Senior Director, Demand Generation at Icertis

Job description

Reporting to the VP of Demand Generation, this leader will own the strategy, execution, and optimization of initiatives that fuel global pipeline and revenue growth focused on the Public Sector and the Icertis SAP Solution Extension (SOLEX). The ideal candidate takes a metrics-led approach to decision making, experimentation, and optimization, and is an expert in building full-funnel demand engines for Enterprise SaaS with the ability to align Marketing, Sales, and cross-functional teams around shared revenue goals. #LI-RS Strategic Leadership • Develop a comprehensive global demand generation strategy that drives awareness, consideration, and conversion across the buyer’s journey—from problem identification through purchase. • Lead, coach, and develop a high performing global demand generation team with a culture of accountability, experimentation, and operational excellence. • Align demand generation efforts with Sales priorities and revenue targets; ensure seamless and transparent collaboration with cross functional GTM teams. • Run monthly GTM alignment sessions with Sales, Sales Development, Partner, Customer, and Solution Advisory teams along with cross functional Marketing stakeholders. Integrated Campaign & ABM Development • Architect and oversee multi ‑ channel integrated campaigns including content strategy, digital marketing, events, partner motions, and enablement plans. • Drive early-stage category level campaigns that articulate buyer pain points, shape problem awareness, and introduce the Icertis CLM platform. • Build and execute tiered ABM strategies (1:1, 1:Few, 1:Many) designed for Enterprise accounts in priority growth motions, including Public Sector and SAP Solution Extension opportunities. Utilize AI tools for personalization. • Activate buying committees through coordinated tactics including account-based advertising, dimensional mail, field events, email, and personalized outreach. • Use intent signals, predictive modeling, and personalization to increase engagement and accelerate progression for high value accounts. Sales & Sales Development Enablement • Partner closely with SDR leadership to fuel high-quality outbound prospecting motions across key segments and strategic industries. • Create outbound playbooks and messaging frameworks for priority motions, including Public Sector and SAP SOLEX, that increase SDR productivity and account penetration. • Collaborate on account prioritization, sequencing logic, and persona specific outreach strategies. • Deliver scalable, customized assets for Sales (e.g., personalized landing pages, email templates, 1:1 ABM kits), utilizing available AI tools. • Provide frameworks for integrating webinars, gifting, content hubs, and events into ABM and pipeline acceleration plays. • Support late-stage deal progression with targeted content, insights, and engagement strategies. Performance, Analytics & Optimization • Own measurement against KPIs including opportunity creation, pipeline contribution, conversion rates, velocity, and ROI. • Build a data driven experimentation model to optimize campaign performance across channels and segments. • Manage global budget allocations and ensure efficient investment across programs, partners, and tactics. • 10+ years of B2B marketing experience, including 5+ years leading global demand generation functions. • 5+ years of hands-on ABM leadership experience required; strong fluency in Enterprise buying committees and multistakeholder motions. • Experience developing demand generation strategies for the Public Sector vertical and/or SAP Solution Extension (SOLEX) motions preferred. • Proven track record driving pipeline and revenue for Enterprise SaaS. Must be comfortable owning global pipeline and revenue targets. • Expertise developing early-stage campaigns that uncover pain points and build interest in solution categories. • Advanced proficiency with ABM and intent platforms such as 6sense or Demandbase (strategy, segmentation, orchestration). • Experience with gifting/direct mail platforms (Sendoso, Postal) for personalized engagement. • Strong understanding of Sales Development operations, outbound strategies, and Sales enablement. • Proficiency with Marketo, Salesforce, and analytics/BI tools. • Strong analytical mindset with evidence of data driven decision making. • Exceptional cross functional collaboration, communication, and leadership skills with experience aligning GTM teams. • Ability to excel in a fast-moving global organization, balancing strategic vision with hands-on execution. • Preferred Bachelor’s or MBA in Marketing, Business, or related field. Compensation: Base: $228,000 - $263,000 annual salary Bonus : 20% Variable Pay offered will vary based on job-related factors such as location, experience, training, skills, and abilities. In addition to the base salary and annual target incentive bonus, an equity component is included in the compensation package. Our Commitments: Icertis is committed to: • Icertians (employees) and their family's physical, mental and financial health and wellbeing • Turbocharging Icertians careers • Making a social and environmental impact in our communities • Cultivation and advancing a culture of diversity, equity, inclusion and belonging (DEIB) within our company, customers, and suppliers • Generous holidays including the 4th of July week off – paid • Free professional and leadership coaching • Annual personal development allowance What we offer: • Robust medical (physical & mental vision and dental benefits • Employee assistance program (EAP) • Equity (RSUs) and shared ownership in the company • Generous 401K match • Flexible work environment • Paid maternity and paternity leave • Generous holiday and PTO program • CaaS (coaching as a service) • Annual personal development allowance • 7 Days for Humanity – 7 paid volunteer days annually • Global and regional DEIB steering committees, employee resource groups (ERGs) • Global DEIB training programs and guest speakers throughout the year

Requirements

Must-haves

Strategic Leadership
Develop a comprehensive global demand generation strategy that drives awareness, consideration, and conversion across the buyer’s journey—from problem identification through purchase.
Lead, coach, and develop a high performing global demand generation team with a culture of accountability, experimentation, and operational excellence.
Align demand generation efforts with Sales priorities and revenue targets; ensure seamless and transparent collaboration with cross functional GTM teams.
Run monthly GTM alignment sessions with Sales, Sales Development, Partner, Customer, and Solution Advisory teams along with cross functional Marketing stakeholders.
Integrated Campaign & ABM Development
Architect and oversee multi ‑ channel integrated campaigns including content strategy, digital marketing, events, partner motions, and enablement plans.
Drive early-stage category level campaigns that articulate buyer pain points, shape problem awareness, and introduce the Icertis CLM platform.
Activate buying committees through coordinated tactics including account-based advertising, dimensional mail, field events, email, and personalized outreach.
Use intent signals, predictive modeling, and personalization to increase engagement and accelerate progression for high value accounts.
Sales & Sales Development Enablement
Partner closely with SDR leadership to fuel high-quality outbound prospecting motions across key segments and strategic industries.
Create outbound playbooks and messaging frameworks for priority motions, including Public Sector and SAP SOLEX, that increase SDR productivity and account penetration.
Collaborate on account prioritization, sequencing logic, and persona specific outreach strategies.
Deliver scalable, customized assets for Sales (e.g., personalized landing pages, email templates, 1:1 ABM kits), utilizing available AI tools.
Provide frameworks for integrating webinars, gifting, content hubs, and events into ABM and pipeline acceleration plays.
Support late-stage deal progression with targeted content, insights, and engagement strategies.
Performance, Analytics & Optimization
Own measurement against KPIs including opportunity creation, pipeline contribution, conversion rates, velocity, and ROI.
Build a data driven experimentation model to optimize campaign performance across channels and segments.
Manage global budget allocations and ensure efficient investment across programs, partners, and tactics.
10+ years of B2B marketing experience, including 5+ years leading global demand generation functions.

Nice-to-haves

Experience developing demand generation strategies for the Public Sector vertical and/or SAP Solution Extension (SOLEX) motions preferred.
Preferred Bachelor’s or MBA in Marketing, Business, or related field.

Application prep

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Keywords to mirror

Platform: oracle-cloud
Effort: medium

Benefits

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Dental

Vision

401k

Pto