Director, Demand Generation

Introduction to Demandbase:

Demandbase is the only pipeline AI platform that empowers GTM teams to automate growth at scale. With a unified view of data, insights, actions, and outcomes, B2B enterprises can seamlessly align and execute their account-based GTM strategies with confidence. Thousands of businesses trust Demandbase to maximize revenue, minimize waste, and consolidate their data and tech stacks – all in one platform.

As a company, we’re as committed to growing careers as we are to building world-class technology. We invest heavily in people, our culture, and the community around us. We have also continuously been recognized as One of The Best Places To Work in the San Francisco Bay Area by Fortune, and One of The 60 Best Companies To Sell For by Selling Power. Our offices are located in San Francisco, New York, Austin, Seattle, India, and the United Kingdom.

Own the strategy, performance, and evolution of the demand generation engine, with accountability for pipeline creation, funnel efficiency, and revenue impact. This role leads a pod-based team model and partners closely with Sales to drive predictable growth. Success looks like owning the pipeline number in the QBR — not just reporting on it.

At Demandbase, we value thoughtful partnerships and direct connections with candidates. We’re not accepting unsolicited resumes or outreach from third-party recruiting agencies. Any unsolicited submissions will not be reviewed, and no fees will be paid.

Pipeline Strategy & Growth

• Own top of funnel pipeline targets across segments and translate revenue goals into integrated demand generation strategies.
• Allocate budget across channels, programs, and segments to maximize pipeline and revenue impact.
• Partner with Sales and SDR leadership to align on pipeline targets, lead quality, conversion, messaging, and ICP priorities.
• Optimize the full funnel from acquisition through pipeline by improving conversion and eliminating handoff friction.

Team Leadership

• Lead and develop a high-performing demand generation team with clear ownership and accountability for pipeline outcomes.
• Direct agency and vendor partners to deliver measurable business results.
• Build a culture of experimentation, continuous learning, and performance optimization.

Analytics, Operations & Technology

• Own demand generation reporting, forecasting, and performance metrics, including pipeline, conversion, CAC, and attribution.
• Partner with RevOps to improve measurement, data quality, and operational efficiency.
• Own and optimize the Demandbase platform and broader demand generation technology stack to drive segmentation, targeting, ABM execution, and reporting.

• 8+ years in B2B marketing, with strong demand gen experience
• Proven ownership of pipeline or revenue targets
• Experience leading cross-channel, full-funnel programs
• Strong track record partnering with Sales
• Analytical mindset with ability to translate data into action

Bonus:

• Experience evolving a digital or campaign team into a demand gen org
• Familiarity with lifecycle marketing and funnel optimization
• ABM or segment-based marketing experience, Demandbase experience highly desired
• Experience managing outside growth agencies