Director, Demand Generation

About the role

Own the strategy, performance, and evolution of the demand generation engine, with accountability for pipeline creation, funnel efficiency, and revenue impact. This role leads a pod-based team model and partners closely with Sales to drive predictable growth. Success looks like owning the pipeline number in the QBR — not just reporting on it.

Responsibilities

• Pipeline Strategy & Growth
  • Own top of funnel pipeline targets across segments and translate revenue goals into integrated demand generation strategies.
  • Allocate budget across channels, programs, and segments to maximize pipeline and revenue impact.
  • Partner with Sales and SDR leadership to align on pipeline targets, lead quality, conversion, messaging, and ICP priorities.
  • Optimize the full funnel from acquisition through pipeline by improving conversion and eliminating handoff friction.
• Team Leadership
  • Lead and develop a high-performing demand generation team with clear ownership and accountability for pipeline outcomes.
  • Direct agency and vendor partners to deliver measurable business results.
  • Build a culture of experimentation, continuous learning, and performance optimization.
• Analytics, Operations & Technology
  • Own demand generation reporting, forecasting, and performance metrics, including pipeline, conversion, CAC, and attribution.
  • Partner with RevOps to improve measurement, data quality, and operational efficiency.
  • Own and optimize the Demandbase platform and broader demand generation technology stack to drive segmentation, targeting, ABM execution, and reporting.

Requirements

• 8+ years in B2B marketing, with strong demand gen experience
• Proven ownership of pipeline or revenue targets
• Experience leading cross-channel, full-funnel programs
• Strong track record partnering with Sales
• Analytical mindset with ability to translate data into action

Qualifications

• Experience evolving a digital or campaign team into a demand gen org
• Familiarity with lifecycle marketing and funnel optimization
• ABM or segment-based marketing experience, Demandbase experience highly desired
• Experience managing outside growth agencies