Director - Demand Generation

Responsibilities

• Own and execute the scaled demand generation roadmap across our product portfolio, balancing pipeline goals, audience priorities, channel performance, and budget.
• Build and optimize always-on demand programs across SEM, SEO, AI search/GEO, content syndication, webinars, conversational marketing, lifecycle, nurture, and emerging channels.
• Build AI-native and agentic workflows into the demand engine, including audience identification, campaign orchestration, lead qualification, personalization, optimization, and reporting.
• Own performance across key demand generation metrics including MQCs/MQLs, SAOs, conversion rates, pipeline contribution, pipeline velocity, CAC, CPL, and channel efficiency.
• Manage and continuously optimize multi-million-dollar budgets across channels and campaigns based on incremental pipeline impact and ROI.
• Partner with Sales and RevOps on lead scoring, qualification, routing, SLAs, and handoff processes to improve conversion from demand through pipeline.
• Partner with Product Marketing to ensure campaigns, messaging, and audience strategies are coordinated across product lines rather than fragmented.
• Build a rigorous testing and experimentation culture, with clear hypotheses, measurement frameworks, and decisions on where to scale, optimize, or stop investment.
• Lead and develop a high-performing demand generation team while remaining close enough to the work to diagnose problems and drive execution.
• Evaluate and help evolve the demand generation martech stack, including marketing automation, intent data, conversational marketing, AI tools, and orchestration platforms.

Requirements

• 10+ years of experience in B2B demand generation, growth marketing, or performance marketing, ideally in enterprise SaaS.
• Significant experience owning scaled demand generation programs and measurable pipeline targets.
• Experience managing multi-million-dollar marketing budgets and making channel allocation decisions based on performance and ROI.
• Strong understanding of demand generation economics, including CPL, CAC, conversion rates, pipeline coverage, velocity, and incremental return.
• Demonstrated experience building or implementing AI-enabled or agentic workflows within a marketing or demand generation environment.
• Hands-on experience with marketing automation platforms such as Marketo, HubSpot, or Pardot and CRM platforms such as Salesforce.
• Experience with intent and account intelligence platforms such as 6sense or Demandbase and conversational marketing platforms such as Qualified or Drift.
• Strong analytical skills and the ability to independently diagnose performance issues using data.
• Strong partnership skills across Sales, RevOps, Product Marketing, Analytics, and executive stakeholders.
• Experience leading and developing demand generation teams.

Preferred

• Experience in a scaled, sales-led enterprise SaaS company with a multi-product portfolio.
• Experience operating in both enterprise and SMB/mid-market motions.
• Experience at an AI-native company or building AI-native marketing systems.
• A strong point of view on AI search, GEO, and how buyer discovery is changing.
• Experience with ITSM, customer support, CRM, or adjacent enterprise software categories.