Director, Demand Generation

Responsibilities

• Own the sales-led pipeline plan. Set quarterly marketing-sourced and influenced targets with Sales leadership, build the program mix to hit them, and run a weekly pacing review with Sales that ends in decisions.
• Run campaigns on one integrated model. Every campaign gets one brief, one calendar, one scorecard and a named owner before launch. Turn every Tier-1 product launch into a live pipeline campaign with Product Marketing.
• Build always-on ABX for priority segments and named accounts, using launches, customer proof and competitive plays as reasons to engage.
• Share one scorecard with Paid. Set audiences, account lists and campaign priorities with Digital Marketing, and hold both teams to the same pipeline and cost-per-SQL targets.
• Fix the handoff to Sales. With SDR leadership and Marketing Ops, tighten funnel stage criteria, routing and speed-to-lead SLAs, and make campaign influence visible on every opportunity.
• Bring stalled demand back. Build re-engagement programs for stalled leads, closed-lost opportunities and event attendees, executed with Marketing Ops.
• Turn partner co-marketing into pipeline. Alongside Partner Marketing, build co-sell campaigns and MDF-funded programs with AWS, Twilio, NVIDIA and others, with closed-loop reporting.
• Build the team. Hire, coach and grow the campaign team, and own the single campaign calendar that Demand Gen, Product Marketing, Brand, Content, Events and Sales plan against.

Requirements

• Has owned an enterprise pipeline number alongside Sales and can trace specific programs from first touch to closed-won, including the misses.
• Builds ABM/ABX programs for enterprise buying committees, from technical evaluators to executive buyers, with measurable pipeline and revenue.
• Diagnoses the full funnel with data: finds where conversion breaks between MQL, SAL, SQL, and close, and fixes the highest-leverage break first.
• Knows CRM campaign structures, marketing automation, and attribution well enough to spot when pipeline isn't being counted.
• Turns a positioning doc into one campaign story that holds across ads, email, landing pages, and SDR openers, and writes it without leaning on an agency.
• Leads as a player-coach: hires and grows marketers while still writing briefs and pulling reports.
• Operates AI-native: builds human+AI workflows for campaign planning, copy, list building, analysis, and reporting, and knows where judgment stays human.
• Builds repeatable systems (campaign models, scorecards, playbooks) instead of re-running one-off programs.
• Earns trust with Sales and SDR leaders and holds a shared number with peers you don't manage.

Preferred

• Typically 10+ years in B2B demand generation or integrated campaigns, including several years managing marketers, at a fast-growing technical company (cloud, data infrastructure, developer tools, security, or AI), or equivalent demonstrated experience.
• Experience at an API-first or usage-based business, or marketing into regulated industries such as healthcare and financial services.
• Ran hyperscaler or ISV co-marketing (AWS Marketplace, MDF) that produced tracked pipeline.
• Hands-on with tools like Salesforce, HubSpot, Outreach, Dreamdata, 6sense or Demandbase, a BI tool such as Superset, and LinkedIn and Google Ads.
• Ran integrated campaigns with an agency partner while keeping strategy ownership in-house.