Responsibilities

• Own the North American pipeline target and build the quarterly plan that gets us there
• Design and run the full demand gen program mix: field events, executive dinners, webinars, industry programs, and integrated campaigns
• Work backwards from pipeline goals to channel-level targets, budgets, and forecasts, and report clearly on what's working and what isn't
• Partner closely with Sales to ensure every program converts — tight handoffs, fast follow-up, and shared accountability for pipeline quality
• Build the demand gen operating infrastructure from scratch: campaign tracking, attribution, and reporting that give us a real view of the funnel
• Identify which channels and plays are worth scaling and which to kill, iterating quickly with limited resources
• Define the demand gen playbook for Lorikeet as we grow, laying the foundation for the function's future team and budget

Requirements

• Have 4–7 years of demand generation experience in B2B SaaS
• Spent your foundational years at a public software company where you learned what best-in-class demand gen looks like
• Then spent 2–3 years at an early-stage startup (under ~100 people) building the demand gen function from zero — choosing channels, setting up systems, and owning outcomes without a big team or budget
• Have hands-on experience across the program mix: field events, webinars, executive dinners, and industry programs, not just digital campaigns
• Think in pipeline, not MQLs — you work backwards from revenue targets and can defend your math
• Operate with high autonomy and low need for direction, and are relentless about follow-through
• Care about the quality of the pipeline you create, not just the volume — you see Sales as your customer
• Are curious about AI and excited to help define what an AI-first company looks like from the inside