Head of Demand Generation at Celigo

Job description

Integration meets Innovation At Celigo, we believe integration should empower — not exhaust — innovation. As a modern Integration and Automation Platform (iPaaS), we’re on a mission to simplify how companies integrate, automate, and optimize processes. Powered by game-changing technology like runtime AI and prebuilt, mission-critical integrations, Celigo is redefining how businesses connect their world. Celigo is seeking a proven, senior demand generation leader to own the full pipeline engine from always-on digital programs to brand and thought leadership amplification, digital events, and sales development. The right candidate brings a track record of building integrated, data-driven marketing motions in fast-growing B2B SaaS companies and can operate at both the strategic and executional levels. You will report to the VP of Revenue Marketing and serve as a key GTM partner to Sales, RevOps, and Marketing leadership. This role carries direct accountability for the marketing-sourced and marketing-influenced pipeline across new-logo and expansion efforts. What would you do if hired? Always-On Demand Generation Drive MQL-to-SQL conversion through full-funnel campaign architecture; from top-of-funnel awareness to qualified pipeline handoff Partner with Marketing Ops and RevOps to ensure clean attribution, lead routing, and funnel reporting in HubSpot and Salesforce Manage paid media budgets with a rigorous test-and-optimize cadence; own program ROI and CAC reporting Develop programs in partnership with ABX Campaign Architecture to drive account engagement and pipeline acceleration for target ICP accounts Content Strategy & Thought Leadership Promotion Lead content distribution strategy across owned, earned, and paid channels ensuring thought leadership assets (research reports, Gartner MQ, analyst content) are activated across every demand motion Collaborate with Product Marketing and Content teams to develop demand-generating content: webinars, whitepapers, case studies, solution briefs, and digital content sequences Drive awareness and new logo pipeline through brand amplification programs, including employee advocacy, partner co-marketing, and executive visibility Leverage editorial and content calendars to maintain consistent, campaign-integrated messaging across all channels Digital Human & Webinar Programs Own the webinar program end-to-end: strategy, topic selection, promotion, speaker coordination, production, and post-event lead nurture Expand digital event programming including virtual summits, customer spotlights, and co-hosted partner webinars Explore and pilot emerging digital human / AI avatar capabilities to scale thought leadership content delivery and engagement SDR & AI SDR Leadership Manage and develop the SDR team (and AI SDR platform, if applicable), setting quota frameworks, outreach sequencing strategy, and performance accountability Implement and iterate on AI SDR tools (e.g., Unify, 11x, Clay) to expand outbound reach with high-quality, personalized messaging at scale Build a tight inbound-to-SDR handoff process, ensuring SLA adherence and lead quality feedback loops with Marketing Define territory and account coverage strategy in coordination with Sales leadership and RevOps Maintain SDR dashboards and weekly reporting on meetings booked, pipeline contribution, and SDR-sourced revenue Who are we looking for? Skills & Abilities Genuinely energized by not knowing. The demand generation playbook is being rewritten right now, and you treat that as the most interesting part of the job rather than the unstable part. You ask the questions others skip past, even when it slows a decision down. Energized by finding new ways to apply AI to your own work and your team’s, with the judgment to tell a real efficiency gain from a good demo. Comfortable shipping a thoughtful first version and improving it on real feedback. You do not let a perfect program block pipeline this quarter, and when a bet does not land you recover fast, without drama. Connect program decisions to the revenue outcome, and think a step ahead about second-order effects: what a routing change does to SDR capacity, what a budget shift does to next quarter’s coverage. Treat a pipeline gap as your problem to solve regardless of which team owns the step that broke. You find the faster path and take it. Build all of the above into the team. You grow SDRs and marketers who take ownership, stay curious through change, and move without waiting for direction. Credible and data-driven in front of Sales, RevOps, and Marketing leadership, and equally comfortable in the campaign details. Education & Experience 10+ years of B2B SaaS demand generation, growth marketing, or revenue marketing experience, with at least 4 years in a senior leadership role Bachelor's degree in business, marketing, or a related field. Proven track record of building and scaling integrated demand programs that deliver measurable pipeline growth in mid-market and enterprise sales motions Experience managing or closely partnering with SDR or BDR teams, with a working understanding of the inbound and outbound pipeline model Background in content-led and thought leadership demand programs, not just paid media Hands-on experience with HubSpot and Salesforce, including attribution, lead routing, and funnel reporting Celigo reasonably expects to pay a base salary between $175,000 and $200,000 per year for this position. Actual starting base pay will be determined by skills, experience, geographic location, and other non-discriminatory factors permitted by law. Total compensation may also include variable incentives, benefits, or other perks as outlined in any formal employment offer made. Celigo is proud to be Celigo is a Gartner Customers’ Choice for iPaaS for the second year in a row. Celigo is a Visionary in the Gartner Magic Quadrant for iPaaS for the second consecutive year Celigo is ranked #1 iPaaS on G2 for multiple quarters and named a Leader in both B2B/EDI and API Management. Celigo is a leading intelligent automation platform that puts the power of automation in the hands of every team, unifying workflows from the predictable to the fully agentic in a single platform. Here you’ll experience Remote-first culture, built on trust, collaboration, and transparency A high-growth, inclusive work environment where innovation thrives and ideas are implemented Lightspeed learning opportunities to keep you at the leading edge of your field Exceptional coworkers who challenge and inspire you daily Competitive compensation and benefits, including: Three weeks of vacation (starting year one) Wellness days and holidays to recharge Parental leave and a generous benefits package Monthly tech stipend Recognition and career development opportunities Diversity, Equity, Inclusion, and Accessibility As a company, one of the values we hold most dear is fostering a safe, collaborative environment to bring out the best in us, so we created our Taking a Stand Initiative. Our TAS initiative is a volunteer committee open to all Celigans, with representation from underrepresented voices within our company. We believe, unequivocally, that everyone deserves to be in a place where they feel welcome as they are. Learn more about Taking a Stand (celigo.com). Celigo is proud to be an equal-opportunity workplace. We are committed to equal employment opportunities regardless of race, color, ancestry, national origin, religion, creed, age, disability, sex, gender, sexual orientation, gender identity, gender expression, medical condition, genetic information, marital status, military and veteran status, or any other characteristic protected by applicable law. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements.

Requirements

Must-haves

Integration meets Innovation
What would you do if hired?
Always-On Demand Generation
Drive MQL-to-SQL conversion through full-funnel campaign architecture; from top-of-funnel awareness to qualified pipeline handoff
Partner with Marketing Ops and RevOps to ensure clean attribution, lead routing, and funnel reporting in HubSpot and Salesforce
Manage paid media budgets with a rigorous test-and-optimize cadence; own program ROI and CAC reporting
Develop programs in partnership with ABX Campaign Architecture to drive account engagement and pipeline acceleration for target ICP accounts
Content Strategy & Thought Leadership Promotion
Lead content distribution strategy across owned, earned, and paid channels ensuring thought leadership assets (research reports, Gartner MQ, analyst content) are activated across every demand motion
Collaborate with Product Marketing and Content teams to develop demand-generating content: webinars, whitepapers, case studies, solution briefs, and digital content sequences
Drive awareness and new logo pipeline through brand amplification programs, including employee advocacy, partner co-marketing, and executive visibility
Leverage editorial and content calendars to maintain consistent, campaign-integrated messaging across all channels
Digital Human & Webinar Programs
Own the webinar program end-to-end: strategy, topic selection, promotion, speaker coordination, production, and post-event lead nurture
Expand digital event programming including virtual summits, customer spotlights, and co-hosted partner webinars
Explore and pilot emerging digital human / AI avatar capabilities to scale thought leadership content delivery and engagement
SDR & AI SDR Leadership
Manage and develop the SDR team (and AI SDR platform, if applicable), setting quota frameworks, outreach sequencing strategy, and performance accountability
Implement and iterate on AI SDR tools (e.g., Unify, 11x, Clay) to expand outbound reach with high-quality, personalized messaging at scale
Build a tight inbound-to-SDR handoff process, ensuring SLA adherence and lead quality feedback loops with Marketing
Define territory and account coverage strategy in coordination with Sales leadership and RevOps
Maintain SDR dashboards and weekly reporting on meetings booked, pipeline contribution, and SDR-sourced revenue
Who are we looking for?
Skills & Abilities

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Wellness