Director of Demand Generation
Leads enterprise demand generation strategy, builds pipeline coverage, optimizes full funnel, scales channels like ABM and paid media, and partners with Sales/RevOps. Requires 7-10+ years B2B SaaS/AI experience owning pipeline/revenue targets and modern demand stack fluency.
About the job
What You'll Do
Own the Enterprise Pipeline Number
- Design and execute FurtherAI's enterprise demand generation strategy with full accountability for pipeline volume, quality, and velocity.
- Build and maintain pipeline coverage targets in partnership with Sales leadership, targeting a 3–4x coverage ratio against quota.
- Report pipeline metrics weekly to senior leadership; run monthly pipeline reviews with Sales.
Build and Optimize the Full Funnel
- Own the marketing-to-sales funnel end-to-end: MQL definition, lead scoring, routing logic, qualification criteria, and handoff SLAs.
- Diagnose and fix conversion leakage at every stage—from first touch to Sales-Accepted Opportunity.
- Partner with Revenue Operations to implement attribution modeling that Sales and Finance trust.
Identify, Launch, and Scale Demand Channels
- Evaluate and invest across paid search, paid social, content syndication, ABM, field events, partner co-marketing, and SDR-assisted outbound.
- Run structured channel experiments, measure pipeline contribution, and reallocate budget toward highest-performing programs.
- Build and scale ABM programs targeting priority enterprise accounts across IT leaders, Heads of AI, and executive economic buyers.
Build the Team and Operating Model
- Hire, develop, and lead a focused demand generation team; define roles, performance expectations, and growth paths.
- Establish the campaign planning cadence, creative briefing process, and performance review rhythm.
- Manage agency and vendor relationships to extend team capacity without bloating headcount.
Partner Across Marketing, Sales, and Product
- Collaborate with Product Marketing to ensure campaign messaging reflects differentiated positioning and speaks to the AI buyer journey.
- Work with the Events and Content teams to extract maximum pipeline value from every marketing investment.
- Represent the demand function in Sales QBRs, board prep, and cross-functional planning sessions.
Who You Are
- 7–10+ years of experience in demand generation, revenue marketing, or pipeline-focused growth marketing in B2B SaaS or AI technology.
- You've directly owned a pipeline or revenue target—not just a lead volume goal—and have the metrics to prove what you built.
- You have genuine enterprise motion experience: large deal sizes, long sales cycles, multi-stakeholder buying groups.
- You're fluent in the modern demand stack: Salesforce, Marketo or HubSpot, 6sense or Demandbase, attribution platforms, and intent data.
- You've built or meaningfully scaled a demand program at a startup or high-growth company—you know what it's like to do a lot with limited resources.
- You operate as a true Sales partner, not a lead supplier. You've navigated disagreements about quality, built shared SLAs, and earned Sales' trust over time.
- You lead with data, but you're not paralyzed without it. You can make good bets on limited information and iterate fast.
- You're a strong communicator who can represent marketing's contribution clearly to executives, a sales floor, and your own team.
Nice to Have
- Experience selling into insurance or other regulated industries.
- Background in insurtech or fintech.
- Familiarity with founder-led sales environments (YC, a16z, or similar).
Compensation & Benefits
- Strong base salary, top-tier commission plan, equity.
- Fully covered health, dental, and vision benefits.
- Company 401(k).
- Unlimited PTO.
- Commuter benefits.
Skills
Salesforce, Marketo, HubSpot, 6Sense, Demandbase, ABM, Paid Search, Paid Social, Content Syndication, Attribution Modeling, Intent Data
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