Director, Demand Gen

About the Role

You will own the end-to-end demand generation function, driving pipeline and revenue growth through a mix of paid media, ABM campaigns, content, field marketing, and marketing operations. Success in this role means consistently hitting pipeline targets, optimizing spend allocation across channels, and building scalable systems that turn leads into revenue. This position is a key driver of the company’s growth, reporting directly to leadership and collaborating closely with Sales, Product Marketing, and Biz Ops to align strategy and execution.

Responsibilities

• Pipeline Model & Budget: Own the pipeline target and the model behind it, including channel mix, spend allocation, conversion rates, and stage-by-stage targets.
• Paid Media: Manage LinkedIn, Google, SEO, Reddit, and any channel that earns its place on ROI.
• ABM Campaigns: Design and run account-based programs targeting named enterprise accounts. Own account selection and tiering, campaign strategy per segment (1:1, 1:few, 1:many), content and creative stack, orchestration across paid, email, direct mail, and sales plays, and account-level conversion tracking and pipeline attribution. Collaborate with Sales and Product Marketing to align target account lists and messaging.
• Content & Inbound: Own content programs that drive inbound traffic and website conversion, including webinars, newsletters, syndication programs, gated assets, SEO content, and blog. Manage editorial calendar, production cadence, distribution strategy, and conversion optimization from visit to MQL.
• Field Marketing: Plan, execute, and measure tradeshows, industry conferences, hosted dinners, and regional events.
• Marketing Operations: Lead routing, scoring, lifecycle management, campaign ops, and data hygiene as the operational backbone of the function.
• Martech & Lead-Gen Stack: Own the full tech stack required to generate, capture, enrich, and route demand.
• Marketing Analytics: Build and maintain multi-touch attribution, funnel analytics, cohort and channel ROI, CAC, and payback by source. Develop reporting that informs budget decisions and build dashboards as needed.
• Team Leadership: Inherit a partial team and build out the rest. Scope roles, hire operators, and set people up to own their domains.

Requirements

• Pipeline Track Record: You’ve personally owned a demand number and hit it at scale with real budget behind it.
• Experience: 8–12 years in demand gen, growth, or performance marketing roles at high-growth B2B SaaS companies, ideally enterprise. You’ve run multi-channel paid, owned a martech stack, and managed a meaningful budget end-to-end.
• People Leadership: 3+ years managing marketers and operators directly. You hire well, develop talent quickly, and can build a function from zero.
• Analytical Rigor: You live in CAC, payback, attribution, and conversion by stage and source. You build models from scratch, interrogate data, and reallocate spend based on evidence.
• ABM Experience: You’ve run account-based programs at enterprise scale, including tiered account lists, multi-channel orchestration, and account-level measurement.
• AI Builder: You build with LLMs and AI tools—enrichment automations, programmatic content, attribution dashboards, and campaign-ops scripts. You prototype solutions without relying on engineering.
• Peer-Level Operator: You can collaborate with VPs of Sales or Biz Ops, push back where needed, and drive alignment through clarity and results.
• Builder Mentality: You don’t wait for a playbook. You see a gap, build the solution, and ship it—speed over polish.

Skills

• Pipeline modeling and forecasting
• Paid media (LinkedIn, Google, SEO, Reddit, etc.)
• Lead generation and demand generation
• Marketing operations and martech stack management
• ABM campaign design and execution
• Content strategy and inbound marketing
• Field marketing and event management
• Marketing analytics and multi-touch attribution
• Team leadership and hiring
• AI-driven automation and prototyping