Responsibilities

• Demand Strategy & Leadership
• Own demand generation strategy across self-serve and sales-assisted funnels
• Lead and grow a high-performing demand gen team (internal and contractor)
• Partner with Sales and RevOps on ICP definition, segmentation, pipeline targets, and handoff design
• Developer-Centric Campaigns
• Build multi-channel programs for technical audiences: paid search, paid social, developer communities, technical content, webinars, events, and partner-driven initiatives
• Design and execute ABM programs targeting mid-market and enterprise accounts, with tailored campaigns for key personas and close coordination with SDRs and AEs
• Own lifecycle programs that drive activation, retention, and expansion — connecting product usage signals to marketing plays across the full customer journey
• Analytics, Attribution & Optimization
• Own pipeline, revenue, and funnel reporting across all motions

Requirements

• 8–12+ years of B2B marketing experience with demonstrated ownership of demand generation strategy and execution
• Background in developer tools, cloud infrastructure, or a technical platform — you understand how developers evaluate and adopt products
• Proven track record driving pipeline and revenue across PLG and hybrid GTM models, with a strong grasp of how technical audiences move from self-serve adoption to paid commercial and enterprise
• Experience managing the handoff between self-serve and sales-assisted motions — you've designed the qualification logic, not just inherited it
• Deep understanding of the customer journey, lifecycle marketing, and how to use data to drive decisions
• Hands-on experience with tools like HubSpot, Clay, Gong, Claude, 6sense, Linear

Preferred

• You've run demand gen at a developer-centric company and have a clear point of view on what works for that audience — and what doesn't
• You've owned both a PLG funnel and a sales-assisted pipeline program at the same company and understand the tension between them
• When signups go flat, your first question is where the traffic problem is — not what email to send
• Your direct reports have grown because of how you developed them