Director, Demand Generation ABM

WEKA

8d

About The Position

WEKA is redefining data infrastructure for the AI era. As we scale in a rapidly changing market, we're looking for a Director of Demand Generation to own the end-to-end campaign engine that fills our pipeline: building, launching, and optimizing integrated, multi-channel campaigns. This is a campaigns-first leadership role. You're not just buying media or managing a few accounts — you're the architect of WEKA's campaign calendar and campaign playbook: what launches, when, to whom, through which channels, and how it's measured. You'll own the budget, the agency relationships, the campaign architecture, and the numbers. If you're passionate about building modern B2B marketing programs, thrive in high-growth environments, and love turning strategy into measurable business outcomes, this is an opportunity to make a lasting impact at one of the fastest-growing AI infrastructure companies in the world.

Requirements

• 8+ years in B2B demand generation, with at least 3+ years at a Director level owning integrated campaign strategy end-to-end — calendar, briefs, launch, and retro — not just channel execution
• Proven ability to build and run multi-channel campaigns that combine paid media, nurture, webinars/events, and content syndication into a single coordinated program
• Direct experience running vertical or segment-based ABM campaigns at scale (not just 1:1 account plays) — you can speak to how you design a cluster campaign playbook, not just execute one
• Deep hands-on paid media experience: LinkedIn, Google Ads, programmatic, content syndication — including agency management and SLA enforcement
• Strong command of marketing attribution and pipeline reporting (Salesforce, Bizible or equivalent multi-touch attribution, Marketo/HubSpot)
• Experience in infrastructure, storage, data platform, or AI/ML tooling — enterprise or usage-based B2B tech strongly preferred (comparable companies: VAST Data, Pure Storage, NetApp, Nutanix, Cohesity, DDN, Hammerspace, Qumulo, Databricks, Snowflake)
• A track record of turning ambiguous, high-growth marketing orgs into disciplined, campaign-driven demand engines
• Comfortable presenting campaign performance and pipeline ROI directly to sales and executive stakeholders

Responsibilities

• Own WEKA's end-to-end campaign engine: the campaign calendar, campaign briefs, launch planning, content and post-campaign retros — from concept through pipeline impact
• Build multi-channel campaign architectures that combine paid media, email/nurture, webinars, content syndication, content, events, and organic/social into a single coordinated launch — not disconnected channel-by-channel pushes
• Translate WEKA's vertical ABM cluster model (NeoCloud, Life Sciences, FinServ, Manufacturing, Sovereign) into repeatable campaign playbooks per cluster: consistent structure, messaging, timing, and measurement that can be launched and re-launched at scale
• Continuously identify and stand up campaigns for new verticals/clusters as WEKA's ICP expands
• Run a disciplined campaign operating rhythm — briefing, creative/content requests, QA, launch, mid-flight optimization, and retro — in partnership with Product Marketing, Field Marketing, and Corporate Marketing
• Balance always-on cluster campaigns with targeted 1:1 account plays for strategic must-win accounts, knowing when each model applies
• Own the campaign performance narrative: which campaigns are working, why, and what to scale, pause, or kill
• Own the paid media strategy and budget as a core channel within the broader campaign mix — spanning paid social (LinkedIn, etc.), search, programmatic, content syndication, and retargeting
• Manage agency relationships and hold them to performance SLAs (cost-per-MQL, pipeline contribution, CARR influence) — including renegotiating or replacing underperforming partners
• Build and defend the media mix model: how budget flows across clusters, campaigns, and funnel stages
• Partner with Marketing Ops to ensure clean tracking, UTM discipline, and platform-to-CRM data integrity
• Own demand gen's contribution to marketing-sourced and marketing-influenced pipeline against quarterly and annual targets
• Work inside WEKA's multi-touch attribution model (Bizible/Salesforce, migrating toward W-Shaped/Full-Path) to report sourced vs. influenced CARR by campaign and cluster
• Partner with RevOps/Sales on lead routing, SLAs, and funnel conversion — diagnosing and fixing leaks between MQL, SAL, and SQL
• Evolve our scoring beyond individual leads — build and mature buying-group mapping and MQA (Marketing Qualified Account) scoring so cluster campaigns are measured on account-level engagement, not just single-contact MQLs
• Partner with RevOps/Sales on lead routing, SLAs, and funnel conversion — diagnosing and fixing leaks between MQL, SAL, and SQL, and extending that discipline to MQA-to-SQA conversion as buying-group scoring comes online
• Bring campaign-level ROI analysis (e.g. cost per sourced dollar, influenced CARR ratio) to monthly/quarterly business reviews
• Build, lead, and develop a demand generation team (campaign managers, paid media specialists)
• Partner closely with Field Marketing, Partner Marketing, Product Marketing, and Corporate Marketing to ensure every campaign is integrated across channels, not a standalone paid push
• Represent demand gen and the campaign roadmap in GTM Council and pipeline reviews with Sales leadership

What This Job Offers

• Job Type: Full-time
• Career Level: Director
• Education Level: No Education Listed