Head of B2B Digital Demand Generation

Demand Generation Strategy

• Develop and execute the overall demand generation strategy.
• Define annual, quarterly, and monthly pipeline generation targets.
• Build channel mix strategies across inbound, outbound, ABM, digital campaigns, and align them with offline demand generation, webinars, partner marketing, events, and content marketing (incl SEO).
• Align demand generation initiatives with business growth objectives.

Pipeline Ownership

• Own Marketing Qualified Leads (MQLs), Sales Qualified Leads (SQLs), digital pipeline creation, and digital marketing-sourced revenue metrics.
• Establish forecasting models and pipeline targets.
• Monitor funnel performance from lead acquisition through opportunity creation.
• Optimize conversion rates throughout the entire buyer journey.

Outbound & SDR Management

• Manage outbound demand generation programs.
• Oversee signal-based outbound initiatives.
• Manage outbound activities and performance metrics.
• Ensure alignment between outbound campaigns and sales priorities.
• Define lead qualification criteria and SDR handoff processes.

Inbound Marketing Management

• Oversee paid media, email marketing, and website conversion optimization.
• Ensure marketing programs generate measurable pipeline contribution.
• Drive continuous optimization of inbound acquisition channels.

Account-Based Marketing

• Define target account strategy.
• Coordinate marketing and sales activities for strategic accounts.
• Develop account engagement programs for enterprise prospects.

Marketing Operations & Technology

• Own the demand generation technology stack.
• Ensure data quality, CRM governance, and reporting accuracy.
• Drive automation and operational efficiency across all demand generation activities.

People Leadership

• Recruit, develop, and manage demand generation team members.
• Establish KPIs and performance management processes.
• Create a culture of experimentation, accountability, and continuous improvement.

Cross-Functional Collaboration

• Partner closely with Sales Leadership & SDR team.
• Collaborate with Subject Matter Experts.
• Align campaign priorities with strategic business initiatives.
• Ensure smooth lead handoff and pipeline progression.