pipeline are yours across every motion: outbound, events, inbound, and ABM. You set the quarterly plan, forecast against it, and answer for the gap
• - Lead the BDR team: Five BDRs report to you. You hire, coach, and set their targets, and you decide who they contact, in what order, and with what message across calls, email, and LinkedIn
• - Run outreach end to end: The weekly action list each rep works from is your product, and so is its hit rate. When meetings drop, you find out whether the problem is the list, the message, or the execution, and you fix it
• - Own the number in motions you don't run: Events, inbound, and ABM are executed by other teams. You set the pipeline target for each with them, supply the target lists and follow-up, and hold the combined number
• - Fix the leaks: Track conversion from first conversation through demo and proof of concept, find where good accounts stall, and fix the handoff with the AEs
• - Report the truth: Publish the weekly demand gen update the whole GTM team runs on. Snapshot and cohort views, built from CRM stage history, that change decisions
• - Manage the budget: Programme spend and per-vendor credit budgets. Every tool earns its place by the job it does, and you retire the ones that stop earning it
• - Maintain the GTM system: A production codebase runs our signals, account scoring, and AI sales agents. You are its maintainer: you write the code, ship it, deploy it, and get paged when it breaks. Nobody else builds it for you
• - Ship every day: Small, working changes go to production daily. The people using what you build sit next to you and will tell you the same afternoon whether it works

Requirements

• You've carried a pipeline number: 5–10 years in demand gen or growth at B2B SaaS, with at least one stretch where the meetings and pipeline target was yours alone
• You've built AI agents a team uses: Not a demo or a side project. Agents that sellers or marketers rely on in their daily work, and you can show them to us
• You ship code every day: Claude Code, coding+deployment and SQL in production, deployed by you. You're as comfortable in a terminal as in a CRM, and a coding agent is already part of how you work
• You've shipped something other people use: A tool, product, or internal system with real users, that works, and that you kept working after launch
• You know the state of the art: You can explain what has changed in B2B outreach and inbound in the last twelve months, what you've tested yourself, and what you'd stop doing
• You've led outbound: You've managed or closely directed BDRs, and you can tell from the call data what's going wrong
• Account-based instinct: You've sold into a small, named market with long cycles and several stakeholders per deal, where list quality matters more than volume
• Funnel-literate and a clear writer: You reason in cohorts and conversion rates, and a founder, a BDR, and an engineer can each read your update once and know what to do
• High ownership: No ops team, no data team, no agency. You'll debug the pipeline at night and present the forecast in the morning, and that's the appeal
• Presence matters: Based in the SF Bay Area and working from our office

Preferred

• Sold to technical or enterprise-software buyers, or worked in the ERP and integration ecosystem (SAP, Oracle, NetSuite, Workday, Salesforce)
• Been the first growth or GTM hire at a seed or Series A company
• Founded a company or built a product from zero
• Deep CRM API experience: custom properties, stage history, association models
• Run events, ABM advertising, or inbound programmes yourself