Head of Demand Generation

• Own the pipeline generation plan across targets, source mix, budget, quarterly plays, and operating cadence.
• Define the Lead to SQL model, including lead capture, routing, follow-up, nurture, recycle, and conversion expectations.
• Translate ICP, account signals, category trends, partner opportunities, and sales feedback into campaigns and target-account plays.
• Partner with Growth, Finance, Sales, RevOps, Partnerships, and Product Marketing on pipeline coverage, weighted rollover, conversion assumptions, CAC/payback, and net-new pipeline gaps.
• Scale field and channel as a core pipeline engine: repeatable event formats, regional plans, account targeting, rep/partner workflows, follow-up SLAs, and event-to-meeting reporting.
• Build digital/content, inbound, nurture, and paid motions that amplify field/channel before, during, and after programs.
• Turn tech alliances, channel partners, co-marketing, and co-sell motions into qualified pipeline with the internal Partnerships team.
• Build ABM and whale-hunting plays for named accounts, including competitive replacement, category education, executive outreach, and sales follow-up.
• Own outbound strategy: where we focus, what we test, how we message, and how outbound connects to the broader demand engine. The SDR Lead owns outbound execution.
• Partner with RevOps, Finance, Sales, SDR, and Partnerships to understand where the funnel is working and where it is breaking.
• Track source performance, spend efficiency, conversion rates, follow-up quality, sales acceptance, stage progression, partner contribution, sourced/influenced pipeline, ROI, and pipeline coverage.
• Run a weekly operating loop that tells the team what to scale, what to stop, what to fix, and what to test next.
• 10+ years in B2B demand generation, growth, or integrated revenue marketing, ideally in enterprise cybersecurity, infrastructure, or technical SaaS.
• Experience owning pipeline creation targets, budget, source mix, and funnel conversion in partnership with Sales and Finance.
• Proven ability to build a demand generation function, not just run campaigns.
• AI-native marketer who uses agents and automation to increase speed and quality across account research, personalization, campaign production, nurture, reporting, and experimentation.
• Strong command of field and channel program execution, sales development partnership, ABM, digital, content, webinars, partner programs, customer marketing, and executive programs.
• Experience building demand for enterprise sales motions with technical buyers, economic buyers, long sales cycles, and multi-threaded account strategies.
• High judgment around quality: you know the difference between activity, meetings, Sales-accepted meetings, SQLs, qualified pipeline, and revenue.
• Comfort working inside a Growth function that owns revenue marketing and revenue operations, partnering directly with Sales, SDR, RevOps, Finance, Product Marketing, Product, Partnerships, and executive leadership.

None flagged.