Demand Generation Director

Demand Generation Director - What You’ll Do:

We’re looking for a rockstar revenue marketer with a successful track record driving high-growth demand generation strategy and performance for mid-market and enterprise SaaS companies. 

You will lead data-driven strategy and execution for end-to-end, multi-channel campaigns—defining, measuring & optimizing budget, spend, and conversion targets per channel, campaign targeting, marketing mix, offer design, and calls to action, with a robust A/B testing and conversion optimization program. Your work will optimize CAC and identify new greenfield channels to drive incremental inbound and outbound growth.  

You are a digital and GTM expert, adept at mapping full-funnel conversion journeys to drive pipeline and bookings growth for new logo and expansion motions. In your role, you will define and operate an ABM program with BDR and AE teams.  

As an innovative demand generation expert, you will lead a data-driven, multi-touch B2B marketing program from end-to-end (strategy, development, execution, reporting), leveraging both inbound and outbound tactics.  

This critical, high-visibility role works in partnership with multiple disciplines to drive demand, including sales (new logo and expansion), brand/ awareness, client success, and product/ solution marketing. Responsibilities will include:

• Strategy Development & Execution: Define and execute the demand generation and new customer acquisition strategy aligned with the company's overall business objectives and target markets. 

  • Develop scalable growth strategies through the entire client lifecycle and hypothesize, test, and optimize channels / strategies to find the most effective growth levers. 

  • Analyze ROI performance across segments and define investment and campaign strategies for optimal growth (business segment, geo, persona, industry, etc).

  • Develop CAC, CPL strategy and budget guidelines, owning the analysis and execution to maximize return on marketing program investments. 

  • Be customer-obsessed: the expert on our buyer personas, key accounts, industry verticals, and jobs to be done to drive demand with relevance & urgency. 

  • Proactively identify and lead channel investment strategies to unlock new growth trajectories.  

  • Interlock with sales leadership to ensure agreement on priorities, adjusting as required by changing market conditions and emerging opportunities.  

• Program Development & Management: Develop and execute outbound demand generation, including ABM programs to drive revenue through our BDR and direct sales teams. 

  • Manage key channels including paid media, SEO, referral, event, web, email, social, outbound prospecting, resellers/partners, and other demand channels.  

  • Implement testing methodologies and analysis to improve demand creation, including response and conversion rates and multivariate testing. 

  • Define and execute our ABM strategy, including account selection, research, targeting, and messaging—partnering with the content team to provide campaign customization according to buyer need analysis.  

• Performance Tracking & Analysis: Establish cost and conversion targets, daily/weekly/monthly pacing, tracking & monitoring systems to rigorously monitor campaign performance metrics, lead generation activities, and customer acquisition efforts, and drive optimizations.  

  • Forecast, measure, analyze, and report on the impact of demand creation activities on sales pipeline, revenue, sales cycle length, and ASP.  

  • Use data-driven insights to identify opportunities for improvement, optimize campaigns and channels, and achieve objective and key results (MBOs).

• Collaboration & Alignment: Work closely with cross-functional teams, including marketing, sales, success, product, and RevOps, to ensure the demand generation efforts are aligned with sales goals and product positioning. Foster strong collaboration and communication, and demand generation operations across departments. 

  • Leverage strong project management foundation to manage multiple projects in a dynamic, high-performance environment.  

• Budget Management: Develop and manage the demand generation and customer acquisition budget, allocating resources effectively, to maximize campaign performance, CAC, and return on investment (ROI). 

  • Document strategy and budget guidelines for Marketing teams, owning the process, analysis, and recommendations for how we maximize investments / results while optimizing spend. 

• Team Management & Development: Build and manage teams, goals, performance, and professional development plans. Ensure that the team is equipped with the necessary skills, resources, and technology to support the company's revenue growth goals. 

The Skills, Experience, and Mindset Required:

• 8 years' experience in a high-growth B2B SaaS company(ies) with a minimum of 5 years of proven experience driving revenue growth through strategic planning, data-driven decision-making, and operational efficiency 

• Strongly preferred: Bachelor's degree in Business, Marketing, Mathematics, Engineering, or a related field; MBA is a plus 

• Expert analytical and problem-solving skills, confident in generating exec-level insights.

• Strong reporting capabilities from vision/planning to granular analysis with an ability to provide roll-up reporting, executive insights, and summaries of bets for go-forward budgeting; rigorous and accurate campaign and spend performance analysis  

• Excellent communicator with proven ability to clearly convey complex ideas and data in written, presentation, and spoken formats to a variety of audiences 

• Experience creating and implementing pipeline acceleration programs. Proven results leading Enterprise campaigns leveraging B2B digital, inbound, and outbound marketing techniques  

• Proven record of leading ABM campaigns and managing a shared demand funnel with sales to meet or exceed pipeline and revenue targets  

• Demonstrated skills in positioning and differentiating products and services 

• Demonstrated strong listening, information-gathering, and empathy skills for uncovering and defining deliverables, needs, and outcomes  

• Exemplary leadership skills, with the ability to effectively work collaboratively with cross-functional teams  

• Leader who is thorough, organized, and able to handle a wide range of complex issues, with the ability to articulate a vision, set of goals, and a game plan while inspiring others to embrace and follow the plan 

• Strong project management skills and organizational skills, with the ability to prioritize and manage multiple projects simultaneously, such as building new processes and dismantling current processes that no longer fit 

• Deep expertise leveraging a modern MarTech stack including Salesforce, HubSpot, 6Sense, Salesloft, Google, Bing, Capterra, G2, LinkedIn, Looker/Tableau, Gen AI 

Work Style: 

• Analytical, data-driven systems thinker with innate curiosity and competitiveness with a drive for continuous improvement and goal achievement  

• Meticulous attention to detail; highly organized and motivated by efficiency  

• Strong brand and demand sensibilities with an eye for innovative approaches in messaging, creative, and channels that prioritize and reward customer journeys 

• Passionate about technology and its ability to solve problems for customers  

• Practical, positive, organized, communicative, and results-oriented 

For US based candidates: 

The OTE range for this role is $135,000-$170,000 USD. The salary for this position is determined based on a variety of job-related factors that may include location, relevant experience, education, or particular skills and expertise.

For Canada based candidates: 

The OTE range for this role is $135,000-$170,000 CAD. The salary for this position is determined based on a variety of job-related factors that may include location, relevant experience, education, or particular skills and expertise.

We are considering remote applicants from the following states: AZ, CA, CO, CT, FL, GA, IL,  MA, MI,  MN, NC, NJ, NY, OH, OR, SC, TN, TX, VA, WA, WI