Director, Demand Generation

Demandbase

About The Position

Demandbase is seeking a Director, Demand Generation to own the strategy, performance, and evolution of the demand generation engine. This role is accountable for pipeline creation, funnel efficiency, and revenue impact. The position leads a pod-based team model and partners closely with Sales to drive predictable growth. Success in this role means owning the pipeline number in the QBR, not just reporting on it. Demandbase is a company committed to growing careers and building world-class technology, investing heavily in people, culture, and community. They have 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. Their offices are located in San Francisco, New York, Austin, Seattle, India, and the United Kingdom.

Requirements

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

Nice To Haves

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

Responsibilities

Own pipeline targets across segments (e.g., Enterprise, Commercial)
Translate company revenue goals into demand generation plans
Allocate budget across programs, channels, and segments based on performance
Direct agency and vendor partners (media buying, campaign execution) to pipeline outcomes, not activity
Lead and develop a team of campaign managers and specialists
Establish a pod-based model with clear segment ownership
Drive accountability for pipeline outcomes vs. activity metrics
Partner closely with Sales and SDR leadership on pipeline targets and coverage, lead quality and conversion, and feedback loops on campaign performance
Ensure tight alignment on ICP, messaging, and priorities
Oversee performance across the entire funnel: Acquisition → Lead → Opportunity → Pipeline
Own the handoff points explicitly — where demand gen ends and lifecycle/SDR ownership begins — so leads and pipeline don't stall at the seams
Identify and remove bottlenecks in conversion
Drive alignment between acquisition and lifecycle strategies
Define and track core metrics: pipeline generated, CAC/efficiency, conversion rates by stage
Partner with RevOps to close tracking and attribution gaps (e.g., ad platform → MAP → CRM sync issues) that distort the numbers
Lead weekly/monthly performance reviews focused on business outcomes, not activity
Build a culture of testing and continuous improvement
Prioritize experiments that drive pipeline and conversion lift
Scale what works, cut what doesn't