Demand Generation at Lorikeet

Job description

ABOUT US Lorikeet is redefining what customer support looks like — and we're just getting started. We build AI that handles complex, high-volume support for fintechs, healthtechs, marketplaces, and delivery services. Not chatbot-tier AI. The kind that actually resolves tickets, gives support teams their time back, and raises the bar for what software can do. We're backed by over $50M USD from QED, Blackbird, and Square Peg, with backing from operators like Claire Hughes Johnson (ex-Stripe COO) and Cristina Cordova (Linear COO), plus founders of Canva, Atlassian, and Airwallex. We're the first company since Canva to be funded at early stage by all three of Australia's top VC funds — which tells you something about the calibre of people who've looked closely at what we're building and said yes. Our customers include some of the largest telehealth, fintech, and marketplace companies in the US and Australia — many handling over a million support tickets a year. The problems are real, the scale is real, and the work matters. If you want to build something that genuinely changes how businesses and customers interact — this is the place. ABOUT THE ROLE AND YOU We're hiring a Demand Generation Lead to own pipeline generation for North America. Today, demand gen at Lorikeet is spread across several people who each carry a piece of it alongside their day jobs — this role exists to change that. You'll be the first person whose sole focus is building the machine that fills our pipeline. You'll own a North American pipeline target and work backwards from it — designing and executing the mix of events, webinars, industry programs, and campaigns that gets us there. You'll also help shape how demand gen scales as a function as we grow, defining the playbook rather than inheriting one. This is a mid-senior role for someone who's comfortable being accountable to a hard revenue-linked number with a high degree of autonomy over how they hit it. WHAT YOU'LL DO - Own the North American pipeline target and build the quarterly plan that gets us there - Design and run the full demand gen program mix: field events, executive dinners, webinars, industry programs, and integrated campaigns - Work backwards from pipeline goals to channel-level targets, budgets, and forecasts, and report clearly on what's working and what isn't - Partner closely with Sales to ensure every program converts — tight handoffs, fast follow-up, and shared accountability for pipeline quality - Build the demand gen operating infrastructure from scratch: campaign tracking, attribution, and reporting that give us a real view of the funnel - Identify which channels and plays are worth scaling and which to kill, iterating quickly with limited resources - Define the demand gen playbook for Lorikeet as we grow, laying the foundation for the function's future team and budget THE RIGHT CANDIDATE We're looking for someone who is energized by owning a number, not just running programs — someone who sees a pipeline target as a puzzle to reverse-engineer rather than a burden. The ideal candidate learned the fundamentals of demand gen inside a rigorous, well-resourced marketing org, then proved they could build the whole thing from scratch with none of that scaffolding. You might be a fit if you: - Have 4–7 years of demand generation experience in B2B SaaS - Spent your foundational years at a public software company where you learned what best-in-class demand gen looks like - Then spent 2–3 years at an early-stage startup (under ~100 people) building the demand gen function from zero — choosing channels, setting up systems, and owning outcomes without a big team or budget - Have hands-on experience across the program mix: field events, webinars, executive dinners, and industry programs, not just digital campaigns - Think in pipeline, not MQLs — you work backwards from revenue targets and can defend your math - Operate with high autonomy and low need for direction, and are relentless about follow-through - Care about the quality of the pipeline you create, not just the volume — you see Sales as your customer - Are curious about AI and excited to help define what an AI-first company looks like from the inside If you don't quite match this and are from an under-represented background we strongly encourage you to reach out. We know first hand that diverse teams are higher performing and are proud that our team reflects a broad spectrum of identities and lived experiences. WHAT'S UNIQUE ABOUT THIS OPPORTUNITY? A culture that's genuinely different. Low ego, high trust, no tolerance for talented jerks. We work efficiently, keep hours flexible, and actually mean it — because life outside work matters. We're committed to building a diverse team and actively encourage applicants from underrepresented backgrounds. We care far more about user obsession and eagerness to learn than traditional credentials. A front-row seat to building something meaningful. We're Series A and moving fast. You'll have real scope to shape the product and the company — not just execute someone else's vision. Performance recognized in real time, not on a calendar. Promotions happen when you're ready — leadership meets every six weeks specifically to identify and recognize strong performers, so you're never waiting for an arbitrary review window to move up. We're AI-native, and we'll make you AI-native too. Every person at Lorikeet uses AI in their day-to-day work (current favourite: Claude Code), with unrestricted access and no usage limits. You'll leave with skills that matter for the next decade of work. Twice a year, the whole company flies to Hawaii. Headquartered in Sydney, with teams spanning the US and UK — which means getting everyone in the same place is something we invest in seriously. We spend the time hacking on ideas, building things together that wouldn't otherwise exist, and making memories that remind you why you joined a startup in the first place. A recruitment process built on respect, not hoops. We keep it simple: a couple of informal chats to share our story and hear yours, followed by a paid ~two-day work trial. The work trial is genuinely the best part — you'll work on real problems alongside the actual team, get a true feel for how we operate, and we'll both come out of it knowing whether this is the right fit. No trick questions, no take-homes that disappear into a void. Just real work, done together. If you're from an underrepresented background and don't tick every box, please reach out anyway. We know firsthand that diverse teams perform better, and we're proud that our team reflects a broad spectrum of identities and lived experiences.

Requirements

Must-haves

Own the North American pipeline target and build the quarterly plan that gets us there
Design and run the full demand gen program mix: field events, executive dinners, webinars, industry programs, and integrated campaigns
Work backwards from pipeline goals to channel-level targets, budgets, and forecasts, and report clearly on what's working and what isn't
Partner closely with Sales to ensure every program converts — tight handoffs, fast follow-up, and shared accountability for pipeline quality
Build the demand gen operating infrastructure from scratch: campaign tracking, attribution, and reporting that give us a real view of the funnel
Identify which channels and plays are worth scaling and which to kill, iterating quickly with limited resources
Define the demand gen playbook for Lorikeet as we grow, laying the foundation for the function's future team and budget
Have 4–7 years of demand generation experience in B2B SaaS
Spent your foundational years at a public software company where you learned what best-in-class demand gen looks like
Then spent 2–3 years at an early-stage startup (under ~100 people) building the demand gen function from zero — choosing channels, setting up systems, and owning outcomes without a big team or budget
Have hands-on experience across the program mix: field events, webinars, executive dinners, and industry programs, not just digital campaigns
Think in pipeline, not MQLs — you work backwards from revenue targets and can defend your math
Operate with high autonomy and low need for direction, and are relentless about follow-through
Care about the quality of the pipeline you create, not just the volume — you see Sales as your customer
Are curious about AI and excited to help define what an AI-first company looks like from the inside
WHAT'S UNIQUE ABOUT THIS OPPORTUNITY?
A front-row seat to building something meaningful. We're Series A and moving fast. You'll have real scope to shape the product and the company — not just execute someone else's vision.

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