Director, Demand Generation

Minimum Skills, Knowledge & Capabilities

• 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 Qualifications (nice-to-have, not required)

• 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.